Selling for dummies / Tom Hopkins.

Content
Introduction
Who needs to read this book
How to use this book
How this book is organized
etc.

Chapter 2 questioning your way to success
why ask
Little questions, big agreements
Questions create emotional involvement
etc.

Chapter 3 make selling your hobby - its all in the attitude
How the cream does rise
Hobbies verus jobs
Selling it goes with everything
etc

Chapter 4 finding the people who need what you have
So .... whom to prospect.
Ten strategies for finding the right people.
etc.

Chapter 5 What what you don't know can kill your chance of success
Start at ground zero.
How much information is too much
Working with buyer's personality types
etc

Chapter 6 knowing your product
The important of balance
Too much product knowledge makes jack
Ice cubes to Eskimos
etc.

Chapter 7 Winning presentations
A foot in the door
Find the power players
Be quick or be sorry
etc.

Chapter 8 Getting an appointment
Face- face time is critical
The telephone: best friend or worst enemy
How to reach Mr. or ms consumer by telephone.
etc.

Chapter 9 putting others at ease
Lets get comfy
Just a few second
Dress for success
etc.

Chapter 10 qualifying your way success
Are you sure they need what you are selling
Sales lessons from a scruity TV detective.
etc.

Chapter 11 Addressing customers concerns.
When no really means maybe
Try it you will make it
When the fish aren't biting, change your bait.
etc

Chapter 12 Getting to the ultimate agreement
sometimes all you need to do is ask
No ask, no sale
When and how to ask
etc.

Chapter 13 Tapping into the strongest advertising your present clients
etc.

Includes bibliographical references and index. (p. 341-344)