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SALES AUTOPSY by Dan Seidman
INTRODUCTION
1.. THANK GOD THAT DIDN'T HAPPEN TO ME!
My Top Five Sales Horror Stories
2.. DAIRY QUEEN
Disqualify Prospects Quickly
3.. GOOD VS. EVIL
Old School is Closed
4.. RESPECT AND REVENGE
Calculating Clients and Conniving Reps
5.. CRASH ON CONTACT
Failed First Impressions
6.. COMBAT PAY
Adversity over Products, Prospects & Animals
7.. BECOMING AN ANGEL
Three Investments for Sales Pros
8.. IT'S BETTER TO RECEIVE
Mentor Mania and How to Get some
9.. FINAL THOUGHTS: THE PURPOSE OF OUR PROFESSION
What are we Selling for?
Appendix
A. Where do we go from here?
B. Revenge of the Reps: The Video Game
B. Things you Love to Say to Evil Prospects: An Exercise
C. Your Most Embarrassing Moment Selling
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