A
- About.com, 139
- ActiveCampaign, 158
- Adobe, 145
- AdWords, 141–142, 149, 174–176, 189
- Affleck, Ben, 13–15
- Agrarian Age, 137
- Alcohol, 169–170
- Amateur Radio Emergency Services, 166
- Amazon, 125, 144, 148, 155, 164
- Answer(s):
- failure to, 103–106
- overly specific, 108
- refusal to, 105–106
- Apple, 146
- Appointments, sales, xviii, 36, 41, 58, 60, 69, 73, 128–129
- Approval, seeking, see Seeking approval
- Approval-seeking behaviors, 96–97
- AT&T, 27, 177
- Attacks, verbal, 107–108
- Attire, business, xv
- Attraction, 31
- Audi, 32, 86
- Audio gear, 144–145
- Autosuggestion, 48–50, 52, 54
- Available, being too, 94
B
- B2B sales, 26, 74
- Bad news, withholding, 132–133
- Baldwin, Alec,
- Barnes, Edwin C., 21–23
- Begging, see Chasing and begging
- Behaviors, approval-seeking, 96–97
- Beliefs, limiting, 51–57, 59–61, 96, 100
- “Ben Franklin” close, 41
- Bentley, 32, 185
- Bettger, Frank, 35–36, 127
- Bing, 149
- Body language, 10, 92–93, 105, 111–113
- Boiler Room (film), 13, 15
- Bold, being, 83–84
- Brainwashing, 99–100
- Breathing, 74
- Broad smile, –8
- Budget, asking about prospects', 94, 126
- Burnout, subscriber list, 122
- Bush, George H. W.,
- Bush, George W., , 68, 85, 93, 162
- Business attire, xv
- Buying, selling vs., 71, 72
- Buying triggers, 77–78
C
- Calls, follow-up, 96
- Cars, 32–34, 40, 74–75, 85–86, 116–117, 154–155
- Car and Driver, 32
- “Caravan” (song by Rush), 181
- Cardone, Grant, 150–151
- Carnegie, Andrew, 53
- Carotid artery,
- Cat theory, 38–45, 73
- Chambers of Commerce, 166–167
- Chasing and begging, 25–45, 194
- and cat theory, 38–45
- by cold calls, 25–29
- as losers' strategy, 29–34
- and wanting-it tax, 34–38
- Chin jut, 10–11
- CIA, 102, 103, 113
- Clinton, Bill, , , 186
- Clinton, Hilary, 161
- Closing sales, 35–36, 42–43, 50–51
- Clothes, good, xv, 13–24, 58, 60, 65–68, 194
- “Clusters,” lie, 103
- Cohen, Herb, 63
- Cold calls:
- chasing prospects via, 25–29
- cost of, 49–50, 182–183
- death of, 138
- need to stop making, 72–73
- release of power through, xix, 67–68
- and wanting-it tax, 34–35
- as waste of time, 65
- Cold calling, 90–91
- Cold Calling Is a Waste of Time (Rumbauskas), 189
- Communication, 134
- deceptive, 102–113
- nonverbal, 91–92, 111–113
- Compensation, Law of, 123–125
- Compressors, 145
- Computers, 146
- Conscious mind, 52, 54
- Consultative selling, 133
- Content, creating, 146–149
- Contradictory statements, 107
- Convincing statements, 111
- Coulter, Ann, 155
- Craigslist, 141–142
- Cruz, Ted, 161
- Cuban, Mark, 85, 158
- Customer relation management (CRM) software, 158
- Customer satisfaction, 117–119
D
- Dallas, Texas, xv, , 24, 30, 85, 120, 161, 176
- Dallas Business Alliance, 178
- Dallas Community Emergency Response Team, 166
- DeCavalCante crime family, 193
- Deception, 101–113
- and body language, 111–113
- quantity vs. quality in, 103
- verbal indicators of, 103–111
- Decision-makers, meeting with, 127–128
- Deep-breathing, 74
- De-essers, 145
- Delays:
- accepting responsibility for, 132
- in answering questions, 104
- Demos, 75–76
- Denial, lack of, 104–105
- Descriptions, of videos, 152–153
- Differentiation, xvii–xviii, 54
- Display of high value (DHV), 42, 84, 96–97
- Display of low value (DLV), 42, 84, 96–97
- Dogs, 38–41, 73
- Dragon Dictate, 153
- Drama, 27
- Dress, xv, 13–24, 58, 60, 65–68, 194
- Drinking, 169–170
- Dumb, acting, 54, 55
E
- eBay, 155
- Edison, Thomas A., 21–23, 53, 56–57
- Edison Research, 144
- Elevator speeches, 173
- Email marketing, 131
- Emerson, Ralph Waldo, 123, 140–141
- Endorphins,
- Equipment, podcasting, 144–146
- Excuses, 98–100
- Exercise high,
- Expectations, setting realistic, 129–131
- Eyes, covering up, 112
- Eyebrows, –6
- Eye flash, –6
F
- Facebook, 125, 129, 159–161
- Facebook Live, 154
- Failure, 59, 98–100
- False smiles, –8
- FBI,
- Fear of rejection, 53, 55, 59
- Fees, referral, 44–45
- “Feel, felt, found” close, 41, 133
- Fiverr.com, 153
- Floyd, Michael, 113
- Follow-up calls, 96
- Ford, Gerald,
- Ford, Henry, 147
- Ford F-150, 86
- Free consultations, 133
- Freelancers, 37
- Frequency, and volume, 150–151
- Friend signals, –5
- Frustration, overcoming, 54, 55
- Full Metal Jacket (film), xi
G
- The Game (Strauss), 71–72, 77
- GarageBand, 145
- Gardening, 54
- Gates (podcast tool), 145
- “Getting in a roll,” 59–60
- “Getting in a rut,” 59, 90–91
- Gitomer, Jeffrey, 71, 138, 159
- Glengarry, Glen Ross (film),
- Gmail, 157
- Goals, 181–190
- mindset for achieving, 48–49, 183–189
- as obsessions, 189–190, 194
- as path to results, 181–182
- and sales training, 182–183
- setting, 49–50
- setting specific, 184–186
- timeline for, 186
- writing down your, 186, 194
- God, references to, 110
- Godin, Seth, 68
- Good clothes, xv, 13–24, 58, 60, 65–68, 194
- Google, 123, 149, 152–153, 157. See also AdWords
- Gorbachev, Mikhail, 10, 64
- Gordon Gekko (character), 57–58, 64, 121
- Grooming gestures, excessive, 112
- Group interviews, 27
- Gut instinct, 134
H
- Hand gestures, excessive, 96–97
- Hands-on sales, 75–76
- Head tilt, –10
- Hill, Napoleon:
- and good clothes, 17–23, 57
- on growth through struggle, xvi
- and setting goals, 50, 181–184, 186, 187, 190
- Think and Grow Rich by, 30, 148
- on thoughts, 142
- on weak men, 91
- Hill's Golden Rule, 20–21
- Homer Simpson (character), 47
- Honesty, 130, 134–135
- House, M.D. (television show), 122
- Houston, Philip, 113
- How I Raised Myself from Failure to Success in Selling (Bettger), 35
- Human nature, 77–79, 129, 182
I
- Imagination, using your, 187
- Impressions, 16–23, 58
- Inconsistent statements, 107
- Indicators, of lies, see Deception
- Industrial Age, 137–138, 183
- Information Age, 90, 137, 141, 183
- Information-marketing business, 125
- “Inner game,” 51
- Insults, tolerating, 69–70
- Integrity, 134–135
- Intent, 134
- Interruptions, tolerating, 69, 193
- Interviews, 27, 124
- Introversion, 86–87, 98
- Iran-Contra scandal, 110
- Irrelevant questions, 108
- iTunes, 146
J
- “Job hoppers,” 26
- Jobs, Steve, 142
L
- Lakhani, Dave, 115
- Lamborghini, 85
- Law of Compensation, 123–125
- Law of Reciprocity, 129
- The Law of Success (Hill), 17–23, 57, 181–182
- Lead generation, 68
- Leverage, in networking, 175–177
- Lie detectors, 102
- Likeability, –11
- and broad smile, –8, 58
- and chin jut, 10–11
- and eye flash, –6
- and head tilt, –10
- need for,
- three-step strategy to instant, –5
- Limiting beliefs, 51–57, 59–61, 96, 100
- LinkedIn, xiv, 125, 128, 155–159, 175, 178
- LinkedIn Pulse, 158–159
- LinkedIn Sales Navigator, 156–157
- Live car videos, 154–155
- Live videos, 153–155
- “Long-winded no,” 105
- Losers, xiv–xv, 16, 29–34, 47, 126, 148, 169–170
- Lucent Technologies, 177
- Lusha, 157
M
- Mac computers, 145
- Manipulation, persuasion vs., 115–116, 119–120, 134–135
- Maserati, 185
- MeetEdgar, 125, 160
- Meetup, 166
- Memory, selective, 110
- Mental movies, 57–58, 60
- Mercedes-Benz, 32, 40, 85, 144, 185, 187, 189
- Microphones, 144
- Mindset, 69, 73, 183–189, 193. See also Winning mindset
- Misguided persuasion, 120–123
- MixMax, 158
- Modern-day warrior, xvi–xvii
- Money, effect of having, 92–93
- Money-making plan, your, 187–188
- The Morning Myth (Rumbauskas), 163
- Motor Trend, 32
- Mouth, covering up, 112
- Movies, mental, 57–58, 60
N
- NEC, 44
- Negativity, 54–55, 188
- Negotiating, xviii–xix, 63–65, 67–68, 73
- Networking, 169–179
- connecting through, 138
- with eyebrow flash, –6
- leverage in, 175–177, 194
- losers' strategy for, 169–170
- using LinkedIn for, 156–159
- venues for, 178–179
- in your local area, 171–173
- Never Cold Call Again (Rumbauskas), 42, 59
- The Never Cold Call Again Online Playbook (Rumbauskas), 42, 152
- The Never Cold Call Online Playbook (Rumbauskas), 141
- New York City, , 24
- New York Times, 98, 155
- Nightingale, Earl, 181
- 9/11 attacks, 187–188
- “No, long-winded,” 105
- Nonanswer statements, 106–107
- Nonspecific denial, 105
- Nonverbal communication, 91–92, 102–103, 111–113, 134
- North, Oliver, 110
- North Dallas Chamber of Commerce, 166, 173
O
- Objections, 101–102
- Obsessions, goals as, 189–190
- Offense, being on the, 109
- Office politics, 27
- Office Space (film), 189
- “Outer game,” 51
- Outlook, 157
- Overdelivering, 130
- Overly polite prospects, 108
- Overpromising, 129–130
P
- Parinello, Tony, 127
- Periscope, 153–154
- “Permission Economy,” 68
- Perot, Ross, 85
- Persuasion, 115–135
- and customer satisfaction, 117–119
- keys to effective, 125–134
- and Law of Compensation, 123–125
- manipulation vs., 115–116, 119–120
- misguided, 120–123
- as your foundation, 134–135
- Persuasion (Lakhani), 115
- Phone systems, 43–44, 65, 74–76
- Plan(s):
- money-making, 187–188
- referral, 43–44
- Podcasting, 142–149
- Polite, being overly, 108
- Political correctness, xiv, 31, 57
- Politicians, –2
- Polygraphs, 102
- Positive statements, 55, 96
- Positivity, 54–56, 188
- Power, xiv–xv, xviii–xix, 63–70
- of autosuggestion, 48–50, 52
- keys to, 68–70
- in sales, 65–67
- when negotiating, 67–68
- Preparation, for appointments, 128–129
- Price objections, 101–102
- Private schools, 119–120
- Procrastination, 186
- Programming wall, 78–81
- Prospects:
- approval-seeking behaviors toward, 96
- body language of, 111–113
- deception by, see Deception
- having power over your, 65, 69
- qualified, 29, 126–127
- verbal lies from, 103–111
- when not to sell to, 133–134
- Prospecting, sales, 14, 42–43
- Psychology:
- of good clothes, 14, 16–23, 58, 60
- of limiting beliefs, 51–57
- Public speaking, 162–167
- Putin, Vladimir, 99
Q
- Qualified prospects, 29, 126–127
- “Qualifying out” strategies, , 75, 94, 97
- Quantity, of lies, 103
- Question(s):
- attempting to narrow a simple, 109
- diminishing the importance of your, 108–109
- irrelevant, 108
- repeating, as sign of deception, 106
R
- Ram Mount, 155
- Reading, 148–149
- Reagan, Ronald, 10, 64
- Realistic expectations, setting, 129–131
- “The Reality Factor,” 92, 174
- Receptionists, 76
- Reciprocity, Law of, 129
- Referral fees, 44–45
- Referral plans, 43–44
- Referral statements, 109
- Reframing, 54–55
- Refusal to answer, as sign of deception, 105–106
- Rejection, fear of, 53, 55, 59
- Relationships, 30–31
- Religion, references to, 110
- Repeating the question, as sign of deception, 106
- Respect, 16, 60, 69–70, 97, 134–135, 193
- Responsibility, accepting, 132
- Riggi, John, 193
- “Right,” ending sentences with, 96–97
- ROI Media, 175
- TheROITeam.com, 142
- Roll, getting in a, 59–60
- Rolls-Royce, 32, 74
- Roosevelt, Theodore, 83
- Rotary Club, 119, 128, 164–166, 172–173
- Rowling, J. K., 140–141
- Runners high,
- Rush (band), xvi, 181
- Rut, getting in a, 59, 90–91
S
- Saks Fifth Avenue, 19
- Sales appointments, xviii, 36, 41, 58, 60, 69, 73, 128–129
- Sales Badassery Likeability Strategy, –11
- Sales funnel, 59, 125
- Sales prospecting, 14, 42–43
- Sales training, 182–183
- Samsung, 44
- School, private, 119–120
- Search Engine Optimization (SEO), 149
- Secret excuses, 98–100
- Seeking approval, 89–100
- and excuses for failure, 98–100
- and getting endless rejections, 90–92
- subcommunication of, 92–96
- Selective memory, 110
- Self-confidence, 16, 59–60, 83–88, 91, 93, 98–99, 135
- Self-doubt, 54–55
- Self-image, 55
- Self-marketing, 67–69, 183
- Self-respect, 16
- Self-suggestion, 48, 52
- Selling, 71–81
- benefits of avoiding, 73–75
- buying vs., 71, 72
- consultative, 133
- frustration in, 54, 55
- negotiating vs., xviii–xix
- and programming wall, 78–81
- success in, 72–73
- and yes ladder, 77–78
- Selling to VITO (Parinello), 127
- Serious, looking, xvii–xviii
- “Seymours,” 127–128
- S550 Designo Coupe, 32
- Sleep, thinking positively before going to, 55–56
- Slobs, xv
- Smiling, , –8
- Smoking, 52–53
- Social media, 137–167
- Facebook, 125, 129, 154, 159–161
- LinkedIn, xiv, 125, 128, 155–159, 175, 178
- live video, 153–155
- podcasting, 142–149
- and public speaking opportunities, 162–167
- as sales necessity, 139–142
- Twitter, 125, 129, 154, 162
- YouTube, 125, 148–153, 175
- Software, 145
- Speaking, 162–167
- Specific goals, setting, 184–186
- Spy the Lie (Houston, Floyd, and Tennant), 113
- Starbucks, 37
- Star Wars (film), 13
- Statements:
- convincing, 111
- inconsistent/contradictory, 107
- nonanswer, 106–107
- positive, 55, 96
- referral, 109
- Stone, W. Clement, 55
- Storytelling, 131–132
- Strauss, Neil, 71–72, 77, 78
- Stress, 27
- Stupid, feeling, 54, 55
- Subcommunication:
- as begging, 37
- body language as, 10, 92–93
- of fear, 84
- nonverbal, 91, 134–135
- and positive thinking, 55
- and power, 67
- from prospects, xix
- of seeking approval, 92–96
- Subconscious mind, 52, 54, 56, 134, 187, 188, 190
- Subscriber list burnout, 122
- Success, 72–73, 92–96, 148
- Suits (television show), 11
- Swagger, 68, 93–94
- Swallowing, excessive, 112
- Swiveling chair trick, 112–113
T
- Talking powerfully, 68
- Telecom sales, 26
- Telemarketing, 25, 58
- Telephone systems, 43–44, 66
- Teleprompters, 155
- The 10X Rule (Cardone), 150–151
- Tennant, Don, 113
- Think and Grow Rich (Hill), 17, 30, 148, 183
- Throat clearing, excessive, 112
- Time (timing):
- in eyebrow flash,
- with qualified prospects, 29, 126–127
- value of your, 94–96
- with your family, 147
- Timeline, for goals, 186
- Toastmaster, 164
- Trademarking, 139–140
- Training, sales, 182–183
- Triggers, buying, 77–78
- Trump, Donald, xiv, xvii, , 47–48, 85, 161, 162
- Trust, , 134–135
- Truth qualifiers, 110
- Twitter, 125, 129, 154, 162
U
- Underdelivering, 129
- University of California, Los Angeles (UCLA), 135
- Upwork, 150
V
- Value, giving, 37
- Venues, networking, 178–179
- Verbal indicators, of deception, 102–111
- Victory, 59–60
- Videos, 151–155
- Volume, and frequency, 150–151
W
- Walking powerfully, 68
- Wall Street (film), 57, 64, 121
- Wanting-it tax, 34–38
- Warrior, modern-day, xvi–xvii
- Watch time (videos), 151–152
- “Whales,” xi
- Wikipedia, 139
- Winners, xv, 16, 40, 126
- Winning mindset, 47–61
- closing “impossible” sales with, 50–51
- and goal setting, 49–50
- and limiting beliefs, 51–57, 59–61
- power of autosuggestion in having, 48–49
- in prospects vs. salespeople, 64
- using good clothes to achieve, 58
- using mental movies to achieve, 57–58
- Women, and chin jut, 11
- Writing down your goals, 186, 194
Y
- Yahoo, 149
- Yes ladder, 77–78
- Yes men, 130
- “You know,” ending sentences with, 96–97
- YouTube, 125, 148, 149–153, 175
Z
- Zero-tolerance policy, 36
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