The secrets of 11,000 sales professionals gathered in one incredible book Selling 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 illuminations that 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 customer'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…mehr
The secrets of 11,000 sales professionals gathered in one incredible book Selling 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 illuminations that 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 customer'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.
TODD ZAUGG, Author, Trainer, Consultant, and Entrepreneur---Todd Zaugg is the Founder and Principal of Matrix Achievement Group, LLC. Matrix is a multi-million dollar global sales force performance consulting firm that provides coaching, training, and technology solutions by leveraging the collaborative effort of former sales executives, industry specific experts as well as adult learning professionals. The Matrix network has trained over 40,750 sales people and leaders. His key areas of focus include hiring, training, measuring and motivating high performance teams and their leaders. He is a highly sought after sales engineer and facilitator. He is currently authoring additional research based books on human performance. Todd is also recognized in the industry for introducing innovative technology solutions like MX SALES COACH and MX SKILL MASTER. MX SALES COACH provides ON DEMAND selling insights. MXSC provides a simple and effective way for sales managers and professionals to diagnose and accelerate skill adoption via precision tailored development plans. Todd is calling it "sales force effectiveness in a "box". MX SKILL MASTER is a ON DEMAND patent pending skill simulation technology that allows your team to PRACTICE, PRACTICE, and BE COACHED independent of each others schedule. MXSM allows for best practice skill adoption anywhere, any time by everyone, everyday. Todd currently lives in Memphis, TN with his wife and their three children. He constantly is striving to maximize his energy packs: mental, emotional, physical and spiritual. Todd looks for any and all outlets that let him manifest his warrior monk tendencies. He finds sanctuary looking over the cliffs of Pickwick Lake. His family is an active contributor to Habit for Humanity.
Inhaltsangabe
Preface Introduction Illuminations 1. Warrior Sales Monk 2. You Are the Product 3. SOULution Selling 4. Man Is Not Created Equal 5. Creative Destruction 6. Know ThySelf 7. Break the Law: Remove the Label 8. Believe in Your Solution 9. LIGER: 15 Key Behavior competencies of top performers 10. Embracing Your Dysfunction 11. Eagles and Lemmings 12. Get Out of the Way of Yourself 13. Are you the Monkey? 14. The Four Batteries of Performance 15. Paranoia Is Your Friend 16. Cynicism Is Your Shaving Cream 17. Not Risking Is Failure 18. Reality Markers of Success 19. Grass Always Looks Greener 20. Go Ahead Skin Your Knees, Fall Off Your Bike 21. Love Thy Competitor 22. Mental Toughness 23. Get Over It 24. Activity Creates Results 25. Marshmallows and Silver Bullets 26. Three Pillars of Career Success 27. That 10% Thing 28. Overnight Success Is Only for FedEx 29. Talent: Not enough 30. Selling MBA: Key Knowledge and Skills 31. It s OK to Talk to Yourself 127 32. Stop, Drop and Roll 128 33. Time Management: Three Deadly Sins 131 34. PAIDA = Payday 135 35. CSI: Autopsy of the Call 138 36. Why Don t Customers Buy? 140 37. Your Real Competition 143 38. The First Four Minutes Dead on Arrival 149 39. Four Languages of Value 160 40. Trust Treats (20/60/20) 162 41. Read Their Minds: Go Psycho 166 42. Creating a Unique Customer Experience 168 43. Séance Selling: Th e Clairvoyant Consultant 175 44. The Four Ways to Increase Customer Retention 178 45. Get Key Appointments 180 46. Optimism as Your Friend and Foe 184 47. The Number-One Reason We Lose Deals 186 48. The Decision-Making Brain 188 49. Do You Want the Red Pill or Blue Pill of Reality? 190 50. Great Questions to Ask (Bridging Perceptions of Reality) 192 51. The Therapist Is In (Listening Skills) 200 52. The Great Separator 202 53. Nine Steps to a Competitive Conversion 205 54. Deadlines on the Customer 209 55. Tell Em, Don t Sell Em 213 56. Consultantizer or Widgetizer? 217 57. Overcoming Objections 222 58. Reduce Their Risk (of Saying Nö) 227 59. Your Best Day ... Scorecard 229 60. Rules of Engagement :the danger of customer relationships 233 61. Recharge Your Competitive Advantage 238 62. Life Is a Game Contributors About the Author
Preface Introduction Illuminations 1. Warrior Sales Monk 2. You Are the Product 3. SOULution Selling 4. Man Is Not Created Equal 5. Creative Destruction 6. Know ThySelf 7. Break the Law: Remove the Label 8. Believe in Your Solution 9. LIGER: 15 Key Behavior competencies of top performers 10. Embracing Your Dysfunction 11. Eagles and Lemmings 12. Get Out of the Way of Yourself 13. Are you the Monkey? 14. The Four Batteries of Performance 15. Paranoia Is Your Friend 16. Cynicism Is Your Shaving Cream 17. Not Risking Is Failure 18. Reality Markers of Success 19. Grass Always Looks Greener 20. Go Ahead Skin Your Knees, Fall Off Your Bike 21. Love Thy Competitor 22. Mental Toughness 23. Get Over It 24. Activity Creates Results 25. Marshmallows and Silver Bullets 26. Three Pillars of Career Success 27. That 10% Thing 28. Overnight Success Is Only for FedEx 29. Talent: Not enough 30. Selling MBA: Key Knowledge and Skills 31. It s OK to Talk to Yourself 127 32. Stop, Drop and Roll 128 33. Time Management: Three Deadly Sins 131 34. PAIDA = Payday 135 35. CSI: Autopsy of the Call 138 36. Why Don t Customers Buy? 140 37. Your Real Competition 143 38. The First Four Minutes Dead on Arrival 149 39. Four Languages of Value 160 40. Trust Treats (20/60/20) 162 41. Read Their Minds: Go Psycho 166 42. Creating a Unique Customer Experience 168 43. Séance Selling: Th e Clairvoyant Consultant 175 44. The Four Ways to Increase Customer Retention 178 45. Get Key Appointments 180 46. Optimism as Your Friend and Foe 184 47. The Number-One Reason We Lose Deals 186 48. The Decision-Making Brain 188 49. Do You Want the Red Pill or Blue Pill of Reality? 190 50. Great Questions to Ask (Bridging Perceptions of Reality) 192 51. The Therapist Is In (Listening Skills) 200 52. The Great Separator 202 53. Nine Steps to a Competitive Conversion 205 54. Deadlines on the Customer 209 55. Tell Em, Don t Sell Em 213 56. Consultantizer or Widgetizer? 217 57. Overcoming Objections 222 58. Reduce Their Risk (of Saying Nö) 227 59. Your Best Day ... Scorecard 229 60. Rules of Engagement :the danger of customer relationships 233 61. Recharge Your Competitive Advantage 238 62. Life Is a Game Contributors About the Author
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