ORDER HERE The Exercises in the Field Guide include:
ON DECK CIRCLE – IMPROVING YOUR COMMITMENT
ON DECK CIRCLE – MAPPING YOUR SALES PROCESS
ON DECK CIRCLE – GOAL SETTING MADE EASY
GETTING TO 2ND BASE – COMPELLING REASONS TO BUY
GETTING TO 1ST BASE – POSITIONING STATEMENTS
GETTING TO 1ST AND 2ND BASE – FIRST IMPRESSIONS
ON DECK CIRCLE – TARGETING THE RIGHT PROSPECTS
GETTING TO 1ST BASE – SCRIPT TO GET APPOINTMENTS
GETTING TO 1ST BASE – THE CYCLE
ON DECK CIRCLE – OVERCOMING NEED FOR APPROVAL
ON DECK CIRCLE – OVERCOMING FEAR OF REJECTION
ALL THE BASES – OVERCOMING OBJECTIONS
GETTING TO 2ND BASE – ASKING QUESTIONS
GETTING TO 2ND BASE – THE HIDDEN BALL EXERCISE 15 – GETTING TO 3RD BASE – GETTING COMFORTABLE WITH MONEY
GETTING TO 3RD BASE – THE QUALIFICATION SCORECARD
RUNNING HOME – WRITING AN EFFECTIVE PROPOSAL
RUNNING HOME – PRESENTING WITH PASSION
RUNNING HOME – A NEEDS AND COST APPROPRIATE SOLUTION
GETTING TO 2ND BASE – EVALUATING YOUR SOB QUALITY
DUGOUT – GETTING REFERRALS AND INTRODUCTIONS
ON DECK CIRCLE – SETTING EXPECTATIONS
ON DECK CIRCLE – REPROGRAMMING SELF-LIMITING BELIEFS
DUGOUT – DAILY SALES CALL SUMMARY