The Fast Forward MBA in Selling: Become a Self-Motivated Profit Center and Prosper

by Joy J. D. Baldridge

• ISBN13: 9780471348542
• ISBN10: 0471348546
• Format: Paperback
• Copyright: 2000-01-01
• Publisher: Wiley

Summary

The Fast Forward MBA in Selling brings you the information you need when you need it most-now! "Joy Baldridge's 'Golden Nuggets(TM)' are smart, effective, and entertaining. If increasing sales revenue is your goal, then this book is for you."-Mitch Fox, Publisher, Vanity Fair "Intensive, intelligent training."-Carlo Vittorini, Publisher, Parade Here are all the tools you need to maximize revenue and become a leader in today's selling environment. You'll discover how to: * Turn "no's" into "yes's" * Strategically target, penetrate, and leverage new and existing business * Increase your sales and profits by staying locked on your goals * Increase confidence and momentum to gain competitive advantage * And much more From the creators of the bestselling Portable MBA series comes The Fast Forward MBA ... * A quick way to brush up on new ideas * An easy-to-use format that fits in any briefcase * Real-world information that you can put to use now!

Author Biography

Joy J. D. Baldridge is president of Baldridge Seminars International and specializes in training sales and management professionals. She has made over a quarter of a million cold calls and sold millions of dollars’ worth of business. At every company where she has sold, she was consistently ranked the #1 revenue producer.

Table of Contents

Introduction	xxi
PART ONE---PROFESSIONAL SELLING BASICS	1	(96)
Setting the Standards for Success	3	(14)
Setting Expectations to Get Results	5	(1)
The Five Guidelines to Expectation-Setting	5	(1)
Eight Expectations for Sales Success	6	(1)
Flexibility	6	(1)
Be Flexible	7	(1)
Reverse Your Thoughts	7	(1)
Mission for the Day	7	(1)
Mission Equals Goals	7	(1)
Mission-Minded	7	(1)
Give and Get®	7	(1)
Stellar Performer: Paul Viti, Xerox Corporation	8	(1)
Avoid Obsessiveness	9	(1)
Reach More Goals	10	(1)
Underpromise and Overdeliver	10	(1)
The ``Wow!'' Factor	10	(1)
Know the Right Ways to Wow!	11	(1)
Commitment	12	(1)
Preparation	12	(1)
Top Ten Ways to Prepare for a Sales Call	13	(1)
Prepare for Success	14	(1)
Be a Customer-Focused Seller	14	(1)
Stay Customer-Focused	14	(1)
Sincerely Make the Client Feel Important	15	(1)
If You Say It, You Had Better Mean It	15	(1)
Mutual Respect Yields Greater Results	15	(1)
Integrity	15	(1)
Test for Integrity	15	(1)
True Success Lies in True Value	16	(1)
You Get What You Expect	16	(1)
Self-Motivation	17	(20)
Peak Performance	17	(1)
Benchmarking	18	(1)
Cumulative Frequency	19	(1)
Make Just One More Call ...	20	(1)
Adaptability to Change	20	(1)
Before You Make Changes, Plan for Adjustments	20	(1)
Change Can Be Awkward, Until You Get Used to It	20	(1)
Clear Vision	21	(1)
Flexibility	21	(1)
No Excuses	22	(1)
Continuous Education	22	(1)
Take Time Out for Learning: for Both New and Review	22	(1)
Self-Recognition	22	(1)
Nonverbal Self-Praise	23	(1)
When No One Is There to ``Catch You Doing Something Right,'' Catch Yourself	24	(1)
The Ogive Curve®: Putting Erratic Emotions in Check	24	(2)
Ride the Wave, Avoid the Cave	26	(1)
Managing Your Ogive	26	(1)
Self-Talk	27	(1)
Flooding	28	(1)
The Power of Flooding	28	(1)
Visible Reminders	28	(3)
Happy File®	31	(1)
Have You Reminded Yourself Today How Terrific You Are?	31	(1)
Power Words®	31	(1)
Words That Can Change Your Outlook---Power Words	32	(3)
Poison Words®	35	(1)
Watch Usage and Intent of Words	36	(1)
What You Think Is What You Get	36	(1)
For an Emotional Rescue, Use Self-Praise	36	(1)
Time Management	37	(28)
Manage Time in Terms of Seconds and Minutes versus Hours and Days	37	(1)
Self-Questioning	38	(2)
Time-Wasters	40	(1)
Start with the Larger Tasks First	40	(1)
Interruptions	40	(1)
Drop-In Visitors	40	(1)
The Plus, Plus, Dash®	41	(2)
Watch Usage	43	(1)
No ``Buts'' about It	43	(1)
Stand Up and Save Time	43	(1)
Avoid Abruptness	44	(1)
Walk with Me	44	(1)
Vary Your Approach	44	(1)
Go to a Distraction-Free Zone	44	(1)
Remove All Chairs	45	(1)
Be Flexible	45	(1)
Technology Interruptions	45	(1)
Telephone Interruptions: Seven Tips and Two Dangers	46	(1)
Phone Zones	46	(1)
Give Yourself Time	46	(1)
Telephone Etiquette	46	(1)
Caller ID	46	(1)
Phone Placement	46	(1)
Four-Minute Courtesy Time	47	(1)
``Can I Get Back to You on That, Please?''	47	(1)
Wait a Minute	48	(1)
Dealing with E-Mail Interruptions	48	(1)
Handling Beeper, Pager, and Cellular Phone Interruptions	49	(1)
Clutter	49	(1)
Out of Sight, Out of Mind	49	(1)
``I'll Just Take a Minute to Clean My Desk''	50	(1)
Interruption Recovery	51	(1)
The Mental/Written Note	51	(1)
The Red Ruler Method	52	(1)
Losing Things	52	(1)
Have Recovery Systems	52	(1)
Meetings	53	(1)
Meetings You Lead	53	(1)
Meetings You Attend	53	(3)
Crisis Management	54	(1)
Failing to Prioritize and Attempting to Do Too Much	55	(1)
Activity Lists (To-Dos)	56	(1)
Goal Lists (Objectives)	56	(1)
Idea Lists (Thoughts)	57	(1)
Always Be Prepared	57	(1)
The MAP® System of Goal Setting	57	(1)
Using MAP to Prioritize	58	(1)
Without a MAP You Get Lost	59	(1)
Phone Zones®	59	(1)
Ineffective Delegation	59	(1)
Six Steps to Increase Your Delegation Effectiveness	60	(2)
Pass It On	60	(1)
Delegate Up	60	(1)
Delegate Down	61	(1)
Manage the Delegatee	61	(1)
Delegate Sideways	62	(1)
Delegate Out	62	(1)
Fire Yourself!	62	(1)
Procrastination	62	(1)
How to Stop ``Putting It Off''	63	(1)
Look at the Scope	63	(1)
Divide	63	(1)
Begin the First Task	63	(1)
Reward Yourself	64	(1)
Just Do It!	64	(1)
Time Management Equals Self Management	64	(1)
Getting and Staying Connected	65	(32)
The Connection Process	66	(1)
Suspects/Prospects	67	(1)
Past (Dormant) Customers	67	(1)
Recognize Your Fear, and Call Anyway	67	(1)
Existing Customers	68	(1)
Keep Filling the Sales Funnel	68	(1)
Competitor's Customers	68	(1)
Referrals	69	(1)
How and When to Ask for Referrals	69	(1)
Trade Shows/Business Events	70	(1)
Be a ``Star''	70	(1)
Sales Is a Contact Sport	71	(1)
Target Your Connections by Asking Qualifying Questions	71	(1)
Make That Call	72	(1)
Develop a Caller List	72	(1)
More Calls Equals More Sales	73	(1)
Sell at Higher Levels	73	(1)
When Calling ``the Top'' Be Clear and Concise	74	(1)
The Gatekeeper Factor	74	(1)
Twelve Ways to Get to the Top, over the Hurdles and through the Gates	74	(1)
Don't Make Assumptions	75	(1)
The ``I Just Need to Know'' Technique	75	(1)
Overcoming the Fear Factor	76	(1)
Getting in the Door: Saying the Right Thing	76	(1)
Connecting on the Phone: Voice-to-Voice	77	(1)
Call Back on a Good Day	78	(1)
Connecting on Voice Mail	78	(1)
Intention	79	(1)
Learned Helplessness	79	(1)
Practice/Rehearse	80	(1)
Keep It Short	81	(1)
The Human Touch	81	(1)
Take a Risk	81	(1)
The Connection Process: What to Say	82	(1)
Increase Your Success	83	(1)
Stay Visible	83	(1)
Visibility Venue #1: Send Postcards	83	(1)
Take a Systematic Approach	84	(1)
Great R.O.I. (Return On Investment)	85	(1)
Visibility Venue #2: Send A-OKs	85	(1)
Check Your Sources	86	(1)
Get Through to the Personal Side of Business	86	(1)
Visibility Venue #3: Note Cards	86	(1)
The Elements of Note Card Writing	87	(1)
Visibility Venue #4: Faxes	88	(1)
Follow Up Fast	88	(1)
Visibility Venue #5: E-Mail	88	(1)
Turn to the Web	88	(1)
Visibility Venue #6: Cartoons	88	(1)
Use Cartoons Correctly	89	(1)
Visibility Venue #7: Promotional Premiums	89	(1)
Protect Your Image!	90	(1)
Evaluating Your Promotional Premiums	90	(1)
Visibility Venue #8: Announcements	90	(1)
Your Competition Is Always Watching	91	(1)
Visibility Venue #9: Outrageous Stuff	91	(1)
Watch It	92	(1)
Visibility Venue #10: Association Events/Networking Functions	92	(1)
Prepare Your ``30-Second Introduction''	93	(1)
Visibility Venue #11: Trade Shows	93	(1)
Visibility Venue #12: The ``Pop-In''	94	(1)
Take the Company Tour	95	(1)
The Pop-In Drawback	95	(1)
Keep Connecting	95	(2)
PART TWO---SELLING BETTER	97	(70)
The Exceptional Preparation Process	99	(20)
The Structure of the Preparation Process	99	(1)
The Before Stage	100	(1)
Prepare Thoroughly	101	(1)
Get Out There!	101	(1)
The During Stage	101	(1)
The After Stage	102	(1)
Customer-Focused Planning	103	(1)
Do Investigative Work First	104	(1)
No Interrogations, Please	104	(1)
Keep the Respect	104	(1)
Get the Customer Involved	104	(1)
Questions	104	(1)
Dig Deeper	105	(1)
Ask ``Chaser'' Questions	105	(1)
Deeper Involvement Questions	105	(1)
Stories	106	(1)
Analogies	106	(1)
Show-and-Tell	106	(1)
Customer Involvement Works	107	(1)
Prepare Open-Ended and Closed-Ended Questions	107	(1)
Open-Ended Questions	107	(1)
Let Your Client Speak!	107	(1)
Tell Me!	108	(1)
Avoid Answering Your Own Question!	108	(1)
Closed-Ended Questions	108	(1)
Avoid an Interrogation!	109	(1)
Prepare to Take the Lead	109	(1)
Interject Interest	110	(1)
Other Types of Questions to Prepare For and Choreograph	110	(1)
Chaser Questions	110	(1)
Checking Questions	110	(1)
Hypothetical Questions	111	(1)
Closing Questions	111	(1)
Planning Matters	112	(1)
Prepare to Listen	112	(1)
Internal Distractions	112	(1)
Identify Points of Interest	113	(1)
External Distractions	113	(1)
The Satisfaction Continuum	114	(1)
Seek True Wants and Needs	114	(1)
Preparing to Uncover the Objections	115	(1)
``Next-Step'' Selling	116	(1)
``When'' Is the Key Word to the Close	117	(1)
Setting the Foundation for Success	117	(2)
Conducting Persuasive, Results-Driven Sales Calls	119	(28)
Implementing the Structure	119	(1)
Keep the Meeting's Focus on Your Customer More than on Yourself	120	(1)
Watch Your Language!	120	(1)
Implementing Customer-Focused Selling	121	(1)
Rapport Building	121	(1)
Don't Get Off-Course	122	(2)
Counting through the Silence	124	(1)
Implementing Involvement	125	(3)
No-Dumping Zone (Please!)	128	(1)
Encourage Involvement by Sharing a Piece of Yourself	128	(1)
Implementing Questioning	129	(2)
Learn More with the Baldridge Bounce	131	(1)
Implementing Listening Skills	131	(1)
Jot-a-Thought®	132	(1)
Remembering Names and Facts	132	(1)
Closing the Communication Loop	132	(1)
The Mirror Method and Check®	133	(1)
Avoid Being a Parrot	134	(1)
Active versus Passive Listening	134	(1)
Implementing the Satisfaction Continuum	135	(1)
Find Real Value	136	(1)
Objection! Objection!	136	(2)
Objection Handling	138	(1)
Beware the Rapid and Canned Comeback	139	(1)
Next-Step Selling	140	(1)
Five Surefire Ways to Close the Sale	140	(1)
The Multiple Close	140	(1)
The Pain and Pleasure Principle	141	(2)
The Puppy Dog Close	143	(1)
The Benjamin Franklin Close	143	(1)
The Alternative Choice Close	144	(1)
Always Be Closing	144	(1)
Conduct Sales Calls That Get Results	144	(3)
The Best Technology for Successful Selling	147	(20)
Telephone	148	(1)
Speed-Dial	148	(1)
Use Speed-Dial for Call Planning	148	(1)
Voice Mail	149	(1)
Caller ID	149	(1)
Telephone Calling Cards	150	(1)
Beepers/Pagers	150	(1)
Cellular Phone	151	(1)
Digital Phone	151	(1)
Beware of Blackout Zones	151	(1)
Self Caller	152	(1)
Teleconferencing	152	(1)
Data Conferencing	152	(1)
Videoconferencing	152	(1)
Headset	153	(1)
Palm Pilot/Personal Organizer	153	(1)
Portable Shiatsu Massager	153	(1)
Foot Massager	154	(1)
Macintosh/Desktop Computer	154	(1)
Laptop Computer	154	(1)
ACT Software	154	(1)
Telemagic	155	(1)
Gold Mine	155	(1)
Presentation Technology	155	(1)
Microsoft PowerPoint	155	(1)
Overhead Projector	156	(1)
Slide Projector	156	(1)
Laser Pointer	156	(1)
Video	157	(1)
VCR/TV Monitor	157	(1)
Digital Camera	157	(1)
Digital Video	158	(1)
Automated Mail Machine and Scale	158	(1)
Fax Machine	158	(1)
Internet	158	(1)
Intranet	158	(1)
Web Site	159	(1)
Infotrack	159	(1)
Scanner	159	(1)
CardScan	159	(1)
Microsoft Word	160	(1)
E-Mail	160	(1)
Car	161	(1)
Car Alarm	162	(1)
Instant Battery Kick-Start	162	(1)
Black-and-White Printer	162	(1)
Color Printer	162	(1)
Black-and-White/Color Photocopier	162	(1)
Camera/Polaroid Camera	163	(1)
Pocket Electronic Translator, Dictionary, or Thesaurus	164	(1)
Bloomie's Taxi Wand	164	(1)
Timisis LifeClock	164	(1)
Get Over It!	165	(1)
Make a Lifelong Commitment	165	(2)
PART THREE---UNUSUAL, UNPREDICTABLE, AND UNSTOPPABLE SELLING	167	(40)
Embarrassing Moments in Sales: The Lessons Learned	169	(16)
Be Prepared to Be ``Off Balance''	170	(2)
Sometimes the Less Said, the Better	172	(1)
Avoid Disjointed Joint Sales Calls	173	(2)
Haste Makes Waste	175	(1)
Check Your Spell Check	176	(1)
Proof Till You Drop	177	(1)
Coping after a Reversal of Fortune	178	(2)
You're Not Infallible	180	(1)
Always Bring Extra Copies	181	(1)
Remember That Your Time Is Valuable Too	182	(1)
Expect to Make Mistakes---and Laugh and Learn	182	(1)
Murphy's Law Lives On	182	(3)
Serendipitous Selling	185	(14)
Transportation Encounters	186	(1)
Transportation Encounter #1	186	(1)
Transportation Encounter #2	187	(3)
Curious Encounters	190	(1)
Curious Encounter #1	190	(1)
Curious Encounter #2	191	(1)
Trace Your Steps	192	(1)
Keep Things in Perspective	193	(1)
Four Types of Serendipitous Selling	193	(1)
Opposite Intentions	193	(1)
Opposite Intention #1	193	(1)
Opposite Intention #2	194	(1)
Visual Serendipity	195	(1)
Visual Serendipitous Encounter #1	195	(1)
Visual Serendipitous Encounter #2	195	(1)
Perk Up and Go for It!	196	(1)
Visual Serendipitous Encounter #3	196	(1)
Increasing the Odds of Serendipitous Selling	197	(1)
Pursue All Possibilities	197	(1)
Prepare to Act on Unusual Circumstances	197	(2)
Relax and Reenergize	199	(8)
Constant Pressure Hinders Success	199	(1)
Pay Your Rent Daily	200	(1)
Managing Your Energy	201	(1)
Breathing	201	(1)
Acupressure	202	(2)
Visualize	204	(1)
Know Yourself and Work from There	204	(1)
Take Time Out for You	205	(1)
Just Do It	205	(1)
A Few Final Words	205	(2)
Index	207