This good book on sales tips included the following chapters and key points that I found relevant/useful. It is my intent that the discussions of the chapters kindle your interest and spur you on to buy the book.
Principle 1. Kick your own ass: Your buyers must like you. Liking leads to trust. Trust leads to buying.
Principle 2. Prepare to win, or lose to someone who is: Be clear about the objective of the meeting with the prospect.
Principle 3. Personal branding is sales: Establish yourself as an expert. Show up where the decision makers are. Become a resource.
Principle 4. It's all about value: Give free talks at Kiwanis or Rotary clubs; give a guide for free in exchange for a business card.
Principle 5. It's not work, its Network: Traditional organizations are mentioned: Kiwanis, Rotary, etc. (but what about Meetup?)
Principle 6. If you can't get in front of the real decision maker..: Sell the appointment, not the product. At appointment, ask, "How will this decision be made?" to find decision maker.
Principle 7. Engage me and you can make me convince myself: Ask, "What has been your experience with?..." to understand prospect's evaluation criteria and to engage them.
Principle 8. If you can make them laugh, then you can make them buy: Tell funny story to demonstrate point.
Principle 9. Use creativity to differentiate and dominate: Change voicemail outgoing message to something about your product, an inspiring quote, or a recorded testimonial.
Principle 10. Reduce their risk and you'll convert selling to buying: Identify the risks: Overpaying; Need; The right version? Quality; Service; Performance; Embarrassment, etc.
Principle 11. When you say it about yourself it's bragging: Use testimonials whenever possible, especially in advertising and near the end of the sales cycle.
Principle 12. Antennas up! Always be on the lookout for opportunities.
Principle 12.5. Resign your position as general manager of the universe: Don't spend time or energy on things you can't control.
Overall, I found the book interesting with useful elements I can use in "selling" my ideas. The book would be much improved, in my opinion, with more up-to-date material, such as how the Internet has changed the sales process, and how newer networking alternatives, such as Meetup, has changed prospecting. Recommended for relationship-based sales people wanting a motivational message.