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9781599321523

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

by
  • ISBN13:

    9781599321523

  • ISBN10:

    1599321521

  • Format: Paperback
  • Copyright: 2009-11-15
  • Publisher: Ingram Pub Services
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Supplemental Materials

What is included with this book?

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

Prefacep. 15
Introductionp. 19
Illuminations
Warrior Sales Monkp. 26
You Are the Productp. 31
SOULution Sellingp. 36
Man Is Not Created Equalp. 41
Creative Destructionp. 44
Know ThySelfp. 47
Break the Law: Remove the Labelp. 50
Believe in Your Dysfunctionp. 61
LIGER: 15 Key Behavior competencies of top performersp. 58
Embracing Your Dysfunctionp. 61
Eagles and Lemmingsp. 63
Get Out of the Way of Yourselfp. 66
Are you the Monkey?p. 68
The Four Batteries of Performancep. 70
Paranio Is Your Friendp. 77
Cynicism Is Your Shaving Creamp. 77
Not Risking Is Failurep. 81
Reality Markers of Successp. 84
Grass Always Looks Greenerp. 91
Go Ahead-Skin Your Knees, Fall Off Your Bikep. 94
Love Thy Competitorp. 97
Mental Toughnessp. 99
Get Over Itp. 105
Activity Creates Resultsp. 107
Marshmallows and Silver Bulletsp. 109
Three Pillars of Career Successp. 111
That 10% Thingp. 115
Overnight Success Is Only for FedExp. 118
Talent: Not Enoughp. 122
Selling MBA: Key Knowledge and Skillsp. 124
It's OK to Talk to Yourselfp. 127
Stop, Drop and Rollp. 128
Time Management: Three Deadly Sinsp. 131
PAIDAÖ = Paydayp. 135
CSI: Autopsy of the Callp. 138
Why Don't Customers Buy?p. 140
Your Real Competitionp. 143
The First Four Minutes-Dead on Arrivalp. 149
Four Languages of Valuep. 160
Trust Treats (20/60/20)p. 162
Read Their Minds: Go Psychop. 166
Creating a Unique Customer Experiencep. 168
Séance Selling: The Clairvoyant Consultantp. 175
The Four Ways to Increase Customer Retentionp. 178
Get Key Appointmentsp. 180
Optimism as Your Friend and Foep. 184
The Number-One Reason We Lose Dealsp. 186
The Decision-Making Brainp. 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 Separatorp. 202
Nine Steps to a Competitive Conversionp. 205
Deadlines on the Customerp. 209
Tell'Em, Don't Sell' Emp. 213
Consultantizer or Widgetizer?p. 217
Overcoming Objectionsp. 222
Reduce Their Risk (of Saying "No")p. 227
Your Best Day...Scorecardp. 229
Rules of Engagement: the danger of customer relationshipsp. 233
Recharge Your Competitive Advantagep. 238
Life Is a Gamep. 240
Contributorsp. 242
About the Authorp. 249
Table of Contents provided by Ingram. All Rights Reserved.

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