polar opposites/conflict origins,
20–21
predictability and, 18–19
roles defined, 16–18
sample patterns, 17
supporting role, 18
team dynamic, 12–16
villain role, 18
Personal responsibility, 250–51
Perspective, 223–24
Pessimism, 7, 100–101, 106
Peter McLaughlin Co., 94
Polar opposites, 20–21
Post, Robyn, 89
Posttraumatic sales syndrome,
137–38
Power of Nice, The(Shapiro and
Jankowski), 231
Power of Positive Thinking, The(Peale),
99
Precision, 16
Presentations, 164–75, 182, 187–88
Pressure, 18, 40
Professional Work Force Survey, 94
Pushiness, 209–10
Q–RQuestions, 185–94
qualitatve discovery, 191
quantitative discovery, 189–91
Quinnet, Paul, 143
Rapport, 8
Rationality, 65–66
Reading People(Dimitrius), 146–47
Recognition, 118
Rejection, risking, 135–44
analyzing “no,” 138–39
comfort zones and, 141
fear and, 136–37
price objections, 139–40
reluctance to change, 140–41
resiliency and, 135–36, 141–43
Relaxing, 87
Resiliency, 6–7, 41, 72
optimism and, 97–106
resilience reactor, 98
risking rejection and, 135–36,
141–43
sense of purpose and, 124–25
Resourcefulness, 39
Respect, 239–40
Responsibility
personal, 250–51
restraint and, 58
Restraint, 5–6, 54–61, 64, 74
introspection and, 82
lack of, 71–75
negative outbursts/containing,
78–82
preparing for restraint exercise,
90, 93
Results, achieving, 13, 16, 25
Richter, Jean Paul, 242
Roosevelt, Theodore, 202
Rosenthal, Robert, 152
Rubenstein, Steve, 145
Ryan, Jim, 89S
Sales presentations, 187–88
Sarcasm, 100
Satisfaction filter, x
Schweitzer, Albert, 124
Scott, Cherie Carter, 109
Screening tests, 35
Secret Power Within, The(Norris), 70
Self-acceptance, 250
Self-awareness, 250
Self-centeredness/self-absorption, 178,
179–80
Self-confidence, 40
Self-control, 60–61. See alsoRestraint
Self-deprecation, 216–17
Self-disclosure, 250
Selflessness, 178, 195–201
Self Science: The Subject Is Me(Stone and
Dillehunt), 250
Selling adjustments, 164–75
analyzer personality, 170–73
enterpriser personalities, 168–70
motivator personality, 173–75
togetherness personality, 165–68
Selye, Hans, 83
Seneca, 54
Sensitivity, 13, 23, 152–53
Setbacks, 41
Seven Habits of Highly Effective People
(Covey), 203260 Index