This is a book my father read. It was first published in 1949. Lots of stories, energetic writing, an easy read.PART ONEI. These Ideas Lifted Me Out of the Ranks of Failure1. Force yourself to ACT enthusiastic and youll become enthusiastic2. SEE THE PEOPLE to at least 4-5 people everyday3. Practice public speaking - club or organization 4. TAKE MORE TIME TO THINK and do things in the order of their importanceII. Formula for Success in Selling5. Find out what the buyer wants, then help him find the best way to get it6. Show the buyer what he wants7. Cultivate the art of asking questions8. Find the key issue,the most vulnerable point, then stick to it.9. Use the word, Why? over and over10. Find out the REAL objection:...Why? and ...and in addition to that...?11. Be a good listenerIII. Six Ways to Win and Hold the Confidence of Others12. Deserve confidence by showing and expecting it13. Know your business and keep on knowing it14. Praise your competitors!15. Understate, over deliver16. Bring your witnesses: telephone, letters17. Look the part of a professionalIV. How to Make People Want to Do Business With You18. Convince them you are their real friend19. Encourage young men, show them how to be successful20. Discover what a mans ambition is and help him raise his sights21. Tell those that have inspired you22. Ask, How did you get in business? and listen23. To be welcomed everywhere, give and honest-to-goodness smile from deep down.24. Remember names and faces: 1)Get a clear impression of his name and face 2) Repeat his name at short intervals 3) Associate his name with an action picture if possible25. Be brief, dont talk too much26. When you are scared, admit it!V. Steps In the Sale27. The Sale Before the Sale - get the appointment28. The Secret of Making Appointments - sell the brief, it could be of great benefit to you to a have another viable option for now or sometime later, on file29. How I Learned to Outsmart Secretaries - This is a personal matter30. An Idea That Helped Me Get Into the Major Leagues - learn every aspect of the sales process for my profession 1)rehash the sales presentation right AFTER you make the last one 2)Write it out word for word. Drill, Drill, Drill31. Seven Rules I Use in Closing the Sale - Get the customer involved in the demonstration (give them an Inspection Report)32. Write up the Service Agreement to use at the close and show the prospect VI. Dont Be Afraid to Fail33. Benjamin Franklins Secret of Success and What It Did For Me - decide on and follow a plan of personal development34. Lets You and I Have a Heart-to-Heart Talk - concentrate on one sales thing and DO IT!