198 / INDEX self-influence, 143­176 attitude, 157­159 balance, 155­157, 168 body in, 166­170, 183, 187 brain in, 145­161, 183, 186 goals, 149­151 numbers in, 171­176, 183, 185 priorities, 151­155, 184­187 rejection, 146­148 resilience, 146, 148, 149 self-talk, 148, 159­161, 164­165 self-test, 162­165 selfishness, 66 self-talk, 148, 159­161, 164­165 Seligman, Martin, 161 Selling Power magazine, 172 selling systems, 28­30 Shatz, Mark, 117, 118­119 Shaw Industries, 172 Sky Sails, 122 sleep, 169 SMART goals, 150­151 smiling, 137 softening statements, 76­77 Sotheby's, 20­21 specific buyers, 33­35, 180 Stevenson, Doug, 118 ThisisTrue.com, 122 time in behavioral contracts (BCs), 108, 109, 110­113 in certainty patterns, 40­41 managing, 154­155, 157, 173­176 tracking, 156 value of, 67 in written communications, 133 To and Away buyers, 9­18, 42, 58, 65, 179, 185 tongue twisters, 138­139 Transactional Analysis, 107­108 upselling, 81 VAK (visual, auditory, and kinesthetic) styles, 37­39, 102­105 verbal communication, 134­139 importance of, 134­136 voice mastery in, 136­139 video clips, 127 vision questions, 80, 83­84 visual, auditory, and kinesthetic (VAK) styles, 37­39, 102­105 visual-style buyers, 37­39, 102­105 voice in asking questions, 60, 93­94