Buch, Englisch, 336 Seiten, Format (B × H): 147 mm x 223 mm, Gewicht: 516 g
Reihe: 90 Days to Level Up Series
Buch, Englisch, 336 Seiten, Format (B × H): 147 mm x 223 mm, Gewicht: 516 g
Reihe: 90 Days to Level Up Series
ISBN: 978-1-394-25793-5
Verlag: John Wiley & Sons Inc
Autoren/Hrsg.
Weitere Infos & Material
Introduction: Sales Is Hard
Part I Foundation 1
Day 1 The Five Disciplines of Ultra- High Performance 3
Day 2 Reflection versus Regret 7
Day 3 Awareness Is the Mother of Change 14
Day 4 Process Goals 19
Day 5 The Only Three Things You Control 23
Day 6 An Attitude of Gratitude 28
Day 7 Goal Planning 32
Part II Pipeline Discipline 35
Day 8 The Pipe Is Life 37
Day 9 Pipeline Coverage 41
Day 10 The Law of Replacement 44
Day 11 Prospecting Activity 46
Day 12 A Little Bit Every Day 48
Day 13 Eat the Frog 50
Day 14 High- Intensity Prospecting Sprints 52
Day 15 Targeting 54
Day 16 Better Lists = Better Outcomes 61
Day 17 Fixing an Empty Pipeline Fast 64
Day 18 Multi- Channel Approach 67
Day 19 Stop Worrying About “Bothering” Prospects 71
Day 20 Message Matters 74
Day 21 Developing Effective Because Statements 78
Day 22 Pick Up the Damn Phone 82
Day 23 Five- Step Telephone Prospecting Framework 85
Day 24 Prospecting Objections 88
Day 25 All Prospecting Objections Can Be Anticipated 90
Day 26 Skipping Past Prospecting Objections 92
Day 27 The Five Bes of In-Person Prospecting 96
Day 28 Written and Digital Prospecting 100
Day 29 Four-Step Digital and Written Prospecting Framework 102
Day 30 Be a Squirrel 105
Day 31 Always Make One More Call 108
Day 32 Reflection 110
Part III Time Discipline 111
Day 33 Protect the Golden Hours 113
Day 34 Choose to Own It 116
Day 35 Ruthless Prioritization 119
Day 36 Time Investment Audit 123
Day 37 Benchmark Excellence 126
Day 38 The Fine Art of Delegation 129
Day 39 Build Your To-Don’t List 133
Day 40 Time Blocking 135
Day 41 Sales Day Planning and Calendar Management 138
Day 42 Territory Management 141
Day 43 Automobile University 144
Day 44 Technology and AI 146
Day 45 Reflection 149
Part IV Probability Discipline 151
Day 46 Probability Is How Ultra-High Performers Play the Game of Sales 153
Day 47 Stop Wasting Time on Low-Probability Deals 155
Day 48 Overcoming the Sunk Cost Bias 157
Day 49 Bigger Pipe, More Options 159
Day 50 Always Be Qualifying 161
Day 51 Don’t Swing at Ugly Deals 164
Day 52 Qualifying Methodologies 166
Day 53 Evaluating Current Pipeline Opportunities 169
Day 54 Murder Boarding 172
Day 55 Execute the Sales Process 176
Day 56 Aligning the Three Processes of Sales 178
Day 57 Don’t Become a Buying Process Puppet 181
Day 58 Mapping Stakeholders 184
Day 59 The One Qualifying Question Ultra-High Performers Never Ask 187
Day 60 The Engagement Test 190
Day 61 Advancing With Micro-Commitments 193
Day 62 Never Leave a Meeting Without a Next Step 196
Day 63 Pre-Call Planning 198
Day 64 Do Not Email Proposals 201
Day 65 Micro-Commitment Objections 202
Day 66 Closing Is a Series of Commitments 205
Day 67 Dealing With Buying Commitment Objections 209
Day 68 Reflection 213
Part V People Discipline 215
Day 69 The Decision Process 217
Day 70 People Buy for Their Reasons 220
Day 71 The Power of Empathy 223
Day 72 The Five Decisions 227
Day 73 The Listening Advantage 233
Day 74 Seven Keys to Effective Listening 237
Day 75 The Self-Disclosure Loop 240
Day 76 Discovery 243
Day 77 The SCORE Discovery Framework 246
Day 78 Flexing to Communication Styles 250
Day 79 Do You Get Me and My Problems? 254
Day 80 The “So, What” Smell Test 258
Day 81 You Are Always on Stage 262
Day 82 Reflection 267
Part VI Emotional Discipline 269
Day 83 Emotions Are Contagious 271
Day 84 Control Your Response to Disruptive Emotions 274
Day 85 Bigger Pipeline, More Confidence 277
Day 86 Trust the Process 281
Day 87 Rejection Proof Yourself 284
Day 88 Positive Visualization, Self-Talk, and Physiology 289
Day 89 Build Resilience 293
Day 90 Bounce Back Ability 297
Conclusion: The Ultra- High Performer Within 303
Index 305
