Week 3: Summary of Sales Tools Thus Far

• Serves as the blueprint for the sales process, the overall Sales Toolkit,
Program Overview Map
and the program itself

Your Sale to Be Made • Encourages you to always be conscious of the next sale to be made

Your Baseline Inventory of

• Gives you a sense of your strengths and weaknesses, and where you
Knowledge, Skill, and
would like to focus on acquiring your next expert moves
Discipline

• Helps simplify your message by thinking through several ways of talking to

Vitamins and Painkillers prospective customers about their needs, what’s important to them, and
why it matters

• Gets you ready to execute an expert move in selling—talking about

Walk and Talk
yourself and what you do

• Helps focus when you aim your sights on a large market or too many
Filter Your Targets
divisions within the same company

• Helps identify as many stakeholders as possible and then map their

Build Your Stakeholder Map
respective influence on the decision

• Prepares you to talk about your competition such that you are ready for
Competitive Talking Points
that conversation at a moment’s notice

• Helps you prioritize selling into each week and to plan for the continuous
development of your knowledge, skill, and discipline
Your Weekly Cadence
• Helps you stay on target, be more productive, and make measurable
progress

• Provides you with a checklist that helps you optimize your proactive
Proactive Pursuit Checklist
pursuit and turn cold prospects into warm leads

• Gets you ready for a live conversation whose outcome, goal, ask, or close
Your Prospecting Script
is a meeting

• Engages immediately through the subject line as well as its opener

• Has sharp and crisp language, and a proper balance of boldness and
Breakthrough Introductory
humility
Email
• Has structural elements that allow the content to jump off the screen or the
page

• Shows you the expert moves of getting into and out of networking
Art of the Sales Conversation
conversations effectively

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