Table of Contents
"Preface
Part One: Selling in the Twenty-First Century
Chapter 1: Stating the Obvious
Chapter 2: Four Ways to Sell
Part Two: John Henry Patterson: The Process of Selling
Chapter 3: Desperate in Dayton
Chapter 4: A Primer on Process
Chapter 5: Patterson’s Legacy
Chapter 6: The Pros and Cons of Sales as a Process
Chapter 7: Making It Work for You
Part Three: Dale Carnegie: The Apostle of Influence
Chapter 8: The Young Man from Missouri
Chapter 9: The Carnegie Principles
Chapter 10: The 25-Year Overnight Success
Chapter 11: Carnegie’s Heirs
Chapter 12: Making It Work for You
Part Four: Elmer Wheeler: The Magic of Words
Chapter 13: Making Your Sales Sizzle
Chapter 14: Thinking and Buying
Chapter 15: Wheeler’s Deal
Chapter 16: The Language-Based Approach Today
Chapter 17: Making It Work for You
Part Five: Joe Girard: Priming the Pump
Chapter 18: Down and Out in Detroit City
Chapter 19: Finding the Law of 250 at a Funeral
Chapter 20: From Network to Nurture
Chapter 21: The Pros and Cons of Priming the Pump
Chapter 22: Making It Work for You
Part Six: Conclusion
Chapter 23: Looking Back to Look Ahead
Index
About the Author"