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PART I: THE GROUNDWORK
1. Meet Your Sales Mind
2. The Brain: A Seller's Guide
PART II: THE TOOLS
3. The Seller Mindshift
4. To See
5. To Think
6. To Improve
7. Closing the Sale
Concluding Thoughts
Bibliography
Acknowledgements
THE 48 TOOLS
The Seller Mindshift
Tool 1: Strengthen the Mind 44
Tool 2: Detox the Mind 48
Tool 3: Load the Mind 49
Tool 4: The Pen 55
To See
Tool 5: Four Things 63
Tool 6: ABI Organisational 68
Tool 7: ABI Personal 74
Tool 8: The Passive Buyer Impression 83
Tool 9: De-chunk 91
Tool 10: What and Why 95
Tool 11: The Edge 98
Tool 12: Three Buckets 99
To Think: Synthesising Your Sell
Tool 13: The Bow Tie 111
Tool 14: In Their Shoes 116
Tool 15: Ethos, Pathos, Logos 116
Tool 16: The Hook 124
Tool 17: The Stretch 130
Tool 18: The Magnify 134
Tool 19: Think Big and Small 138
Tool 20: The POV 142
To Think: Communicating Your Sell
Tool 21: The Story Star 150
Tool 22: The Reality Check 154
Tool 23: What You're Not 155
Tool 24: Three Steps 160
Tool 25: Get Physical 165
Tool 26: The Metaphor 168
Tool 27: Spice It Up 168
Tool 28: Do, Doing, Done 174
Tool 29: The Killer Subject Line 178
Tool 30: The Squeeze 183
Tool 31: The Them Scale 188
Tool 32: The Emotional Scale 189
Tool 33: Draw It: Three Steps 196
Tool 34: Draw It: Them 197
To Improve
Tool 35: The Shark's Teeth 211
Tool 36: The Coil 214
Tool 37: The Spider Brief 220
Tool 38: Sketch Your Brief 221
Tool 39: Access the Feeler: Three Things 226
Tool 40: Unlimited Budget 227
Tool 41: What's Now? 232
Tool 42: Find Your Third Place 233
Tool 43: Up the Tempo 238
Tool 44: Look Up 239
Tool 45: Access the Feeler: Pens at the Ready 244
Tool 46: The Reality Scale 245
Closing the Sale
Tool 47: The Ladder 253
Tool 48: Taste It 261
