Foreword Joe Mandato, D.M. v
Introduction xi
Part I Eating without Stealing 1
Chapter 1 Birth of a Salesman 3
Chapter 2 The Million-Dollar Accident 23
Chapter 3 Why Not Me? 36
Chapter 4 Your Advantage Is That No One Takes You Seriously 43
Part II Street-Smart Selling 59
Chapter 5 Game-Changers 61
Chapter 6 Shut Up! 80
Chapter 7 Nothing Is as It Appears 90
Chapter 8 Managing First Impressions 95
Chapter 9 A Sense of Urgency: Setting Priorities 106
Chapter 10 The Role of Emotion 112
Chapter 11 Abandon Hope! 120
Chapter 12 Charming Strangers: Prospecting 128
Chapter 13 A Minute to Live: Cold Calling 137
Chapter 14 What’s Fair Is Fair 145
Chapter 15 Ready, Set, Improvise: Using Visualization 151
Chapter 16 Defy Expectations 158
Chapter 17 Getting to the Truth: Asking Effective Questions 168
Chapter 18 TheWill to Walk: Negotiating 174
Chapter 19 Flag on the Play! Reading a Customer 183
Chapter 20 Closing, or The Gentle Kill 192
Chapter 21 Teaching Instincts 209
Notes 219
ANTHONY BELLI, a high-income sales and sales management professional and marketing entrepreneur, was born in Italian East Harlem in New York City in 1953, into one of the poorest families in one of the city's worst slums. A chronic truant, in 1971 he was accepted into the SEEK program for disadvantaged students at the City College of New York. There he earned bachelor's and master's degrees with honors, followed by an Advanced Certificate in Marketing from the Lubin School of Business at Pace University. In recent years, he also has been a popular visiting professor at Mercy College in Dobbs Ferry, New York. Belli began his sales career with Metropolitan Life in 1978, making the company's Million-Dollar Club in his first year. As a sales representative specializing in high-tech goods, he has consistently performed in the highest ranks, winning dozens of company, regional, and national sales awards for his employers and earning millions in commissions.
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