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Table of Contents

CONTENTS Introduction 1 1 Become Brilliant on the Basics 7 2 Stay Enthusiastic 13 3 Personal Management Skills: The Inner Game 20 4 Personal Management Skills: The Outer Game 25 5 Develop Excellent Product Knowledge 32 6 Analyze Your Competition 36 7 Develop Competitive Advantage 41 8 Develop an Effective Sales Strategy 46 9 Prospect Like a Professional 52 10 Qualify Your Prospects 58 11 The Friendship Factor 63 12 Three Keys to Persuasion 68 13 Make Effective Presentations 73 14 Practice the Power of Suggestion 77 15 Establish Megacredibility 82 16 Handle Objections Effectively 87 17 Ask the Customer to Take Action 92 18 Provide Excellent Customer Service 97 19 Keep Customers for Life 102 20 Manage Your Time Effectively 107 21 There Are No Limits! 112 Index 117

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