"INDEX"

Title Page 1
Dedication 3
Index 5

"INTRODUCTION" 11

"Have You Got What It Takes?" 12
"Anyone with an average IQ can learn" 13
"I chose to believe people who had proven 15
It was possible"
"Silence is Golden" 16
"My old mother once said" 21
"The Four Levels of competence" 24

"EBM'S" - THE HEART OF SELLING 29
ISBN 1-89779401-0 C. Kevin Ivor Paginton

"The Power of Sugesstion" 34
"What goes on inside that mind of yours?" 37
"Emotional Buying Motives" 42


GROUP ONE: FEAR 46
GROUP TWO: PRIDE 49
GROUP THREE: GAIN 52
GROUP FOUR: PLEASURE 56
GROUP FIVE: IMITATION 61
GROUP SIX: COMPASSION 65
GROUP SEVEN: LOVE 69
SUMMARY 72

"S.A.L.E.S.M.A.N." - WIN-WIN SELLING 75
STEP ONE: STRATEGY 79
Do not be scared of Failure 81
I can't do this: BOMB CRATER NO 1 81
Salesmanship 82
Product Knowledge 82
Increasing the numbers 85

STEP TWO: ATTITUDE 87
The Confidence Trick: BOMB CRATER NO.2 87
A Positive Respect for God 88
A Positive Respect for Mankind 90

STEP THREE: LEADING 93
Winning Trust. 94
Make the first call: BOMB CRATER NO.3 95

STEP FOUR: ESTABLISHING 97
<HYPNOSIS> 100
Questioning Techniques 111
Recall Questions 111
Process Questions 111
Open Questions 112
Closed Questions 113
Affective Questions 114
Leading Questions 114
Implication Leading Questions 115
Subtle leads 118
Anticipation Leads 120
Conversational lead. 121
Question Softeners 123

Positive rewards 123
Probing Questions 124
Echo Probes 125
Extension Probes 125
Clarification Probes 125
Relevance Probes 126
Justification Probes 126

STEP FIVE: SUGGESTING 128
Presenting the identified EBM as the solution 128
The reverse upload 129
Picture an Ice-Cream 131
Let them experience the future 132
Encourage them to speak from within the dream 133

STEP SIX: MEETING OBJECTIONS 135
Conditions 136
Does he have the authority to buy this? 136
Can he afford it? 138
MEET the problem head on. 139
Is it the money? 140
A few pence a day 141

STEP SEVEN: ADVISING 143
Give your friend that little push 144
Help him to rationalise to others 144

STEP EIGHT : NETWORKING 147
Cold leads 147
Warm Leads 147
Lead Replenishment Formula 148

"BODY LANGUAGE" - The TRUTH 149

THE ANIMAL KINGDOM 151
Voice Inflection 151
Animal Colourings 153
Projecting a message 154

ATTITUDE 155
Interest 155
Admiration 156
Respect 157

BODY LANGUAGE 158
Limb Movement 158
Feet Movement 159
Hand Movement 160
Open Hands 160
Closed Hands 160

HEAD MOVEMENTS 163
Hands on Face 163
Scratching the Head 164
Head Nodding 165

POSTURAL ECHO 166

PERSONAL SPACE 169

FALSE AFFILIATIONS 170

 DETECTING INSINCERITY 171

Verbal Leakage 171

Hesitation 173

The Face 173

The Eyes 175

Other Body Leakage 175

POWER MOVES

Power Move 1 177

Power Move 2 177

Power Move 3 178

Power Move 4 180

"BECOMING A SWORD"

Getting The Most From This Book 183

Mind Programming 185

"Honour Your Parents" 187

Why "The Sword Of Bath"? 189

Additional Products Available from the PSRO: 191