The models and concepts are applicable in most of our everyday conversations with internal teams besides customers and in my personal life.

I have held a number of internal workshops where I have been able to connect with partner groups through effective conversation that has resulted in partner groups issuing briefs and arranging meetings for me to meet with their clients.

I now have the right tools to prepare myself for presentations. I have the ability to customize them based on my audience.

Love the Quick Prep Tool. Clarifies where I am and covers things I may have missed.

This has given me the necessary structure to follow up on sales calls and to achieve the best possible results.

You have to shake that “either I got or I don’t” attitude and realize that success in selling is not a personality but a collaboration of initiative and preparation.

Using WIIFT, I put together a Digital Road Map for the new client, outlining all of the activities we had planned on undertaking with the old client for the rest of the year. Instead of simply listing the activities and costs out, each got a few dedicated slides in a PPT with clearly defined “Outcomes”, framed in a way that demonstrated each activity’s value to the new client and worded in a manner that a Commander would most likely be receptive to. A project we had assumed would be dead in the water due to high up front costs and a prolonged development cycle immediately grabbed his attention. At the end of the discussion he indicated he wanted to move forward with it, asking for a detailed SOW.

This course will definitely have a positive impact on my future sales. I will be able to use many portions of what I learned not only in sales but other areas of my life.

I have learned a disciplined approach to “customer” engagement that, if properly applied, will significantly improve my sales effectiveness.

It was a connecting bridge between the skills I had and the abilities I wanted to have.

I had a prospecting meeting with an achiever. His previous meeting had run long, so we only had 10 minutes. I managed to share just the results, and he hired me at the 8 minute mark, earning me $3000 per year, and likely $30000 in lifetime value as he’s already referring me to his peers.

I am getting more satisfaction from my job than ever and feel less stress and pressure when the caller requires more time. The callers also are expressing their appreciation.

Since adopting these tools, I have signed on 100% of the prospective clients I have met with. Although I doubt that level of success continues, I have far exceeded my financial goals for this year.

Even though the book is geared towards sales, many of the tools and practices can be used by team members during other customer engagements related to our business, (such as project development, deployment, and manufacturing support).

I made a subtle shift from focusing on myself and my ability to answer questions to wanting to focus more specifically on the caller, their Tribal Type, and their POWNs and WIIFT. I started worrying less about providing the best answers then in asking the right questions, listening better, and in paraphrasing to confirm understanding with less assumption.

Some great techniques and tips that can be applied immediately – and with great results.