title: The Art of Selling: A Scientific Approach
author: Neil J. Binder
description: Binder has made a living selling real estate, but he contends that the advice he offers in this book applies to selling any product, service or idea. To that end, he shares the sales training program he's developed for his own employees. It's an in-depth, rigorous course, with exercises, case studies and mini-lectures. Binder takes readers from start to finish, including getting into the right mental state to sell ("You must make the customer feel your positive energy"); dealing with different personalities (there's "the aristocrat", "the investment banker" and "the robber baron"); creating effective sales strategies and more. It's a comprehensive and, at times, overwhelming package. Go-getters can learn a lot from Binder, but it's probably best to take his book one chapter at a time, rather than reading it straight through. <br />Copyright 2003 Reed Business Information, Inc.
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  Table of
  
  
  Contents
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  PREFACE
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  ABOUT THE AUTHOR
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  ST
  
  
  A
  
  
  R
  
  
  T
  
  
  -
  
  
  U
  
  
  P:
  
  
  INITIAL
  
  
  A
  
  
  SS
  
  
  E
  
  
  S
  
  
  S
  
  
  MENT
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  HOW
  
  
  A
  
  
  ND
  
  
  WH
  
  
  E
  
  
  RE
  
  
  TO
  
  
  S
  
  
  E
  
  
  LL
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  S
  
  
  E
  
  
  L
  
  
  LING
  
  
  ON
  
  
  EB
  
  
  A
  
  
  Y
  
  
  A
  
  
  ND
  
  
  A
  
  
  M
  
  
  A
  
  
  ZON
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  WHE
  
  
  R
  
  
  E
  
  
  TO
  
  
  FIND
  
  
  ITE
  
  
  M
  
  
  S
  
  
  TO
  
  
  SE
  
  
  L
  
  
  L
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  FINDING
  
  
  IN
  
  
  V
  
  
  ENTORY
  
  
  ONLINE
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  THE
  
  
  B
  
  
  O
  
  
  T
  
  
  T
  
  
  O
  
  
  M
  
  
  LINE ON EBAY BUYING
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  G
  
  
  A
  
  
  R
  
  
  A
  
  
  GE
  
  
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  L
  
  
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  S
  
  
  HOP
  
  
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  ING
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  RE
  
  
  S
  
  
  E
  
  
  A
  
  
  RCHING
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  FREE
  
  
  ITE
  
  
  M
  
  
  S
  
  
  TO
  
  
  SE
  
  
  L
  
  
  L:
  
  
  O
  
  
  U
  
  
  TDOORS
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  ORGANIC ITEMS
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  M
  
  
  AN
  
  
  -
  
  
  M
  
  
  ADE
  
  
  ITE
  
  
  M
  
  
  S
  
  
  
  
  
  
  
  
  
  
  
  
  
  
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  L
  
  
  I
  
  
  N
  
  
  G
  
  
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  C
  
  
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  P
  
  
  M
  
  
  ET
  
  
  A
  
  
  L:
  
  
  E
  
  
  A
  
  
  SIE
  
  
  S
  
  
  T
  
  
  MON
  
  
  E
  
  
  Y
  
  
  YO
  
  
  U
  
  
  ’LL
  
  
  E
  
  
  V
  
  
  ER
  
  
  M
  
  
  AK
  
  
  E
  
  
  
  
  
  
  
  
  
  
  
  
  
  
  GE
  
  
  T
  
  
  TING
  
  
  S
  
  
  T
  
  
  A
  
  
  R
  
  
  T
  
  
  ED SELLING SCRAP METAL
  
  
  
  
  
  
  
  
  