Nice Girls DO Get the Sale: Relationship Building That Gets Results Book

Acknowledgments -
Foreword -
The Nice Girl Philosophy -

Chapter 1: Conclude vs. Close -
- Why do most people fear closing, and why are they afraid to ask for the business?
- How do you ask for business without being "the bad girl"?
- Nice Girl Sales Tips

Chapter 2: The Sales Personality: Do You Have What It Takes? -
- My Story

Chapter 3: Persevering against All Odds -
- Prelude to the First Sales Job
- Nice Girls Sales Tips
- Another Interview Test

Chapter 4: How to Defeat the Best-Known Vendor While Still an Amateur and Selling an Unknown Brand -
- Sales Strategies Learned
- Nice Girl Sales Tips

Chapter 5: Two Vital Keys to Success -
- Key #1: Passion
- Key #2: Avoid Peaks and Valleys
- Nice Girl Sales Tips

Chapter 6: Point Your Day toward Success -
- Develop a Daily Routine
- Database Contact Management System
- A Point System for Your Activities
- Tracking Prospects vs. Closed Sales for Percentage
- Nice Girl Sales Tips

Chapter 7: Manage Your Management -
- Nice Girl Sales Tips

Chapter 8: Manage Your Career -
- Extra Pointers for Selling Items that "Plug In"
 - Nice Girl Sales Tips
- Looking Good on All Levels
- How to Make Your Pipeline Bulge
- Nice Girl Sales Strategy Recap
- Nice Girl Sales Tips

Chapter 9: Selling Tinkerbell -
- Nice Girl Sales Tips
- Nice Girl Perseverance
- Conclusion

Chapter 10: Creative Entry into Accounts -
- In the Field
- On the Telephone
- Use Telephone Messages to Your Advantage
- Add Email for Extra Emphasis and Response
- Holiday Calls in the Field
- Unique Mailings
- Nice Girl Sales Tips
- Final Words of Advice

Chapter 11: Strengthen Your Network -
- Messaging in a Marketing Sense
- Alliances
- Speakers
- Mentors
- Nice Girl Sales Tips

Chapter 12: Anticipate Your Appointment -
- Nice Girl Sales Tips

Chapter 13: You Are the First Presentation -
- Nice Girl Sales Tips

Chapter 14: Body Language-Another Type of DNA -
- Nice Girl Sales Tips
- Keeping a Watchful Eye

Chapter 15: Lobby Your Position! -
- The Artwork on the Wall
- Nice Girl Sales Tips

Chapter 16: Lessons in What Not to Do -
- New Version of "The Tortoise and the Hare"
- "Too Close for Comfort"
- "Dot Your I's and Cross Your T's"
- "Time Management is Critical"
- "Fear Was in His Way"
- "Would You Believe..."
- Nice Girl Sales Tips

Chapter 17: If You Want to Know What Your Client Is Thinking, Just Ask! -
- Ode to Vertical Marketing
- I Choose Advertising Agencies and Directors Within Those Agencies

Chapter 18: Navigate the Sales Cycle Smoothly by Conducting Effective Meetings
- Remember the Vocabulary DNA
- Answer Strategy
- Nice Girl Sales Tips
- Questioning Strategy: Developing Needs and Wants
- Specific Questions to Ask
- Budget

Chapter 19: Expand Your Client's Horizon -
- Section Headings
- Proposal Example
- Nice Girl Sales Tips

Chapter 20: How to Deliver Your Proposal -
- Nice Girl Sales Tips

Chapter 21: Conclude the Sale, or, How to Close Naturally -
- The Most Difficult Part of the Sale
- The Sale is Not Official Until...
- Nice Girl Sales Tips

Chapter 22: Build Repeat Business and Referrals -
- Nice Girl Sales Tips
- Goal-setting

Chapter 23: Words of Wisdom from Multimillionaire Entrepreneurs -
- Nice Girl Sales Tips

Final Remarks -

Appendix: Resources -