Monday Morning Sales Workouts - 52 Weeks

1. Goals: Behavior vs. General
2. Objection: "Let Me Think About It"
3. Psyching Yourself Out

4. Decision Makers – Right Person in the Room

5. Truth Serum – Getting the Real Answer
6. Inoculation to Avoid Regret
7. Data to Capture in a CRM
8. Presentation Process
9. Inoculation to Keep Salespeople Motivated
10. Four Growth Strategies
11. Break Even Point (BEP)
12. Client Acquisition Cost (CAC)
13. Total Cost of Ownership (TCO)
14. Sales Velocity: 4 Levers to Increase Sales Speed
15. Battery Life Framework: An Activity Model
16. Battery Life: Number of Opportunities
17. Battery Life: Average Deal Size
18. Battery Life: Win Rate
19. Battery Life: Sales Cycle
20. Self-Assessment
21. 4 Aspects of Selling (FBAG)
22. Comparative Analysis
23. Porter's 5 Forces
24. Hero Story
25. Inside Customer Brain
26. Buying Signals
27. Asking Good Questions
28. Questions to Qualify a Buyer
29. Discuss B.A.N.T.
30. Objection Redirection
31. Three Options Upselling
32. Second Sales Strategy
33. Gap Selling
34. Objection: Can I Get a Better Price (Discount)?
35. Upselling – Will That Be Enough?
36. Foot-In-The-Door (FITD)
37. Objection: I’m Happy with Current Vendor
38. S.T.A.R.T. Selling
39. Verbal Gifting – Getting Them to Talk
40. What Are Your Customers’ Latent Needs (Iceberg)
41. Using Pattern Interrupts
42. Value Trinity: IR, RC and EM
43. Challenger Sale
44. The Liking Formula – People Buy from People They Like
45. Universal Sales Formula: E + E + E
46. MT NUT: Five Reasons Customers Don’t Buy
47. Blocking Objections
48. Strategies for Gaining New Clients – Battery Life: Gain
49. Battery Life: Retain
50. Battery Life: Grow
51. Battery Life: Reactivate
52. Sales Funk – Staying Motivated to Sell

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