34 Secret Weapons
Qualities of a Superstar Secret Weapon 1 — Request for Vendor References 10Secret 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 |
1 1012 43 56 57 58 59 60 61 63 64 65 66 69 82 86 88 90 94 99 101 104 107 117 124 125 128 130 134 137 142 148 150 153 |