FOREWORD by Robert Kiyosaki xiii
INTRODUCTION xxi
CHAPTER 1 Are You a SalesDog? 1
CHAPTER 2 Why SalesDogs? SalesDogs and Salespeople 11
CHAPTER 3 Identifying the Breed 17
CHAPTER 4 Big Dogs 33
CHAPTER 5 The Right Pooch for the Right Prey! 39
CHAPTER 6 Strengths of the Breeds 45
CHAPTER 7 Play to Your Strengths 57
CHAPTER 8 SuperMutt Conditioning 63
CHAPTER 9 Managing the Kennel SalesDog Ground Rules 71
CHAPTER 10 Dogged Belief Four Mindsets of Champion SalesDogs 87
CHAPTER 11 Training for the Hunt Five Critical Skills for SalesDog Success 105
CHAPTER 12 Managing SalesDog Emotions 131
CHAPTER 13 What Keeps Them Coming Back? Untold Secrets of Handling Objections and Rejections 141
CHAPTER 14 Guard Dogs and Pigs 153
CHAPTER 15 The Hunt! The Dog-Doo-Doo-Simple SalesDog Cycle 157
CHAPTER 16 Whose Fire Hydrant Is This Anyway? Secrets of Territory Management 181
CHAPTER 17 Stay Out of the Pound Career Progression for SalesDogs 185
CHAPTER 18 Dogs Just Do It 195
CHAPTER 19 So, What Kind of SalesDog Are You Anyway? 203
ABOUT THE AUTHOR 211