Table Of Contents
Ch. | TITLE | PAGE |
Foreword |
xiii | |
Preface Coaching by FireGoals of This Book |
XV xixvii |
|
1 |
1 Qualities of a Superstar What Kind of Sales Rep Are You?The Value of Your Knowledge Becoming a True Consultant Helping Customers Avoid Headaches
Blocking Outside Consultants
Solver or Avoider?
The Superstar Test Superstar Indicator 1: Customers Follow You
Superstar Indicator 2: Telling the Truth
Superstar Indicator 3: No Excuses
Do You Have What It Takes to Be a Superstar? Empathy
Brains
Conscience
Drive Empathy
All Superstars Are Not Alike What You Don’t Need Extroversion
Excessive Likability
Only Win-Win Deals
How to Lose a Sale and Win |
1 14 5 6 14 15 15 15 16 16 17 17 18 18 19 19 20 22 22 24 25 |
2 |
How Customers Make Decisions Empathy, the SecretIngredient 28 The Product Doesn’t Matter 30 How People Buy 31 Informal versus Formal Decision Making 33 The Trust Triangle™ 34 How to Gain Credibility and Show Your Concern
Don’t Get Burned
Trust Strategies 40
Never Allow the Customer to Trip You Up
The Naked Call
New Account Introduction Letter
|
27 2828 30 31 33 34 36 38 40 40 41 42 |
3 |
Inside the Customer Buying Process The Three Ds (D3)Developing the Process Compelling Event
Compelling Event Time Line
Documenting the Process
Driving the Process Mutual Memo of Understanding
“I Don’t Have Time”
|
45 4546 51 52 55 70 70 70 |
4 |
Mastering the Superstar Selling Process Step 1— Identifying Opportunities Value Proposition
Research Methods
Prospecting Machine™
Power Letter
Power Phone Script
Territory Attack Plan
Step 2 — Qualifying Prospects
Learning from Your Losses
Be My Perfect Cash Cow (BMPCC)
COW Questioning Technique
Power Quid Pro Quo Letter
Responding to Surprise Proposal Requests
Step 3 — Selecting the Strategy
Anatomy of a Strategic Plan
Eight Major Account Strategies
Choosing Your Tactics
Step 4 — Providing Proof and Justification
Providing Proof from the Inside
Presentation Skills
Pricing
Selling Value
Value-Added Matrix
Vaporizing Objections
Negotiation Best Practices
Step 5 — Gaining Commitment
Ten Consultative Closes
Battling Cognitive Dissonance
Win Letter
Exceeding Expectations Meeting
Close Plan Letter
Loss Letter
Step 6 — Implementing the Solution
Step 7 — Gathering Feedback |
73 7575 83 83 85 87 89 91 92 94 97 97 98 100 103 106 118 119 119 120 122 127 128 129 135 143 143 145 147 147 149 151 151 152 |
5 |
Putting It All Together Case Study |
155 158 |
Index |
167 |
|
About the Author |
169 |