Description
Book SynopsisTable of ContentsPreface: Winter Is Coming xiii
Part 1: Mind Your Mindset
1 Rise and Survive 3
2 Put Your Swimsuit On 7
3 Be Right Now 11
4 The Only Three Things You Control 15
5 Stop Wishing Things Were Easier; Start Making Yourself Better 17
6 Be Grateful for Adversity 19
7 Dig for Ponies 25
8 You Cannot Afford the Luxury of a Negative Thought 29
9 The Trouble with Doom Scrolling 31
10 Don’t Get into Buckets with Crabs 35
11 Invest in Yourself 37
12 Set NEW Goals 39
13 This Ain’t Easy Street 43
Part 2: The Pipe Is Life
14 Talk with People 49
15 Become a Relentless, Fanatical Prospector 51
16 Be the Squirrel 55
17 Persistence Always Finds a Way to Win 57
18 Go Where the Money Is 61
19 Seven Steps to Building Effective Prospecting Sequences 67
20 Message Matters 73
21 When You Hit the Wall of Rejection, Keep Going 77
22 All Prospecting Objections Can Be Anticipated 81
23 Do a Little Bit of Prospecting, Every Day 87
24 One More Call 89
Part 3: Time Discipline
25 Protect the Golden Hours 95
26 Work Harder, Longer, and Smarter 97
27 Own It! 99
28 Three Choices for Your Time 103
29 Eat the Frog 107
30 Leverage High-Intensity Activity Sprints 111
Part 4: Sell Better
31 Don’t Bring Charm to a Gunfight 117
32 It's the Sales Process, Stupid 121
33 Qualify Better 123
34 Deal with Decision Makers 127
35 Advance with Micro-Commitments 133
36 Keep the Faith 137
37 Discover Better 141
38 Emotional Experience Matters 145
39 Listen Better 149
40 Sell Outcomes 155
41 Close Better 159
42 Stop Obsessing over Objections 163
43 Disrupt Decision Deferment 167
44 Control Your Emotions 173
45 Be Bigger on the Inside Than You Are on the Outside 177
Part 5: Protect Your Turf
46 Manage Your Accounts 183
47 Be Responsive 187
48 Develop Account Retention Plans 189
49 Protect Your Prices 195
50 Be Proactive 201
Part 6: Protect Your Career
51 Don’t Complain 207
52 Be Indispensable 211
53 Go the Extra Mile 215
54 Outperform the Dip 219
55 Be Bold 223
Epilogue: Always Trust Your Cape 229
Acknowledgments 231
About the Author 233
