Warrior Sales Monk : Heart of A Warrior, Soul of A Monk, Mind of A Professional

by Zaugg, Todd

• ISBN13: 9781599321523
• ISBN10: 1599321521
• Format: Paperback
• Copyright: 2009-11-15
• Publisher: Ingram Pub Services

Summary

The secrets of 11,000 sales professionals gathered in one incredible bookSelling is a balance between seduction and war!Before you go into battle, arm yourself with the hidden knowledge of the Warrior Sales Monk.Assessments and 94 illuminationsthat that are combined to help create a personalized performance solution.Here are some examples of the answers you can find inside:1. Learn how to read your prospect or customerrs"s mind. 2. Danger! Great customer relationships are putting your business at risk. 3. What are the 4 battery packs for sustained performance? 4. You are losing thousands of dollars by not using this sales process. 5. What should your best day look like? 6. What are the 14 key signs that you should leave your job? 7. Spot the 15 competencies that top performers exhibit. How do you measure up against those? 8. Find the balance between the warrior and monk in order to increase performance.

Table of Contents

Preface	p. 15
Introduction	p. 19
Illuminations
Warrior Sales Monk	p. 26
You Are the Product	p. 31
SOULution Selling	p. 36
Man Is Not Created Equal	p. 41
Creative Destruction	p. 44
Know ThySelf	p. 47
Break the Law: Remove the Label	p. 50
Believe in Your Dysfunction	p. 61
LIGER: 15 Key Behavior competencies of top performers	p. 58
Embracing Your Dysfunction	p. 61
Eagles and Lemmings	p. 63
Get Out of the Way of Yourself	p. 66
Are you the Monkey?	p. 68
The Four Batteries of Performance	p. 70
Paranio Is Your Friend	p. 77
Cynicism Is Your Shaving Cream	p. 77
Not Risking Is Failure	p. 81
Reality Markers of Success	p. 84
Grass Always Looks Greener	p. 91
Go Ahead-Skin Your Knees, Fall Off Your Bike	p. 94
Love Thy Competitor	p. 97
Mental Toughness	p. 99
Get Over It	p. 105
Activity Creates Results	p. 107
Marshmallows and Silver Bullets	p. 109
Three Pillars of Career Success	p. 111
That 10% Thing	p. 115
Overnight Success Is Only for FedEx	p. 118
Talent: Not Enough	p. 122
Selling MBA: Key Knowledge and Skills	p. 124
It's OK to Talk to Yourself	p. 127
Stop, Drop and Roll	p. 128
Time Management: Three Deadly Sins	p. 131
PAIDAÖ = Payday	p. 135
CSI: Autopsy of the Call	p. 138
Why Don't Customers Buy?	p. 140
Your Real Competition	p. 143
The First Four Minutes-Dead on Arrival	p. 149
Four Languages of Value	p. 160
Trust Treats (20/60/20)	p. 162
Read Their Minds: Go Psycho	p. 166
Creating a Unique Customer Experience	p. 168
Séance Selling: The Clairvoyant Consultant	p. 175
The Four Ways to Increase Customer Retention	p. 178
Get Key Appointments	p. 180
Optimism as Your Friend and Foe	p. 184
The Number-One Reason We Lose Deals	p. 186
The Decision-Making Brain	p. 188
Do You Want the Red Pill or Blue Pill of Reality?	p. 190
Great Questions to Ask (Bridging Perceptions of Reality)	p. 192
The Therapist Is In (Listening Skills)	p. 200
The Great Separator	p. 202
Nine Steps to a Competitive Conversion	p. 205
Deadlines on the Customer	p. 209
Tell'Em, Don't Sell' Em	p. 213
Consultantizer or Widgetizer?	p. 217
Overcoming Objections	p. 222
Reduce Their Risk (of Saying "No")	p. 227
Your Best Day...Scorecard	p. 229
Rules of Engagement: the danger of customer relationships	p. 233
Recharge Your Competitive Advantage	p. 238
Life Is a Game	p. 240
Contributors	p. 242
About the Author	p. 249
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