INDEX
The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device for terms of interest. For your reference, the terms that appear in the print index are listed below
Aaker, Jennifer
ABN
advisors
advocates
agenda
for controlling sales process
in ghostwriting case study
hidden
price discussion in
aggressive salespeople
anxiety
ANZ Bank
Apple
asking for sales
asking questions
in double-bind trial close
establishing rapport by
finding solutions by
in ghostwriting case example
identifying problems by
and listening
in patterns
in series
setting agenda for
assembly line
assuming sales
closing in first meeting by
overcoming excuses by
and questions about price
assumptions
Austin, City of
authenticity
Baby Cheetah Plays Piano (Hurley)
Baker, Meshell
benefits of products
Black Mastercard
Botsman, Rachel
Branson, Richard
Buffett, Warren, on testing conditions
The Business Book Bible (Lewis)
business ghostwriting case example
and benefit of using scripts
current sales process in
former sales process in
marketing in
sales training in
scripts in
secondary customers in
but, use of word
Capital One
Carnegie, Dale, on personal connections
Castrol
Cathcart, Jim, on diagnosing customer problems
change(s)
Cialdini, Robert
closing, see also trial close
Colliers International
Comer, Jim
compounding effect
conference call, sales meetings via
confrontation
control
and responsibility for sales
of sales process
costs, of customers’ problems
credibility
feelings of, about qualification
finding
helping, to appreciate your value
needs of
qualifying
secondary
taking temperature of see also problems of customers
customizing sales process
decision-makers, see also qualification
Defense Advanced Research Projects Agency (DARPA)
Deloitte
desensitization, to price
desperation
detachment, emotional
differentiators
Disney
double-bind strategy
Drucker, Peter
e-commerce
effort, minimizing
Elders
Electrolux
emotional connection
emotional costs
emotional detachment
empathy
excuses
executives
experimentation
by introverts
to perfect sales process
and rejection
by sales team
extroverts (extraverts)
Farragut, David, on taking action
fear, of loss
features of products
Finland
first meeting, closing in
focus
Ford, Henry
continuous improvement by
on improvement
Ford Motor Company
Fortune 500
FOX (television network)
free content
gatekeepers
“The Gifted Introvert” (Sword)
Glenn, Josh
GoDaddy
Golden Arm Media
Gottschall, Jonathan, on telling stories
guanxi
Hasson, Uri
hidden agendas
hospitality, offers of
How to Win Friends and Influence People (Carnegie)
Hurley, Richard
IBM
ice breakers
indifference
Industrial Revolution
Influence: The Psychology of Persuasion (Cialdini)
information overload
internal reflection
introverts
business advantage for
prevalence of
as salespeople
sales process for
sales training with
Irlen Syndrome
Jobs, Steve
Jung, Carl
Keller, Helen, on optimism
KXAN (television station)
Levitt, Theodore, on selling solutions
Lewis, Derek
listening
loss, fear of
marketing
connection of sales and
establishing credibility without
establishing trust with
in ghostwriting case example
memory
mindset, of salespeople
moral of story
Moran, Ryan
Motley, Red, on sales
Murphy, Alex
Murphy, Sarah
needs, customers’
neural coupling
neurolinguistic programming
neuromanagement
Newton, Isaac, on tact
Newton’s First Law of Motion
“objection-handling cushion”
objections, dealing with
in ghostwriting case example
“salesperson” mindset for
by telling stories
Ogilvy, David, on sales
opportunity costs
Oracle
outcomes, in stories
oxytocin
Ozcom
pain points
paperwork
Paradox of Choice (Schwartz)
perfecting sales process
experimentation for
self-evaluation for
persistence
personal connection
personal cost of problem
“playing it off”
Pollard Institute
preselling
Pre-suasion (Cialdini)
price
problems of customers
costs associated with
exploring
identifying
in stories
Progressive
pushy salespeople
qualification
customers’ feelings about
and gatekeepers
in ghostwriting case example
maximizing sales with
in sales process
quality control
questions
about price
for your customers, see asking questions
question series
rapport
real costs of problem
reciprocity
referrals
reflecting internally
rejection
respect
responsibility, for making sales
sales
developing routine to improve
effects of lack of
focusing on
introverts in
and marketing
maximizing
and myths about salespeople
rejection in
responsibility for making
as skill
success in
see also assuming sales
sales leads
salespeople
adherence to sales process by
aggressive
introverts as
mindset of
myths about
pushy
sales as responsibility of
superstar
adherence to
controlling
customizing
focusing on
in ghostwriting case example
introvert’s use of
mastering
qualification in
scaling up
steps in
see also perfecting sales process
sales training
building credibility in
in ghostwriting case example
with introverts vs. extroverts
solving problem with
scaling up sales process
Schwartz, Barry
scripts
about sales–marketing connection
benefit of using
for building credibility
for customer stories
customizing
in ghostwriting case example
self-evaluation of
for setting agenda
with superstar salespeople
secondary customers, selling to
self-confidence
self-evaluation
Short Circuit (film)
Significant Objects Project
small businesses
Small Business Festival
small talk
solutions
asking questions about
finding
in stories
in story-based selling
spokespeople
“standard process”
Star Wars (film)
stories
crafting
in marketing
objection-handling
story-based selling
crafting stories for
embedding solutions in
in ghostwriting case example
physiological responses to
winging it with
stress
superstar salespeople
Sword, Lesley
on information processing by introverts
on listening
Telstra
temperature, taking customer’s, see also trial close
time investment, in closing sales
Tracy, Brian
trial close
double-bind strategy in
in ghostwriting case example
“playing it off” in
trust
and controlling sales process
credibility to build
in ghostwriting case example
and hidden agendas
importance of
and indifference
rapport to build
in sales process
United States, introverts in
value, appreciating your
Vanguard
Venetian Arsenal
venture capital
Virgin
Walker, Rob
The Wizard of Oz (film)
WP Engine
Zak, Paul
Ziglar, Zig
Zuckerberg, Mark