QUICK TIPS TO USE WHAT’S IN YOUR TOOLBOX

Prepare for every conversation on paper. Use the WIIFT Quick Prep Tool as a guide to planning your conversation flow.

Make time for researching new buyers, large opportunities, or stalled sales. The Quick Research guide provides thought-starters for where to begin your research.

Use Tribal Types to adjust how you work and sell with your buyers.

Stay current with the technology tools available to you for managing your sales activities and buyers. Then use what you have.

Identify your benchmark for the Skill and Will factors. Keep doing what works well. For the components you want to build or change, use Chapter 13’s goal-setting process to establish your growth development plan.

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