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.