... techniques for, 129 , 130false objections, 127 – 128 invalid objections, 127 , 128 price, 131, 1 32 put-off, 128 real objections, 127 reasons for, 125 , 126 searcher, 127 stalls, 127 , 128 stopper, 127 types ... 68–70“Interruption marketing, ” 41Jenkins, Bill, 22 7Kantin, Bob, 109Kennedy & Coe, 190, 22 7, 22 8KFC (Colonel Sanders), 19LBMC, 67Le Tip, 28 Leadership, 22 2 22 4, 23 7advances, planning, 24 1Leads. ... issues, 23 3Etiquette, 100–1 02 Eye contact, 88, 89Failure, 22 7, 22 8Features versus benefits, 113, 114Federal Express, 20 8Feesaudits, 24 3, 24 4Index 26 2Waugh 22 index 2/ 4/04 10:33 PM Page 26 2heard...