Index

A

acknowledgment

definition of, 54

importance of, 54, 57

lack of, 102

self-, 145–153

trust and, 55

Adams, Amy, 44

advertising, goal of, 103

agreements book, 129–130

Aguilar, Walter, 51–52, 66

Alexandre, Thierry, 7, 27, 102, 124, 132, 140, 142, 156

alignment

activating, 157

belief and, 35, 37, 121

confidence and, 38

with core values, 13, 140, 149

definition of, 39, 63

lack of, 37–38

with products or services being sold, 31, 35–38, 39, 43, 63–66, 79–80, 127–128

with prospects, 39–40, 65, 69–70, 77–78

responsibility and, 125

with self, 8, 13–14

steps for, 5

with words, 99–100

Alignment Marketing Formula

applying, step by step, 155–159

benefits of, 4, 6, 98, 121

celebrations and, 146, 147

clients’ experiences with, 4, 6–7, 14, 61, 64–65

consistency and, 60, 105–108, 121

me-me-me approach vs., 74

seed metaphor for, 139

time required for, 49–50

Altman, Ian, 102

An, Mimi, 1–2

Angelou, Maya, 69, 71

appointment book. See agreements book

Archer, Carla, 61, 100

audience

building, 52–53, 97

definition of, 52

engaging with, 53–54, 97–98

finding, 78–81, 95–97

ideal vs. target, 53

identifying, 5, 31

selling to, 55, 98

See also prospects

authenticity, importance of, 40, 103, 127

avatar, 53

B

Baptist, Koriani, 3, 6, 13, 14, 22, 55–56, 148

belief

activating, 157–158

alignment and, 35, 37, 121

importance of, 35, 147

See also core values

Billings, Carolina M., 6, 45–47, 125, 132–133, 152–153

Branson, Richard, 75

breaking point, reaching, 17

Britt, Jim, 41–42, 57

Britten, Rhonda, 15, 17

Brown, Brené, 86

Build, Engage, and Sell Process

combining with Know, Like, and Trust Principle, 52, 55–56, 60

example of, 81–83

stages of, 50–52

burnout, avoiding, 152–153

business-to-business sales, 111, 112–114

business-to-consumer sales, 111, 114–118

C

calling

definition of, 3

identifying, 5

job satisfaction and, 3

work as, 36–37

See also purpose

Campbell, George, 133, 146

Candle, Jennifer, 54

Carmody, Bill, 146

celebrations

Completion Celebration Experience, 143–144

consistency and, 145–146

daily, 145

Going APE, 147–148

replacing rewards with, 146–147

time-outs as, 152

Center for Creative Leadership, 3, 36

Child, Julia, 44

Clarke, Jodi, 145

cold calls, 78

comfort zone

core values and, 13, 18, 21–22

expanding, 2–4, 18–20, 21, 121–122, 158–159

identifying circumference of, 21–22

misconceptions about, 9, 11, 13

outside of, 2, 13

as power zone, 1–7

rubber band analogy for, 3, 17–20

comparisons, avoiding, 137–140

Completion Celebration Experience, 143–144

confidence

alignment and, 38

creating, 21

decisions and, 148–149

lack of, 38

success and, 37–38

consistency

activating, 158

celebration and, 145–146

comparison vs., 138

importance of, 55, 121

role of, in the Alignment Marketing Formula, 60, 105–108

self-accountability and, 124–125

content

authentic, 103–105

caring connection through, 89–91, 93

forms of, 95

messages that produce sales, 91–92

valuable, 87–88

visibility of, 88–89

core values

alignment with, 13, 140, 149

comfort zone and, 13, 18, 21–22

definition of, 24

examples of, 27

identifying, 25

list of common, 25–26

pricelessness of knowing, 27–28

relationship between moral values and, 24–25

courage, 123–124

credibility

definition of, 48

lack of, 40

passion and, 41

personal experience and, 48

D

decisions, confidence in, 148–149

delegating, 134

DeVan, Russ, 34, 37

discovering, 142–143

discussion guide, 161–163

E

Einstein, Albert, 52

emotion, selling based on, 40, 64, 75–76, 85–87

empathy

creating, 70, 87

definition of, 70

lack of, 86

sales and, 85, 86

vulnerability and, 85

engagement

by asking thoughtful questions, 57, 111–119

definition of, 53

importance of, 53–54

requests and, 58

trust and, 57

ethics, 24–25

experimenting, 143

exploring, 142–143

F

failure, fear of, 13, 142

fear

acknowledging, 151–152

of failure, 13, 142

fight-or-flight responses and, 12–13

as warning sign, 23

Fearless Living Institute, 15

fight-or-flight responses, 12–13

Fisher, Carolyn, 12

Francis, Colleen, 57

G

Gallo, Amy, 35

goals

comparisons and, 139

determining, 28–29, 131

examples of, 29

rewards and, 152

Go for Yes Challenge Five Video Series, 173–174

Go for Yes Masterclass Program, 174–176

Golden Rule, 146

Greenberg, Herb, 33

groups

creating, 83–84

meeting prospects in, 83

GrowthPlay, 34

H

Hamon, Raeann, 24

Harris, Michael, 86

Hay, Louise L., 147–148

Horn, Sam, 4, 70, 101

I

Intrigue Agency, 4, 70

J

Julie and Julia, 44–45

K

Kane, Nick, 110

Keepin’ Your Life Together Consulting, 6

King, Billie Jean, 141, 142

Know, Like, and Trust Principle

combining with Build, Engage, and Sell Process, 52, 55–56, 60

example of, 82

stages of, 50–52

L

laziness, 11

Leavitt, Robert Keith, 69

Lee, Kendra, 38

Levitin, Shari, 40

logic, selling based on, 40, 64, 85–86

loneliness, 54

love, 149–152

loyalty, basis of, 52

Luhn, Matthew, 103

M

Mandel, Debbie, 13

Mardegan, Elisa, 6, 18, 27, 36, 64–65, 76, 88, 123–124, 133, 140

me-me-me approach, 69, 72–74

Molière, 123

moral values, 24–25

N

names, showing respect with, 58

National Alliance on Mental Illness, 13

no, saying, 135

O

Oden, Stephanie Y., 6, 15, 27, 40, 77, 109, 130, 144

Orlewicz, Norbert, 36, 48, 67, 144

P

Packard, Jim, 133, 144, 146

pain points, 5

passion

credibility and, 41

identifying authentic, 42–44

lack of, 39–40

purpose and, 47–48

Pennycooke, Makeda, 86

perfectionism, 23

pitching, 59, 109

playing, 142–143

Powell, Julie, 44–45

Powerful Women Today, 6, 45–47

prioritizing, 134

problem solver, becoming, 102–108

procrastination, 23, 38, 133

prospects

alignment with, 39–40, 65, 69–70, 77–78

concerns of, 66–67, 71–72

credibility and, 40–41, 48

satisfying emotions of, 75

self-selection by, 92

showing care for, 69–71, 75–76

valuing time of, 75

See also audience

purpose

examples of, 44–47

passion and, 47–48

See also calling

pushiness, 1–2, 11, 59, 60, 109

Q

questions, asking thoughtful, 57

R

Rayburn, Tara, 150–151

reciprocity, 84

relationships

building, 49–52, 60, 71

importance of, 49, 89

requests, responsiveness to, 58

resourceful, being, 41–42

respect, showing, 58

responsibility, 34–35, 125–127

Robbins, Tony, 42, 148

Rodriguez, Rodolfo, Jr., 24–25

Rohn, Jim, 42

Roosevelt, Theodore, 69, 71

Rubber Band Effect, 17–20

S

sales

ABCs of, 60

asking for, 59

based on emotion vs. logic, 40, 64, 85–87

business-to-business, 111, 112–114

business-to-consumer, 111, 114–118

closing, 60, 109–119

confidence and, 37–38

scripts, 59, 99–102

time required for, 60

traditional approach to, 1, 60, 69, 72–74, 109–110

as value exchange, 51–52, 55, 66

warfare analogy for, 11

winning formula in, 55–56

See also Alignment Marketing Formula; Build, Engage, and Sell Process

salespeople

as motivational speakers, 41

pushy, 1–2, 11, 59, 60, 109

responsibility and, 34–35

unsuccessful, 33–34

Samuel, Rockson, 87

satisfaction, sense of, 14–16

scheduling, 129–135

Scott, David Meerman, 72, 75–76

scripts, 59, 99–102

self-accountability, 18–20, 123–128

self-acknowledgment, 145–153

self-satisfaction, 15–16

setbacks, handling, 141–144

Sharpe, Jackie, 35

Smith, Suzanne, 24

social media

comparisons and, 137

effectiveness of, 78–79

finding audience on, 78–81, 83–84, 95–97

groups, 83–84

me-me-me messages on, 73–74

See also content

Solution Process, 149–152

Streep, Meryl, 44

stress

response, 12–13

transforming into satisfaction, 16

success

confidence and, 37–38

envisioning, 76–77

reasons for lack of, 33–34

scheduling for, 129–135

Sweeney, Patrick, 33

T

time-outs, 152–153

Tirado, Bernardo, 40

trust

building, 52, 55, 57, 84

five factors for, 55

importance of, 49

reciprocity and, 84

See also Know, Like, and Trust Principle

trustworthiness, demonstrating, 51

Twain, Mark, 137

V

values. See core values; moral values

vision, importance of, 76–77

vulnerability, 85, 86

W

Weinstein, Harold, 33

Wiener, Brenda, 132

Wik, Tracey, 34

Winwood, Richard I., 129

Y

Yabroff, Jennie, 44

Z

Zaltman, Gerald, 86

Ziglar, Zig, 36