Includes index.

A third of a season -- The definition of sales -- No gimmicks -- Objections that aren't -- A brief review of the sales cycle -- Why people buy -- Openings precede closings -- A few words about the ideas you'll find in this section of the book -- Know your product or service--and be creative in considering what it can do for someone -- Closings and openings -- Don't overwhelm the prospect -- Selling to committees -- Understanding responses -- Taking responsibility -- Write this down -- Four categories -- Your two objectives for your first in-person meeting -- The option at the end of the first visit -- A horror story -- Verifying your information -- What is a presentation? -- The simple closing statement, revisited -- "I'll have to think about it" -- Dealing with obstacles -- Money, money -- Some general ideas for closing success -- The leadership role -- Don't reinvent the wheel.

1. The fundamentals
2. Breakthrough ideas for closing success
3. Rethinking your relationship with the prospect