Includes bibliographical references. Previous ed.: 2001.

Preface p. ix Introduction p. 1 1 Selling in Perspective p. 5 2 Planning to Win p. 16 3 The Vital Ingredient p. 30 4 Finding the Time p. 50 5 Finding the Business p. 57 6 Getting the Appointment p. 66 7 The Rules of Professional Selling p. 79 8 The Sales Presentation p. 105 9 Closing the Sale p. 113 10 The Principles of Professionalism p. 124 11 Giving Real Service p. 142 12 Handling Objections p. 148 13 Negotiation p. 162 14 Letter Writing p. 170 15 Body Language p. 176 16 Avoiding the Negative p. 182 17 Don't Quit p. 188.

The power of Richard Denny's message has helped many thousands of salespeople become high flyers and now you can join them! In a very direct and readable style, he explains how to put winning techniques into action. He demonstrates that by improving your ability to communicate with people, you can persuade them to do business with you - time after time. If you are determined to make a success of your career in selling, then Richard Denny's classic book is a must. It is recognized worldwide as one of the most effective and powerful sales-improvement guides ever written.