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- 2012286603 abstract "Tom Black lived with his family in a railroad boxcar that was set off the tracks and divided into two bedrooms and one tiny living space. He never realized he was poor until, in the seventh grade, kids at school made fun of his clothing. This was a turning point for Tom. He decided that he would never be poor again and wanted a better life. Tom's story is the quintessential rags to riches tale, a narrative that embodies the American Dream. Now it's his turn to pass it along, to share his training methods and proven business models with you in his book, The Boxcar Millionaire.".
- 2012286603 contributor B12488174.
- 2012286603 created "c2007.".
- 2012286603 date "2007".
- 2012286603 date "c2007.".
- 2012286603 dateCopyrighted "c2007.".
- 2012286603 description "1. The Three Little Determinants of sales sucesss --- 2. See more, sell more --- 3. Xtreme appointment setting --- 4. Laying foundations for a great presentation with attitude --- 5. More attitude bricks for the foundation --- 6. The planned presentation: the only one worth giving --- 7. And now introducing: The Buying Line --- 8. Planned so you don't sound Canned --- 9. The art of goal setting --- 10. Sales techniques are not for the cool people --- 11. Even more techniques for building your best presentation --- 12. Getting in the mood: the buying atmosphere --- 13. Anatomy of a sales talk: the approach --- 14. Anatomy of a sales talk: the set-up --- 15. Anatomy of a sales talk: the body of the presentation --- 16. The close: the moment of decision --- 17. Special tips on closing --- 18. Objections: now the work begins --- 19. More tips on objectives --- 20. The science of the follow up --- 21. The not-so-immediate follow up --- 22. The hunt for the elusive quality prospect --- 23. The critical role of ethics --- 24. The sandbox that is America.".
- 2012286603 description "Tom Black lived with his family in a railroad boxcar that was set off the tracks and divided into two bedrooms and one tiny living space. He never realized he was poor until, in the seventh grade, kids at school made fun of his clothing. This was a turning point for Tom. He decided that he would never be poor again and wanted a better life. Tom's story is the quintessential rags to riches tale, a narrative that embodies the American Dream. Now it's his turn to pass it along, to share his training methods and proven business models with you in his book, The Boxcar Millionaire.".
- 2012286603 extent "183 p. :".
- 2012286603 identifier "0979242304".
- 2012286603 identifier "9780979242304".
- 2012286603 issued "2007".
- 2012286603 issued "c2007.".
- 2012286603 language "eng".
- 2012286603 publisher "Nashville : Tom Black Center for Selling,".
- 2012286603 subject "Black, Thom.".
- 2012286603 subject "HF5438.25 .B53 2007".
- 2012286603 subject "Sales management.".
- 2012286603 subject "Selling.".
- 2012286603 tableOfContents "1. The Three Little Determinants of sales sucesss --- 2. See more, sell more --- 3. Xtreme appointment setting --- 4. Laying foundations for a great presentation with attitude --- 5. More attitude bricks for the foundation --- 6. The planned presentation: the only one worth giving --- 7. And now introducing: The Buying Line --- 8. Planned so you don't sound Canned --- 9. The art of goal setting --- 10. Sales techniques are not for the cool people --- 11. Even more techniques for building your best presentation --- 12. Getting in the mood: the buying atmosphere --- 13. Anatomy of a sales talk: the approach --- 14. Anatomy of a sales talk: the set-up --- 15. Anatomy of a sales talk: the body of the presentation --- 16. The close: the moment of decision --- 17. Special tips on closing --- 18. Objections: now the work begins --- 19. More tips on objectives --- 20. The science of the follow up --- 21. The not-so-immediate follow up --- 22. The hunt for the elusive quality prospect --- 23. The critical role of ethics --- 24. The sandbox that is America.".
- 2012286603 title "The boxcar millionaire : Tom Black's proven system of sales success / [by Tom Black].".
- 2012286603 type "text".