Chapter 1.It Begins Within 1 -- Greatest Sales Stories Ever Told 3 -- Personal Selling Power 5 -- Mission Possible 11 -- Write Yourself a Letter 15 -- Salesperson of the Year 19 -- Chapter 2. What Do You Know? 21 -- Product Knowledge Quiz 23 -- So What? 25 -- Think on Your Feet 27 -- Chapter 3. Before You Say Hello 29 -- Who, What, Where, When, Why? 31 -- WIIFM (What's in It for Me?) 35 -- Super Sleuthing 37 -- Hitting the Mark 39 -- You Look Marvelous! 45 -- Chapter 4. Getting to Know You 49 -- Alphabet Improv 51 -- Hidden Rapport 53 -- Small Talk 57 -- Well, If He Can Do It 61 -- To Each His Own 65 -- Chapter 5. Target Practice 69 -- One-Minute Customer 71 -- Amateur Architects 73 -- What the World Needs Now 81 -- Chapter 6. What's That You Say? 85 -- I'm All Ears 87 -- Listening Quiz 91 -- So What You're Saying Is . . . 95 -- Feelings 99 -- Chapter 7. It Slices It Dices! 101 -- What I Mean Is . . . 103 -- Toy with Success 109 -- Colors 111 -- When You Have to Say No 115 -- Dressing for Success 125 -- Chapter 8. Sales Solutions 129 -- Ticket for Success 131 -- Great Sales Debate 135 -- Problem-Busters 139 -- Lost Account 143 -- Chapter 9. That's a Wrap! 147 -- Sing for Your Supper 149 -- Objection! 153 -- Balancing the Scales 157 -- It Costs How Much? 161 -- Chapter 10. That's Not All! 165 -- It's Not Just a Fruit 167 -- Product Partners 171 -- And by the Way . . . 175 -- Would You Like Fries with Your Burger? 179 -- Cheaper by the Dozen 183 -- Chapter 11. Spelling Counts 187 -- Wares Whaldo? 189 -- Short, Sweet, and to the Point 195 -- Common Questions 199 -- Chapter 12. Come on In 203 -- If I Could Do Anything 205 -- Come on In! 209 -- Service Spoken Here 211 -- Make It Personal 213.