Opening Credits Dedication Introduction One: Traditional Selling Doesn't Work Part I: The First Barrier—Changing Their Perception of You Two: Drop the Rope Three: Reset Your Compass Part II: The Second Barrier—Opening a Closed Door Four: The RAS and the Power of Your Position Five: Email and the 10-30-3 Introduction Six: You Can't Overcome a False Objection Part III: The Third Barrier—Discovering the Unfiltered Truth Seven: Take the Trip Eight: The Discovery Roadmap Nine: How to Get Anyone to Tell You Anything Part IV: The Fourth Barrier—Changing Their Beliefs Ten: Setting the Stage Eleven: A Formula for Changing Beliefs: Action = Belief + Care Twelve: Word Pictures and Success Stories: Making the Emotional Connection Thirteen: Six Myths About Objections Part V: The Fifth Barrier—Taking Action Fourteen: An Other-Centered Approach to Advancing the Relationship Fifteen: Receptivity Is a Way of Life End Credits