Table of
Contents
|
Preface
Self-Assessment Quiz
Introduction
Overview |
Why Buy From You?
No One is On the
Bench
Competition
Navigational Elements of the System
|
|
| Step 1 -- Demystifying Selling,
Distinguishing Networking, Marketing, and Sales |
Time Management
Losing Negative
Baggage
Helping Professions and the Conflict With Sales
Worksheet:
Understanding your Mindsets
Partnership and Service: Mental Positioning
Distinguishing Between Networking, Marketing, And Sales
Time
Management: The Accordion Effect
Worksheet: Time Management
Worksheet:
Planning Your Week
|
| Step 2 -- The Sales Process,
Targeting |
The Bowtie Model for Sales and Service
Defining Your Services
Moments of Truth and the Service Cycle
Definitions of Executive Coaching
Branding
Worksheet: Targeting
|
| Step 3 -- Calling Prospects and Setting up the
First Meeting |
Phone Fear
Guided Inquiry about Phone
Fear
Making Calls to Set Appointments
Keeping a List
Appointment
Setting Tips
|
| Step 4 -- Handling Objections and
Gatekeepers |
Getting Past the Gatekeepers
Handling
Objections…the beginning of the chess match
Handling Rejection
Worksheet: Overcoming Objections
Keeping Track
|
| Step 5 -- The Client Meeting |
Keeping Your Focus In A Sales Meeting
Listening in the Sales Meeting
Storytelling
Getting A Second
Meeting
Elements of Successful Client Meetings
Client Meeting Intake
Questions
|
| Step 6 -- Following Up and Tracking |
Tracking your
Progress
|
| Step 7 -- Proposals, Pricing, and Contracting
|
Sample Coaching Proposal Cover Letter
Sample Coaching
Proposal
The Purpose of Proposals
Proposal Models
Pricing
Shifting the money conversation
Asking for What You Want
Contracting and Setting up an Engagement
Sample Coaching Engagement
Agreement
Sample Individual Coaching Agreement
Coaching ROI Resources
|
| Step 8 -- Networking |
What is Networking?
Nine Mindsets Of Networking
Networking
Actions
|
| Step 9 -- Expanding the Sale While Serving the
Client |
Building Business While Billing Time
Lessons Learned Meetings
Template
|
| Step 10 -- Building Business and the Art of
Referrals |
Referral Guidelines
3 Keys of Referrals
|
| Integrating it All |
Getting In Action
Worksheet: Personal Action Plan--Tracking
Personal Strategic Business Development Action Planning Template Worksheet:
My Personal Strategic Business Development Action
Plan in three distinct
domains: Networking, Marketing, and Sales
Individual Selling System
Mental Positioning: Critical Mindsets for Success in Sales
|
| Final Thoughts and Next Steps |
Authenticity
Vision
Money
Attitude
Daily Chafes
Fake It
Persistence and Resilience
You're Only as Good as Your
Weakest Link
Play Big
Mailbox Money
How Big is Big Enough?
Harness the Sales Process
|
Summary/Conclusion
Homework Action
Items
Recommended Reading
About the Author and About
ILI |
|
