Index

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, 1
  • 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, 7–8
  • Budget, asking about prospects', 94, 126
  • Burnout, subscriber list, 122
  • Bush, George H. W., 2
  • Bush, George W., 2, 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, 9
  • 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, 2, 4, 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, 5, 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, 7
  • Equipment, podcasting, 144–146
  • Excuses, 98–100
  • Exercise high, 7
  • Expectations, setting realistic, 129–131
  • Eyes, covering up, 112
  • Eyebrows, 5–6
  • Eye flash, 5–6

F

  • Facebook, 125, 129, 159–161
  • Facebook Live, 154
  • Failure, 59, 98–100
  • False smiles, 7–8
  • FBI, 4
  • 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, 4
  • Ford, Henry, 147
  • Ford F-150, 86
  • Free consultations, 133
  • Freelancers, 37
  • Frequency, and volume, 150–151
  • Friend signals, 4–5
  • 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), 1
  • 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, 8–10
  • 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

K

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, 1–11
    • and broad smile, 7–8, 58
    • and chin jut, 10–11
    • and eye flash, 5–6
    • and head tilt, 8–10
    • need for, 3
    • three-step strategy to instant, 4–5
  • 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, 5–6
    • 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, 5, 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, 1–2
  • 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, 6, 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, 7
  • 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, 3–11
  • 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, 2, 7–8
  • Smoking, 52–53
  • Social media, 137–167
  • 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, 6
    • 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, 1, 47–48, 85, 161, 162
  • Trust, 9, 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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