Title -- Copyright -- Contents -- Foreword -- Acknowledgments -- Introduction -- Part I: Selling in Today's Transparent World -- 1 The Importance of You in Selling: Being a Real Part of the Solution -- Your Role in the Solution You Sell -- Fake It 'Til You Make It: Does That Work? -- There's Nowhere to Hide in a Transparent World -- Adopt and Adapt Best Practices to Escalate Your Value and Sales -- 2 Collaborative Selling: Where Every Conversation Matters and Everyone Wins -- Why Collaborative Selling Works -- Collaborative Selling Is Consultation Plus -- When You Collaborate, Everyone Wins -- How Collaborative Selling Works in Challenging Situations -- Is Collaborative Selling Worth the Effort? -- Quick Tips for Collaborative Selling -- Part II: The What and How of Collaborative Sales Conversations -- 3 Systematized Success: Make Every Conversation Count -- Five Steps to Systematic Sales Success -- Prepare to Succeed -- Prove the Value -- Quick Tips for Using the WIIFT System ™ -- 4 Tribal Types: Work and Sell with Buyers the Way They Want to Be Worked With -- Introducing the Tribal Types ™ Model -- Achievers -- Commanders -- Reflectors -- Expressers -- Identifying and Using Tribal Types -- Strategies for Selling with Tribal Types -- Quick Tips for Using Tribal Types -- 5 Wait: The Conversation Starts with You -- Five Actions to Prepare for a Conversation that Counts -- Action 1: Eliminate Your Distractions -- Action 2: Focus on What's in It for Them in This Conversation -- Action 3: Review Notes from Previous Meetings or Research -- Action 4: Check Your Mirror and Materials -- Action 5: Prepare Your Mind to Engage with the Buyer -- Quick Tips for Preparing for Your Sales Conversation -- 6 Initiate: Win Them at Hello with a Purposeful Start -- Five Actions to Ensure a Purposeful Conversation Start -- Action 1: Greet.

Action 2: Explain Why You Are Connecting -- Action 3: Ask Questions to Engage and Get Them Talking -- Action 4: Use Appropriate Eye Contact and Open Ears -- Action 5: Focus on What They Are Communicating-Words and Intent -- Adjust Your Initiation to the Situation -- Quick Tips for Initiating Your Conversation -- 7 Investigate: Investigation or Interrogation? -- Five Actions to Investigate Compelling POWNs ™ -- Action 1: Ask Relevant, Open-Ended Questions -- Action 2: Listen Actively -- Action 3: Ask Follow-Up Questions -- Action 4: Paraphrase What the Buyer Has Stated -- Action 5: Qualify and Confirm Your Opportunity -- Group Investigations -- Quick Tips to Investigate POWNs ™ -- 8 Facilitate, Part I: Create Collaborative Solution Presentations Focused on the Buyer -- Five Actions That Make It Easy for Buyers to Connect to Your Solution -- Action 1: Explain Your Solution by Connecting Whats to WiifTs -- Action 2: Include Others in the Presentation and Ask for Feedback -- Action 3: Provide Proof to Support Your Solution -- Action 4: Present Costs Followed by Value -- Facilitating a Group Sales Conversation -- What to Do When Your Solution Doesn't Fit -- Quick Tips to Facilitate the Presentation of Your Solution -- 9 Facilitate, Part II: Work Through Objections -- Action 5: Ask for and Work Through Objections with Stop, Drop, and Roll ™ -- Prepare to Work Through Objections -- Tap Into Emotions That Affect Working Through Objections -- Skip the "Buts" That Hinder Collaboration -- Strategies to Work Through Objections with the Tribal Types -- Traps to Avoid When Faced with Objections and Concerns -- Turn Objections Into Opportunities -- Quick Tips to Work Effectively Through Objections -- 10 Then Consolidate: Close Every Conversation with Purpose -- Know What You Are Closing -- Five Actions That Consolidate Your Win 3 Conversations.

Action 1: Complete a Decision Readiness Check -- Action 2: Confirm the Value Your Solution Will Provide -- Action 3: Ask for a Decision or Commitment to Action -- Action 4: Identify the Next Steps with Specifics -- Action 5: Close the Conversation -- Quick Tips for Consolidating Your Conversations -- Part III: The Factors That Make or Break Your Sales -- 11 Will You or Won't You Succeed? It's Your Choice -- "Skill and Will": The Dynamic Duo of Sales Success -- The Success Drivers of Top Sales Professionals -- Quick Tips to Build Your Drive to Succeed -- 12 The Tools of the Trade: What's in Your Toolbox? -- Sales Conversation Preparation Tools -- Powerful Technology-Based Tools -- The Most Important Sales Tool: You! -- Quick Tips to Use What's in Your Toolbox -- 13 Now What? Action Time! -- Target Your Success with Ready, Aim, Succeed -- Get Ready -- Take Aim -- Act to Succeed -- Take Action, and Update and Confirm Your Plan -- Celebrate! -- Quick Tips to Achieve Your Goals -- Index.