Includes index.

Part 1 Mind-Set: The Beliefs and Behaviors of Sales Success -- Self-Discipline: The Art of "Me Management" -- Optimism: A Positive Mental Attitude -- Caring: The Desire to Help Others -- Competitiveness: A Burning Desire to be the Best -- Resourcefulness: Finding a way or Making One -- Initiative: Taking Action Before it is Necessary -- Persistence: Breaking through Resistance -- Communication: Listening and Connecting -- Accountability: Owning the Outcomes you Sell -- Mastering the Mind-Set Elements to Create Influence -- Part 2 Skill Sets: The Abilities Of Sales Success -- Closing: Asking for and Obtaining Commitments -- Prospecting: Opening Relationships and Creating Opportunities -- Storytelling: Creating and Sharing a Vision -- Diagnosing: The Desire to Understand -- Negotiating: Creating Win-Win Deals -- Business Acumen: Understanding Business and Creating Value -- Change Management: Building Consensus and Helping Others Change -- Leadership: Producing Results with and Through Others -- Exercising The Skill-Set Elements to Create A Competitive Advantage.