The psychology of closing. The "household executive" saleslady -- Making "king" customer the winner -- Credibility : the Key to a sales career -- Commonsense selling -- Voice training to close sales -- The professional sells and delivers -- the heart of your sales career. The critical step in selling -- The big "E" in selling -- The right mental attitude -- Your attitude toward you -- Your attitude toward others -- Your Attitude toward the sales profession -- Building physical "reserves" in selling -- Building a mental reserve in selling -- Ya gotta have love -- the sales professional. Learning and using professional techniques -- Characteristics of the professional salesperson -- Here is a professional -- Everybody is a salesperson and everything is selling -- imagination and word pictures. Imagination in selling -- Imagination sells and closes sales -- Using word pictures to sell -- Picture selling for bigger, permanent sales -- the nuts and bolts of selling. Objections, the key to closing the sale -- objections are consistent-objectors aren't -- the salesman's friend -- Using objections to close the sale -- Reasons and excuses for buying -- Using questions to close the sale -- For direct sales people -- the keys in closing. Four ideas and the keys to sales success -- Selling and courting run parallel paths -- The "look and listen" close -- Listen, really listen -- The keys in closing, conclusion -- The "narrative" close -- technology and the sales professional. Technology.