{"product_id":"how-to-sell-to-an-idiot-9780471718543","title":"How to Sell to an Idiot","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eHOW TO SELL TO AN IDIOT\u003c\/b\u003e  \u003cp\u003eSelling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don''t even realize when they are getting the deal of a lifetime.\u003c\/p\u003e \u003cp\u003eIn \u003cb\u003e\u003ci\u003eHow to Sell to an Idiot\u003c\/i\u003e\u003c\/b\u003e, authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn''t work and more of what does. Along with a wealth of proven sales guidance and effective techniques, you''ll learn how to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eUse idiot-proof planning and preparation to make prospecting far more effective\u003c\/li\u003e \u003cli\u003eUse idiot-speak to connect with prospects and gather vital information that makes selling easy\u003c\/li\u003e \u003cli\u003eSpice up your sales pitch for faster closings and larger sales\u003c\/li\u003e \u003cli\u003eWring referrals out of clients like water from a sponge\u003c\/li\u003e \u003cli\u003eAnd much more!\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eSelling is an act of compassion. S\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eAbout the Authors.\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePreface.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Step One: Be Prepared or Be the Idiot.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNeed and Intent.\u003c\/p\u003e \u003cp\u003eMental Preparation Made Simple (or Mental Prep for the Simple).\u003c\/p\u003e \u003cp\u003eChoosing In: The Cure for Cluelessness.\u003c\/p\u003e \u003cp\u003eSimple versus Easy: The Inner Idiot Rears Its Ugly Head.\u003c\/p\u003e \u003cp\u003ePreparation and Passion.\u003c\/p\u003e \u003cp\u003ePreparation and Product Knowledge.\u003c\/p\u003e \u003cp\u003ePreparation and the Written Plan.\u003c\/p\u003e \u003cp\u003ePlanning Is Not Procrastination.\u003c\/p\u003e \u003cp\u003ePreparation and Motivation.\u003c\/p\u003e \u003cp\u003ePreparation and Personality.\u003c\/p\u003e \u003cp\u003eChapter One Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Step Two: Connect with the Clueless.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdiotspeak.\u003c\/p\u003e \u003cp\u003eYour Story.\u003c\/p\u003e \u003cp\u003eYour \u003ci\u003ei\u003c\/i\u003e-Customer’s Story.\u003c\/p\u003e \u003cp\u003eWho versus What.\u003c\/p\u003e \u003cp\u003ePersonality is Job One.\u003c\/p\u003e \u003cp\u003eComponents of Connection.\u003c\/p\u003e \u003cp\u003eA New Skill Called Connecting.\u003c\/p\u003e \u003cp\u003eThe Great Balancing Act.\u003c\/p\u003e \u003cp\u003eTakers versus Exchangers.\u003c\/p\u003e \u003cp\u003eChapter Two Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Step Three: Confuse to Clarify.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConfusion as a Tool.\u003c\/p\u003e \u003cp\u003eSurgical Questions.\u003c\/p\u003e \u003cp\u003eThe Right Questions Trump the Right Answers.\u003c\/p\u003e \u003cp\u003eSet the Stage and Play the Part.\u003c\/p\u003e \u003cp\u003eFrom the Mouths of Babes.\u003c\/p\u003e \u003cp\u003ePersonality-Based Questions.\u003c\/p\u003e \u003cp\u003eBig Success Comes from Small Steps.\u003c\/p\u003e \u003cp\u003eChapter Three Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Step Four: Play the Match Game.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePut it in Reverse.\u003c\/p\u003e \u003cp\u003eBring it Home.\u003c\/p\u003e \u003cp\u003eMatching Means More Selling, Less Talking.\u003c\/p\u003e \u003cp\u003eThe Next Step.\u003c\/p\u003e \u003cp\u003eMore Lessons from Children.\u003c\/p\u003e \u003cp\u003eThe Match Game and Personalities.\u003c\/p\u003e \u003cp\u003eChapter Four Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Step Five: Showtime.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEntertainment versus Boredom.\u003c\/p\u003e \u003cp\u003eEntertainment versus Filling Needs.\u003c\/p\u003e \u003cp\u003eBe Energized.\u003c\/p\u003e \u003cp\u003eRazzle-Dazzle Them.\u003c\/p\u003e \u003cp\u003ePresenting in Style.\u003c\/p\u003e \u003cp\u003ePresenting with Structure.\u003c\/p\u003e \u003cp\u003ePresenting with Technology.\u003c\/p\u003e \u003cp\u003eRehearsals.\u003c\/p\u003e \u003cp\u003eMore Lessons from Children.\u003c\/p\u003e \u003cp\u003ePersonality-Based Entertainment.\u003c\/p\u003e \u003cp\u003eChapter Five Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Step Six: Ask for the Business.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCECO.\u003c\/p\u003e \u003cp\u003eAsking is Action.\u003c\/p\u003e \u003cp\u003eAsk with Confidence.\u003c\/p\u003e \u003cp\u003eLet Go of the Outcome.\u003c\/p\u003e \u003cp\u003eThe Secret to Closing.\u003c\/p\u003e \u003cp\u003eThe ABCs of Listening.\u003c\/p\u003e \u003cp\u003eMore Lessons from Children.\u003c\/p\u003e \u003cp\u003ePersonality-Based Asking.\u003c\/p\u003e \u003cp\u003eChapter Six Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Step Seven: Circle Around and Make Another Pass.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGet Out There and Fail.\u003c\/p\u003e \u003cp\u003eLearn to Love the Lessons.\u003c\/p\u003e \u003cp\u003eTurnaround Questions.\u003c\/p\u003e \u003cp\u003eObjections.\u003c\/p\u003e \u003cp\u003eDon’t Be the Monkey.\u003c\/p\u003e \u003cp\u003eMore Lessons from Children.\u003c\/p\u003e \u003cp\u003ePersonality-Based Objections.\u003c\/p\u003e \u003cp\u003eChapter Seven Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Step Eight: Annoy Them a Little and Ask for the Business, Again.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTeaching the Customer How to Buy.\u003c\/p\u003e \u003cp\u003eFailure Is Your Friend.\u003c\/p\u003e \u003cp\u003ePesky Persistence.\u003c\/p\u003e \u003cp\u003eStalling.\u003c\/p\u003e \u003cp\u003eIt’s in the Cards.\u003c\/p\u003e \u003cp\u003eMore Lessons from “Never, Never, Never”-land.\u003c\/p\u003e \u003cp\u003ePersonality-Based Annoyance.\u003c\/p\u003e \u003cp\u003eChapter Eight Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Step Nine: Appreciate.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Selling Cycle.\u003c\/p\u003e \u003cp\u003eMake it Memorable.\u003c\/p\u003e \u003cp\u003eThe Battle for Mind Share.\u003c\/p\u003e \u003cp\u003eThe Present.\u003c\/p\u003e \u003cp\u003eMore Lessons from Children.\u003c\/p\u003e \u003cp\u003ePersonality-Based Appreciation.\u003c\/p\u003e \u003cp\u003eChapter Nine Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Step Ten: Get a Referral.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFear Not.\u003c\/p\u003e \u003cp\u003eBuild Champions.\u003c\/p\u003e \u003cp\u003eGet Some Help.\u003c\/p\u003e \u003cp\u003eGet Them Talking.\u003c\/p\u003e \u003cp\u003eGet an “A” for Asking.\u003c\/p\u003e \u003cp\u003eMore Lessons from Children.\u003c\/p\u003e \u003cp\u003ePersonality-Based Referrals.\u003c\/p\u003e \u003cp\u003eChapter Ten Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Step Eleven: Follow-Up.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNo Competition.\u003c\/p\u003e \u003cp\u003eWe Have Seen the Competition and It Is Us.\u003c\/p\u003e \u003cp\u003ePut Follow Up into Your Mix.\u003c\/p\u003e \u003cp\u003eTime Has Nothing to Do with It.\u003c\/p\u003e \u003cp\u003ePre-Sale, Pre-Delivery, Post-Delivery Follow-Up.\u003c\/p\u003e \u003cp\u003eIt’s Research.\u003c\/p\u003e \u003cp\u003eWhen?\u003c\/p\u003e \u003cp\u003eMore Lessons from Children.\u003c\/p\u003e \u003cp\u003ePersonality-Based Follow-Up.\u003c\/p\u003e \u003cp\u003eChapter Eleven Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Step Twelve: Practice.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDon’t Succeed at Being Average.\u003c\/p\u003e \u003cp\u003eBe Impatient.\u003c\/p\u003e \u003cp\u003ePerfect Practice.\u003c\/p\u003e \u003cp\u003eDangers of Perfection.\u003c\/p\u003e \u003cp\u003eCaring Equals Change.\u003c\/p\u003e \u003cp\u003eFlat Tires Need Changing.\u003c\/p\u003e \u003cp\u003eWhat are Friends For?\u003c\/p\u003e \u003cp\u003eFinal Lessons from Children.\u003c\/p\u003e \u003cp\u003ePersonality-Based Practice.\u003c\/p\u003e \u003cp\u003eChapter Twelve Summary.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIndex.\u003c\/b\u003e\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402660520279,"sku":"9780471718543","price":12.59,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471718543.jpg?v=1730481148","url":"https:\/\/bookcurl.com\/products\/how-to-sell-to-an-idiot-9780471718543","provider":"Book Curl","version":"1.0","type":"link"}