Inside the Book

Here’s what you’ll find inside our book:

Part I: FROM THE OUTSIDE LOOKING IN

Chapter 1: The Stakes
-Sell Is Not a Four-Letter Word
-The Fear Factor

Chapter 2: Being a Banker Instead of a Bank
-Ask Instead of Tell

Chapter 3: Where the Buffalo Roam
-Air Campaigns, Big and Small
-The Ground War
-Cold Shouldering Cold Calls

Chapter 4: X Marks the Spot
-Drawing A Bead
-Read It and Reap
-First Research – The Linchpin to TAPS

Part II: THE TRUSTED ADVISOR PROSPECTING SYSTEM

Chapter 5: The Magic Touch
-Sourcing for Dollars
-Gatekeeer Tips
-Getting Letter Perfect
-The characteristics of a strong letter
-The Value Touch—Notes and Emails

Chapter 6: Phoning It Out
-The Dating Game
-Sample Phone Calls
-Speaking and Standing Out
-A Marathon, Not a Sprint

Chapter 7: Completing the Cycle
-Off-Peak Prospect Calls
-Your Outbound Message
-Are We There Yet?
-Bait Before Hooks
-Back to Reality

Part III: THE ROLLING REVOLUTION

Chapter 8: The Sales Management Paradox
-Planning to Manage
-Added Value vs. Value Added
-What Are You Good At?
-Managing by Observation
-Coaching Coaches
-Good vs. Right

Chapter 9: Seeing Forest Instead of Trees
-Not All Markets Are Equal
-Leading For Change
-Coaching From The Top Down
-Keeping the Fires Stoked
-By the Inch It’s a Cinch
-When Pushback Comes to Shove
-The Experience Gap
-When to Fold ‘Em

Chapter 10: Creating A Creative Culture
-Turning Failure Into Success
-Taking The Market Temperature
-Carrot vs. Stick
-Tag Teaming