| Foreword Introduction 1 Are You a SalesDog? 2 Why SalesDogs? （SalesDogs and SalesPeople） 3 Identifying the Breed 4 Big Dogs 5 The Right Pooch for the Right Prey! 6 Strengths of the Breeds 7 Play to Your Strength 8 SuperMutt Conditioning 9 Managing the Kennel—SalesDog Ground Rules 10 Dogged Belief—Four Mindsets of Champion SalesDogs 11 Training for the Hunt—Five Critical Skills for SalesDog Success 12 Managing SalesDog Emotions 13 What Keeps Them Coming Back? Untold Secrets of Handling Objections and Rejections 14 Guard Dogs and Pigs 15 The Hunt! The "Dog-Doo-Doo-Simple" SalesDog Cycle 16 Whose Fire Hydrant Is This Anyway? Secrets of Territory Management 17 Stay Out of the Pound—Career Progression for SalesDogs 18 Dogs Just "Do It" 19 so What Kind of SalesDog Are You Anyway? |
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