The power of positive selling : 30 surefire techniques to win new clients, boost your commission, and build the mindset for success / Stephan Schiffman.

Includes index.

Part I: Putting your best foot forward. The reality of selling -- Who buys and who doesn't -- Why people buy from you -- It's all about attitude -- Believe in yourself -- Believe in your company -- Believe in what you're selling -- The power of integrity -- Some lessons about dishonesty -- Putting the customer first -- Part II: Ready, set, sell!. Aligning your goals with your customer -- Do your research -- First impressions count -- Setting the tone for the conversation -- Establish the pace -- Listen before you talk -- How to ask questions -- Ten things you should never say -- Ending the first conversation -- The importance of positive follow up -- Part III: From start to close. Types of clients -- Meeting objections -- The angry client -- The passive-aggressive client -- The indecisive client -- The needy client -- Coming to a close -- When to walk away -- When the client walks away -- Building for the long term.