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Aaron, Hank
Achievers
adjusting Investigate questions to
asking for decisions from
connection questions for
customs of
having the right materials for
proof needed by
sales strategies with
time customs of
working through objections with
acknowledging objections
active listening
Act to Succeed
Allen, James Lane, on beliefs
Amara, Kristine
answering collaboratively
appearance, professional
asking clarifying questions
assumptions
about buyers’ objections
about reactions to costs
about readiness to close
“attention deficit trait,”
attitude, toward your buyer
beliefs
about costs
Integrated
best practices, adopting and adapting
biases
body language
signaling readiness to decide
in talking about cost
Brande, Dorothea, on problems clearly stated
Bruce, Craig, on waiting
“budget,” for goal achievement
“but” statements
Carnegie, Dale, on dealing with people
Carroll, Lewis, on knowing where you are going
Celebrate progress
challenges
with e-relationships
with misfit buyers
with order-dictating buyers
with procurement buying
time pressure
closed questions
closing the conversation
collaboration
collaborative selling
in challenging situations
as consultation plus
definition of
effectiveness of
in e-relationships
examples of
mindset for
with misfit buyers
with order-dictating buyers
in procurement buying
with time pressure
value of
winning outcomes from
adjusting Investigate questions to
asking for decisions from
connection questions for
having the right materials for
proof needed by
sales strategies with
time customs of
working through objections with
commitment to action, asking for
confidence
from internal beliefs
lack of
confirmation
of the value of your solution
of your opportunity
congratulating buyers
connection questions
consultation plus, collaborative selling as
costs
connecting value and
real
traps in talking about
CrazyBusy (Edward Hallowell)
credibility, appearance of materials and, 8
customs
D’Angelo, Anthony J., on solving problems
decision readiness check
decisions
asking for
factors affecting
desired outcomes
detail level
for Achievers
for Commanders
for Expressers
for Reflectors
Disraeli, Benjamin, on talking to people
distractions, eliminating
dress code
Drive (Daniel Pink)
Duchenne smile
earning the right to move forward
Eat That Frog (Brian Tracy)
EI (Emotional Intelligence)
Eigner, Jeff
Einstein, Albert, on simplicity
eliminating distractions
Emerson, Ralph Waldo, on growing
Emotional Intelligence (EI)
Emotional Intelligence for Sales Success (Colleen Stanley)
emotions
intensity of
that affect objections
engagement
from asking for feedback
from inclusion in the presentation
preparing your mind for
visual cues of
equipment, image projected by
e-relationships
Erickson, Laura
Expressers
adjusting Investigate questions to
asking for decisions from
connection questions for
having the right materials for
proof needed by
sales strategies with
time customs of
working through objections with
eye contact
Facilitate step
Actions in
and “but” or “however” statements
emotions affecting objections in
explaining solutions in terms of WiifTs in
with groups
including others in presentation/asking for feedback in
preparing to work through objections in
presenting costs followed by value in
providing proof in
Stop, Drop, and Roll approach in
traps to avoid in
with Tribal Types
turning objections into opportunities in
when your solution doesn’t fit
facilitating
faking
fears
of Achievers
of Commanders
of Expressers
of Reflectors
feedback
asking for
from groups
fight or flight
first impressions
importance of
on the telephone
flight, fight or
Four-Point Investigation
adjusting questions to Tribal Type in
asking questions buyer wants to answer in
Reward questions in
Risk questions in
Today questions in
Tomorrow questions in
4Rs for goal reviews
Garland, Judy, on being yourself
Gates, Bill, on tools
getting ready, in goal achievement process
Gladwell, Malcolm, on drawing conclusions
goal achievement process
Act to Succeed in
Celebrate in
Get Ready in
Take Aim in
Goal Planner
goal reviews
goal statement
Goal Transparency
Goodrich, Laura
Green Bay Packers
Greet
groups
Facilitate step with
Initiate step with
Investigate step with
Three-Step Start for
habits, for eliminating distractions
Hallowell, Edward, on multitasking
Haubrich, Mike
high-probability buyers, focusing on
“however” statements
hygiene
image, professional
indirect questions
inflow, minimizing
information
accessed by buyers
proliferation of
Initiate step
Actions in
asking questions in
explaining why you are connecting in
eye contact and open ears in
focusing on their words and intent in
for telephone conversations
Three-Step Start in
when selling to groups
for written conversations
Initiative
Integrated Beliefs
intelligent questions
intensity, communicating with
intentional questions
interesting questions
international buyers, written communications with
Investigate step
Actions in
active listening in
asking follow-up questions in
asking relevant open-ended questions in
with groups
paraphrasing buyer’s statements in
qualifying and confirming your opportunity in
Jefferson, Thomas, on luck
Kemper, Alice
knowing what you are closing
Koeper, Bill
language, see word choices
listening
active
with open ears
matching emotions
materials, image projected by
measurements, appropriate
meetings
image you project in
reviewing notes from
mental preparation
messages, unspoken
metrics, in proving value
mindset, for collaborative selling
mirroring
misfits
“More and Less” syndrome
motivation
multitasking
Nardin, Nancy
needs, uncovering, see also POWNs (problems, opportunities, wants, and needs)
neutral zone (Tribal Types model)
next steps, identifying
notes from previous meetings/research
objections
emotions affecting
preparing to work through
turned into opportunities
see also Stop, Drop, and Roll
open ears
open-ended questions
opportunities
qualifying/confirming
turning objections into
uncovering
see also POWNs (problems, opportunities, wants, and needs)
order-dictating buyers
paraphrasing buyer’s statements
personal assistance tools
Pink, Daniel
on conversations
on emotions
on motivation
“pitch,”
plan of action (goal achievement)
positive self-talk
POWNs (problems, opportunities, wants, and needs)
confirming
connecting your solution to
and connection of cost and value
in Facilitate step
in initiation step telephone calls
in Investigate step
in procurement buying
in triple win situations
for uncovering problems/opportunities/wants/needs
Whats relevant to
preparation
in goal achievement process
mental
scheduling time for
for working through objections
Prepare (WIIFT), see also Wait step
presentation(s)
of costs followed by value
including others in
self-
prioritization
problems, uncovering
procurement buying
productive goals
productivity, multitasking and
Prove (WIIFT)
to support you and your solution
with value statement
purposeful close, see Then Consolidate step
purposeful start, see Initiate step
qualifying
to identify misfit buyers
in Investigate step
questions
adjusted to Tribal Type
clarifying
closed
connection
feedback
follow-up
indirect
in Initiate step
intelligent
intentional
interesting
in Investigate step
open-ended
readiness
relevant
Reward
Risk
that buyer wants to answer
Today
Tomorrow
Quick Prep Tool
Quick Research
readiness questions
real costs
reason for call, explaining
Reflectors
adjusting Investigate questions to
asking for decisions from
connection questions for
having the right materials for
proof needed by
sales strategies with
time customs of
working through objections with
relevant questions
reluctant sellers
research
on buyer’s objections
reviewing notes from
resources, for goal achievement
Reward questions
Reynolds, Peter
Riley-Sileno, Farrell
Risk questions
routine, developing
sales conversation preparation tool
salespeople
best practices for
faking by
negative perceptions of
as part of the solution
success drivers of
and transparency
sales strategies
for Achievers
for Commanders
for Expressers
or Reflectors
Schuller, Robert H., on preparation
self
belief in
providing proof to support
proving the value of
as a sales tool
in the WIIFT system
self-talk
positive
in writing goals
Skill factor
smartphones, distraction of
SmartSellingTools.com
smiling
solutions
confirming the value of
explained in terms of WiifTs
focusing on
providing proof to support
proving the value of
salespeople as part of
that don’t fit
win-win
Speakman, Frederick, on decisions
stakeholders, power of
Stanley, Colleen, on emotions
start
purposeful, see Initiate step
with Three-Step Start
Stop, Drop, and Roll
acknowledging objections in
answering collaboratively in
asking clarifying questions in
and “but” or “however” statements
and emotions affecting objections
preparing to work through objections with
with Tribal Types
turning objections into opportunities with
success
in goal achievement process
Skill and Will factors for
visualizing
Success Driver(s)
Emotional Intelligence as
Goal Transparency as
Initiative as
Integrated Beliefs as
systems
for sales success, see WIIFT system
value of
Take Aim, in goal achievement process
teams, tapping into expertise of
technology-based tools
telephone conversations
image you project in
Initiate step for
pauses in
Three-Step Start for
Then Consolidate step
Actions in
asking for decision or commitment to action in
confirming value of your solution in
decision readiness check in
identifying next step with specifics in
and knowing what you are closing
three As
three-back-and-forth guideline
Three-Step Start
for group conversations
to initiate conversations
for telephone conversations
for written communications
time
of buyers, valuing
for preparation
Tribal customs related to
time pressure
Today questions
Todorov, Alexander
Tomorrow questions
tool(s)
definition of
personal assistance
for sales conversation preparation
technology-based
for working with Tribal Types
yourself as
Tracy, Brian
transparency
Tribal Types
adjusting Investigate questions to
asking for decisions from
connection questions and
Facilitate step with
time customs of
Tribal Types model
Achievers in
Commanders in
Expressers in
identifying and using types from the
Reflectors in
setting strategies using
Tribal Types Tool
triple win, see WIN3
Twain, Mark, on eating frogs
unspoken messages
urgency, false sense of
value
for Achievers
belief in
buyer’s determination of
for Commanders
for Expressers
filling your introduction with
presenting costs followed by
proving
for Reflectors
as what plus WiifT
of your solution, confirming
value statement
vehicle
appearance of
phone calls from
verbal commitments
visualizing success
Wait step
Actions in
checking your mirror and materials in
eliminating your distractions in
focusing on WiifT in
objectives of
preparing your mind for engagement in
reviewing notes from previous meetings/research in
focusing on
uncovering
see also POWNs (problems, opportunities, wants, an needs)
Weight Watchers
Whats
connecting WiifTs and
definition of
WiifT (What’s in it for Them?) demonstrating your focus on explaining solutions in terms of
focusing on
identifying
in Initiate step
value statement explaining
as win-win perspective
WIIFT system
Facilitate step in
Initiate step in
Investigate step in
multiple run-throughs of
Prepare as foundation of
Prove the value umbrella for
for success in sales
Then Consolidate step in
transitioning among steps in
Wait step in
Will factor
Willis, Janine
WIN3 (win cubed, triple win)
consolidating
effects of
POWNs in
when your solution doesn’t fit
win-win situations
win-win-win situations
Wohlner, Rick
word choices
of Achievers
and “but” or “however” statements
of Commanders
of Expressers
of Reflectors
in talking cost
that signal readiness to decide
for value statement
working style
of Achievers
of Commanders
of Expressers
of Reflectors
written communications
Initiate step for
with international buyers
Three-Step Start for
you, see self