Table of Contents

* Introduction: Less Pain, More Gain * Prepare for Success * Master TIPPS (Time, Information, People, Place, and Stress) * Know Your Market * Find Buyers * Analyze Buyers * Bond and Build Rapport * Determine the Pain * Get the Sale * Manage the Post-Sell * Selling in the New Millennium * A Day in the Life of Wally Weakclose

About the Author

Sam Deep is a consultant and trainer from Pittsburgh. Lyle Sussman, Ph.D., is Professor of Management at the University of Louisville. Their other books include Yes, You Can! (80,000 sold) and What to Say to Get What You Want (60,000 sold). The Sandler Sales Institute provides sales training through its national network of 180 affiliates.