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Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

S

Sales. See also Selling
asking for, 46–47
clerk approach to, 43–44
consultant approach to, 43–44
learning something new with, 190
levels of, 43–45
market-based selling model of, 3–6
salesperson approach to, 44
Sales greed, 109
Sales leaders. See also Leadership
being part of solution and, 77
challenge for, 74
communication and, 133–35
finding greater good and, 88–90
fundamental questions answered by, 3
going with the flow and, 200
high-value, innovative solutions and, 98
influencing others and, 73, 103–4
integrity and, 143–45
managing projects and, 153–54
momentum and, 90–91
passion and, 148–49
purpose and, 147–48
qualities followers want from, 85
qualities of, 74, 77–78
reality and, 84
roles of, 80–84
vs. sales managers, 85–86
stability and, 145–47
status quo and, 80–81
taking rejections personally and, 198
understanding customers needs and, 84
value innovation and, 97
vision and, 81–84
Sales leadership principle, 71–74
individual qualities of success and, 72–73
Salespeople. See also Sales leaders
common mistakes of, 52
organization and, 169–70
qualities customers value in, 52–53
win-win-win solutions and, 73–74
Salesperson approach, to sales, 43–44
Savander, Niklas, 80
Scenario planning, 105–6
Schultz, Howard, 42
Selling. See also Sales
customer relationships and, 54–59
dos and don'ts of, 50
Siemens, 60–64
Silvell, Tom, 13
Soderberg, Jeff, 206
Solutions. See also Innovative solutions
creating high-value, 13–15
existing, 97–100
innovative, 97–100, 101
win-win-win, 73–74
Spielberg, Steven, 133, 149, 182
Stability, sales leaders and, 145–47
Starbucks, 42
Status quo, sales leaders and, 80–81
Subjective measurements
of success, 112
of value, 12
Success
achieving maximum, 203–4
having a plan B and, 107
measuring, 112
strategies for, 195–96
Swank, Hilary, 203

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