Resources /Book /34 Secret Weapons

34 Secret Weapons

Qualities of a Superstar

Secret Weapon 1 — Request for Vendor References 10
Secret Weapon 2 — Vendor Report Card 12
Secret Weapon 3 — New Account Introduction Letter 43
Secret Weapon 4 — Simple Process Letter 56
Secret Weapon 5 — Buying Process: Table Format 57
Secret Weapon 6 — Buying Process: Time Line Format 58
Secret Weapon 7 — Buying Process: Calendar Format 59
Secret Weapon 8 — Buying Process: Column Format 60
Secret Weapon 9 — Buying Process: Gantt Chart Format 61
Secret Weapon 10 — Presentation Protocol Letter 63
Secret Weapon 11 — Presentation Report Card 64
Secret Weapon 12 — Request for Proposal Cover Letter 65
Secret Weapon 13 — Request for Proposal Excerpt 66
Secret Weapon 14 — Mutual Memo of Understanding 69
Secret Weapon 15 — Value Proposition Worksheet 82
Secret Weapon 16 — Power Letter 86
Secret Weapon 17 — Power Phone Script 88
Secret Weapon 18 — Territory Attack Plan 90
Secret Weapon 19 — BMPCC Account Qualification Template 94
Secret Weapon 20 — Power Quid Pro Quo Letter 99
Secret Weapon 21 — Response to a Surprise Proposal Request 101
Secret Weapon 22 — Strategic Plan 104
Secret Weapon 23 — Customer Decision Matrix 107
Secret Weapon 24 — Disengage Letter 117
Secret Weapon 25 — Budgetary Pricing Letter 124
Secret Weapon 26 — Budgetary Pricing Proposal 125
Secret Weapon 27 — Selling Value Matrix 128
Secret Weapon 28 — Value-Added Matrix 130
Secret Weapon 29 — Objection Vaporizer 134
Secret Weapon 30 — Trade Matrix 137
Secret Weapon 31 — Negotiation Follow-up Letter 142
Secret Weapon 32 — Win Letter 148
Secret Weapon 33 — Close Plan Letter 150
Secret Weapon 34 — Loss Letter 153

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