Warrior Sales Monk: Heart of a Warrior, Soul of a Monk, Mind of a Professional

by Todd Zaugg

Overview

The secrets of 11,000 sales professionals gathered in one incredible book

Selling is a balance between seduction and war!

Before you go into battle, arm yourself with the hidden knowledge of the Warrior Sales Monk.

Assessments and 94 illuminations that that are combined to help create a personalized performance solution.

Here are some examples of the answers you can find inside:

1. Learn how to read your prospect or customer’s mind.
2. Danger! Great customer relationships are putting your business at risk.
3. What are the 4 battery packs for sustained performance?
4. You are losing thousands of dollars by not using this sales process.
5. What should your best day look like?
6. What are the 14 key signs that you should leave your job?
7. Spot the 15 competencies that top performers exhibit.
     How do you measure up against those?
8. Find the balance between the warrior and monk in order to increase performance.

Product Details

ISBN-13:	9781599321523
Publisher:	Advantage Media Group
Publication date:	11/15/2009
Pages:	252
Product dimensions:	5.90(w) x 8.90(h) x 0.80(d)
Age Range:	6 - 18 Years

Table of Contents

Preface 15

Introduction 19

Illuminations

1 Warrior Sales Monk 26

2 You Are the Product 31

3 SOULution Selling 36

4 Man Is Not Created Equal 41

5 Creative Destruction 44

6 Know ThySelf 47

7 Break the Law: Remove the Label 50

8 Believe in Your Dysfunction 61

9 LIGER: 15 Key Behavior competencies of top performers 58

10 Embracing Your Dysfunction 61

11 Eagles and Lemmings 63

12 Get Out of the Way of Yourself 66

13 Are you the Monkey? 68

14 The Four Batteries of Performance 70

15 Paranio Is Your Friend 77

16 Cynicism Is Your Shaving Cream 77

17 Not Risking Is Failure 81

18 Reality Markers of Success 84

19 Grass Always Looks Greener 91

20 Go Ahead-Skin Your Knees, Fall Off Your Bike 94

21 Love Thy Competitor 97

22 Mental Toughness 99

23 Get Over It 105

24 Activity Creates Results 107

25 Marshmallows and Silver Bullets 109

26 Three Pillars of Career Success 111

27 That 10% Thing 115

28 Overnight Success Is Only for FedEx 118

29 Talent: Not Enough 122

30 Selling MBA: Key Knowledge and Skills 124

31 It's OK to Talk to Yourself 127

32 Stop, Drop and Roll 128

33 Time Management: Three Deadly Sins 131

34 PAIDA? = Payday 135

35 CSI: Autopsy of the Call 138

36 Why Don't Customers Buy? 140

37 Your Real Competition 143

38 The First Four Minutes-Dead on Arrival 149

39 Four Languages of Value 160

40 Trust Treats (20/60/20) 162

41 Read Their Minds: Go Psycho 166

42 Creating a Unique Customer Experience 168

43 Séance Selling: The Clairvoyant Consultant 175

44 The Four Ways to Increase Customer Retention 178

45 Get Key Appointments 180

46 Optimism as Your Friend and Foe184

47 The Number-One Reason We Lose Deals 186

48 The Decision-Making Brain 188

49 Do You Want the Red Pill or Blue Pill of Reality? 190

50 Great Questions to Ask (Bridging Perceptions of Reality) 192

51 The Therapist Is In (Listening Skills) 200

52 The Great Separator 202

53 Nine Steps to a Competitive Conversion 205

54 Deadlines on the Customer 209

55 Tell'Em, Don't Sell' Em 213

56 Consultantizer or Widgetizer? 217

57 Overcoming Objections 222

58 Reduce Their Risk (of Saying "No") 227

59 Your Best Day...Scorecard 229

60 Rules of Engagement: the danger of customer relationships 233

61 Recharge Your Competitive Advantage 238

62 Life Is a Game 240

Contributors 242

About the Author 249

Editorial Reviews

Todd Zaugg is the real deal. He has made a dramatic impact to our sales organization by taking us from “knowing” to “doing”.
– JAMIE PETERSON, Director of Sales, Boston Scientific

“I highly recommend that Warrior Sales Monk sit on the desk of sales professionals at every level, pages dog-eared and coffee-stained, but ready and waiting to offer the advice, backed by  real-world testimonials, to get the deal closed and the sale won.” – ERIC TIMKO, CEO, NUEROVASX

“Todd’s unique insights and disarming style pull participants in and the real world utility of his teachings keep them there throughout.”
– JOHN DAVIS, VP of sales, St. Jude

“Very powerful, and more important, very useful.”
– PHIL LUCEY, AVP, COVIDIEN

From the Publisher