This book discusses how to use behavioral sciences and needs assessment interviews to improve sales. It contains chapters on understanding customer behavior, transitioning one's own sales behavior, conducting needs assessment interviews which have phases of building sincerity, allowing customers to vent, and determining the truth of their needs, and examples of assessing needs through discussion. The book also covers the sales process and getting started with these techniques.

1. TABLE OF CONTENTS
Silent Selling: Listening For the Sounds of Success
1. What to Expect and How to Use This Book
2. The Behavioral Sciences: Their Impact and Relevance to Selling
3. Transitioning Sales Behavior
4. The Needs Assessment Interview: Principles and Protocol
5. Phases of a Needs Assessment Interview: Sincerity, Venting, Truth
6. Needs Assessment Examples: Conducting the Discussion
7. The Sales Process
8. Getting Started