1 Table of Contents: “... -- The science behind the hurt -- The curse of rejection -- Rejection proof -- Avoiding objections is stupid...”

2 Table of Contents: “... negotiation rule one : win first, then negotiate -- Timing matters : avoid negotiating red herrings...”

3 Table of Contents: “... Basket; Avoid the Lunacy of One Size Fits All; Chapter 5: The More You Prospect, the Luckier You Get...”

4 Table of Contents: “... Easy Questions First -- The Power of Open-Ended Questions -- Avoid the Pump and Pounce -- Fluid Dual...”

5 “... of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology...”