Hardball Selling : How to Turn the Pressure On, Without Turning Your Customer Off

Introduction: ``Off the Record'' xiii The Hardball Philosophy 1(18) Getting Your Foot in the Door 19(20) How to Win Sales, Not Friends 39(12) Having an Edge 51(20) Controlling the Sale 71(26) The Bigger the Sale, the Bigger the Commission 97(22) Creating a Sense of Urgency 119(18) The Home Court Advantage 137(14) It's Not Over 'til It's Over 151(12) Owning Customers 163(18) The Hardball Code of Conduct 181(4) Selling Abroad 185(18) A Final Message 203(2) About the Author 205