Authors are Anthony J. Alessandra, Ph.D. and Phillip S. Wexler with Jerry D. Deen
Chapter 1 - Removing Pressure and Still Getting the Sale
Part 1 - Building Trust
Chapter 2 - How to "Size Up" Prospects
Chapter 3 - Selling is Communicating
Chapter 4 - The Art of Asking Questions
Chapter 5 - Listening Your Way to More Sales
Chapter 6 - It's Not What You Say...It's How You Say It
Chapter 7 - Image: The Silent Persuader
Chapter 8 - Selling Without Words: The Language of Nonverbal Communication
Chapter 9 - Clarifying the Sales Communication Process
Chapter 10 - Selling Prospects the Way They Want to Be Sold
Part II - Non-Manipulative Selling: The Process
Chapter 11 - Non-Manipulative Selling vs. Traditional Selling
Chapter 12 - The Information Gathering Process
Chapter 13 - The Presentation Process
Chapter 14 - The Commitment Process
Chapter 15 - The Follow-Through Process
Chapter 16 - Where Do You Go From Here?
Chapter 1 - Removing Pressure and Still Getting the Sale
Part 1 - Building Trust
Chapter 2 - How to "Size Up" Prospects
Chapter 3 - Selling is Communicating
Chapter 4 - The Art of Asking Questions
Chapter 5 - Listening Your Way to More Sales
Chapter 6 - It's Not What You Say...It's How You Say It
Chapter 7 - Image: The Silent Persuader
Chapter 8 - Selling Without Words: The Language of Nonverbal Communication
Chapter 9 - Clarifying the Sales Communication Process
Chapter 10 - Selling Prospects the Way They Want to Be Sold
Part II - Non-Manipulative Selling: The Process
Chapter 11 - Non-Manipulative Selling vs. Traditional Selling
Chapter 12 - The Information Gathering Process
Chapter 13 - The Presentation Process
Chapter 14 - The Commitment Process
Chapter 15 - The Follow-Through Process
Chapter 16 - Where Do You Go From Here?
