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Contents Foreword by Dale Carnegie - What I Think of This Book Preface - How I Happened to Write This Book PART 1: THESE IDEAS LIFTED ME OUT OF THE RANKS OF FAILURE 1. How One Idea Multiplied My Income and Happiness 2. This Idea Put Me Back Into Selling After I Had Quit 3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face 4. The Only Way I Could Get Myself Organized PART 2: FORMULA FOR SUCCESS IN SELLING 5. How I Learned the Most Important Secret of Salesmanship 6. Hitting the Bull's-Eye 7. A $250,000 Sale in Fifteen Minutes 8. Analysis of the Basic Principles Used in Making That Sale 9. How Asking Questions Increased the Effectiveness of My Sales Interviews 10. How I Learned to Find the Most Important Reason Why a Man Should Buy 11. The Most Important Word I Have Found in Selling Has Only Three Letters 12. How 1 Find the Hidden Objection 13. The Forgotten Art That is Magic in Selling PART 3: SIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS 14. The Biggest Lesson I Ever Learned About Creating Confidence 15. A Valuable Lesson I Learned About Creating Confidence from A Great Physician 16. The Quickest Way I Ever Discovered to Win Confidence 9 17. How to Get Kicked Out! 18. I Found This an Infallible Way to Gain a Man's Confidence 19. How to Look Your Best PART 4: HOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU 20. An Idea I Learned from Lincoln Helped Me Make Friends 21. I Became More Welcome Everywhere When I Did This 22. How I Learned to Remember Names and Faces 23. The Biggest Reason Why Salesmen Lose Business 24. This Interview Taught Me How to Overcome My Fear of Approaching Big Men PART 5: STEP IN SALE 25. The Sale Before the Sale 26. The Secret of Making Appointments 27. How I Learned to Outsmart Secretaries and Switchboard Operators 28. An Idea That Helped Me Get Into the "Major Leagues" 29. How to Let the Customer Help You Make the Sale 30. How I Find New Customers and Make Old Ones Enthusiastic Boosters 31. Seven Rules I Use in Closing the Sale 32. An Amazing Closing Technique I Learned from a Master Salesman PART 6: DON'T BE AFRAID TO FAIL! 33. Don't Be Afraid to Fail! 34. Benjamin Franklin's Secret of Success and What It Did for Me 35. Let's You and I Have a Heart-to-HeartTalk