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JEROLD PANAS is the author of thirteen bestselling books on asking, management, motivation, and building relationships. His firm, Jerold Panas, Linzy & Partners, is one of the world's leaders in counseling and helping organizations reach their highest aspirations. A platform personality of note, he leads seminars and conferences around the world on prompting others to action, influencing decisions, and selling the dream. Visit www.jeroldpanas.com.
Chapter 2 The Great Ones 7
Chapter 3 Failure Is the Path of Least Persistence 17
Chapter 4 Move Those Marbles 23
Chapter 5 It’s Never Too Late to Be What You Might Have Been 29
Chapter 6 There Are Really No Mistakes in Selling—Only Lessons 37
Chapter 7 It’s a Numbers Game 45
Chapter 8 Failing to Prepare Is Preparing to Fail 53
Chapter 9 Go the Extra Mile that Failures Refuse to Travel 61
Chapter 10 Sometimes You Have to Be Silent to Be Heard 69
Chapter 11 Be Like the Busy Spider 77
Chapter 12 Amazing What You Can Do When You Don’t Know What You Can’t Do 85
Chapter 13 Listen! I Think I Hear a Sale 91
Chapter 14 It’s Astounding What You Don’t Sell When You Don’t Ask 99
Chapter 15 If You Don’t Know Where You’re Going, You’ll Probably End Up Somewhere Else 105
Chapter 16 There Are No Shortcuts to Anyplace Worth Going 113
Chapter 17 Know Your Product, but It’s Testimony that Persuades 121
Chapter 18 If You Think You’ll Lose, You’re Lost 127
Chapter 19 Climb the Ladder of Success One Objection at a Time 135
Chapter 20 Objections Aren’t Bitter if You Don’t Swallow Them 141
Chapter 21 No Isn’t an Answer, It’s a Question 145
Chapter 22 The Horrifying 10 155
Chapter 23 Have Only Two Dials on Your Console—Fast and Faster 165
Chapter 24 Integrity Isn’t Important—It Is Everything 171
Chapter 25 Flimflam Is Out 175
Chapter 26 The Highest of Callings 179
Chapter 27 The Unconquerable Joy of Selling That Ignites a Fire 185
Chapter 28 You Don’t Have to Be Great to Start, But You Have to Start to Be Great 191
Chapter 29 Here’s the Magic 197
Appendix 203
About the Author 209
Index 211
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