The selling fox: a field guide for dynamic sales performance

Machine generated contents note: Chapter 1 Closing Techniques 5

Mastering the Basics 5

The Close 6

The Indirect Strategy: A Key Strategy to Master 15

Making the Customer Commitment Stick 18

Closing Like a Selling Fox 21

Selling Fox Talk 22

The Fox Ethos 22

Chapter 2 Closing Dynamics 24

Mechanics of a Trial Close 24

Close Condition Requirements 25

The Fox Ethos 34

Chapter 3 Blocking and Trapping 35

Blocking 35

Trapping the Competition 41

Selling Fox Talk 50

The Fox Ethos 51

Chapter 4 Selling at the Edge 52

Acknowledging the Possibility of Losing 52

Loss Recovery Plans and Techniques 53

Ranking Your Performance 58

The Fox Ethos 67

Chapter 5 Calling High 68

Executive Relationship Principles 68

Creating Balanced Value 76

The Seven-Step Executive Calling Process 88

The Selling Fox's Perspective on Calling High 98

The Fox Ethos 99

Chapter 6 The King of Sales Strategy 100

How You Sell Is Important 100

Indirect Is King 101

Real-Life Examples of the Indirect Strategy 109

Indirect Wins for Selling Foxes 118

The Fox Ethos 118

Chapter De-Installing a Competitor 119

De-Installing a Competitor in a Major Account 119

A Fox-Like Approach to Loss Recovery 141

The Fox Ethos 143

Chapter 8 Qualifying Opportunities 144

The Opportunity Evaluator 144

Major Opportunity Evaluator 145

Major Opportunity Evaluator Summary 173

Short Cycle Opportunity Evaluator 177

The Fox Ethos 182

Chapter 9 Are You a Selling Fox? 183

Expanding Your Self-Performance Rating 183

Are You a Selling Fox? 187

The Fox Ethos 192

Chapter 10 Building Your Personal Business Development System. 193

The Missing System 193

Design an Effective System 194

Applying Planning to Your System 196

Assessing Your Personal Capacity 200

Build Your Personal Business Development System 203

The Mark of a Selling Fox 210

The Selling Fox Ethos 211.