Tough Calls: Table of Contents

Introduction: Why Another Book on Selling?

1. The Client Who: Grinds You on Price
2. The Client Who: Will Not See You
3. The Client Who: Lies to You
4. The Client Who: Has No Buying Authority
5. The Client Who: Loves What You Say, Then Does Not Buy
6. The Client Who: Complains About Everything
7. The Client Who: Says, "It Is Not in the Budget"
8. The Client Who: Is Indecisive
9. The Client Who: May Cancel the Order
10. The Client Who: Buys Elsewhere: Likes a Competitive Product
11. The Client Who: Buys Elsewhere on Relationships
12. The Client Who: Buys Elsewhere Because of Company Politics
13. The Client Who: Is Indifferent
14. The Client Who: Is Abrasive
15. The Client Who: Is Hard to Read
16. The Client Who: Knows It All
17. The Client Who: Is an Egomaniac
18. The Client Who: Gets Angry Over Mix-Ups
19. The Client Who: Is Incompetent
20. The Client Who: Does Not Like Your Company
21. You Are Not Alone
Index