Salespeople Don’t Lie

1. How Did Salespeople Come to Be?
2. The Door-to-door Salesperson
3. The Used Car Salesperson
4. Sell Like Hell
5. The Dowry Totem Pole
6. Ours Not to Reason Why
7. Pirates of Sales: The Story of Medical Reps
8. More Pirates of Sales: Dumping Sales
9. Even More Pirates of Sales
10. Still More Pirates of Sales
11. The Heroes of Sales
12. Why Do Salespeople Lie?
13. To Be a Professional Salesperson
14. Who Teaches Whom to Sell?
15. The Sins of Our Forefathers
16. Understanding the Nature of a Sale
17. Sales Is Relationship at Work
18. The Lonely Salesperson
19. Company Maketh the Man
20. The Devil Made Me Do It
21. When All Hell Breaks Loose
22. For Whom the Bell Tolls
23. Either You Don't Know, or You Are Lying
24. Tainted by the Company One Keeps
25. Sales Malpractice
26. A Sales System, Really?
27. The Power of Discipline
28. What's Worth Doing Is Worth Doing Well Contents note continued
29. Freedom from Avoidable Worry
30. Motivation: A Bath Needed Daily
31. Principles of Professional Selling
32. Sales Teams and Unique Contributions
33. Know What to Pitch
34. Breaking Trust
35. Dr No
36. The Joy of Professional Selling
37. Balcony View of Sales
38. Evolving into a Sales Professional
39. Being in the Customer's Shoes
40. The Salesperson as a Servant
41. Handling Objection and Irate Customers
42. Always Diagnose Before You Prescribe
43. Meeting the Purchaser's Needs
44. Sales Functional Needs and Personal Aspirations
45. Pitching It for Impact
46. The Professional Salesperson
47. Develop Your Team
48. Creating a Resident Faculty
49. Too Proud to Lie