Table of Contents
Introduction 9
ACT I The Rehearsal
Chapter 1 The Casting Call: Making a First Impression 15
Chapter 2 The Role: Throw Out the One-Size-Fits-All Sales Hat 25
Chapter 3 The Audition: Getting the Appointment 39
Chapter 4 The Warm-Up: Acting Exercises for Sellers 53
ACT II The Curtain Up
Chapter 5 The Motivation: Discovering Power Goals 67
Chapter 6 The Script: From Mundane Into Memorable 85
Chapter 7 The Drama: Uncovering Urgency 97
Chapter 8 The Scene Partner: Building Rapport 109
ACT III The Performance
Chapter 9 The Opening Night: Taking Command of the Stage 127
Chapter 10 The Cues: Listening to the Buyer 139
Chapter 11 The Props: Staging a Sale 149
Chapter 12 The Audience: Overcoming Fear 159
Chapter 13 The Cast: Selling on Your Feet 171
Chapter 14 The Closing Night: Obstacles to Closing 187
ACT IV The Encore
Chapter 15 The Callback: Generating Repeat Business 201
Chapter 16 The Director: Collaborating on a Winning Performance 215
Conclusion: The Star or the Extra 229
Appendix: Sales in the movies 233
Chapter Notes 237
Bibliography 243
Index 249
About the Author 255