Description
Dale is a global Managing Director in FranklinCovey’s Sales Performance Practice. He is a thought leader and co-author of the book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More which will be released in January 2022. Dale is a highly sought-after advisor to sales and business leaders at many of the world’s most admired companies. He focuses day-to-day on helping clients dramatically grow revenues and profitability. Contents Introduction Unlike Any Sales Book You’ve Read Before A Six-Year Experiential Sales Research Project Surprisingly Average or Strikingly Different? How to get the Most From this Book Chapter One: Flashpoint The Myth of a “Good Meeting” Decisive Action, Momentum, and Breaking the Status Quo Practice One: Separate and Elevate Chapter Two: The Power of Contrast Relevant + Distinct + Memorable = Contrast The Challenges Facing Sales Comparing Criteria That Matters People Choose When Differences Are Clear Small Details Make a Big Difference Three Areas to Draw Contrast Different in Unique Ways Chapter Two Application: The Power of Contrast Chapter Three: Go Hollywood The Power of Movie Trailers An Effective Sales Movie Trailer The Power of Headlines Using Movie Trailers and Headlines as High Leverage, High Yield Activities Chapter Three Application: Go Hollywood Chapter Four: Elevate or Fade Away Elevate Above a History of Mistrust Elevate Your Thinking Elevate Above Limiting Beliefs Chapter Four Application: Elevate or Fade Away Practice Two: Tell Compelling Stories Chapter Five: The Secret to Amazing Stories Storytelling and the Brain The Elements of a Story Four Story Goals Emotion and the Science Behind Decision Making Effective Stories Drive Decision Velocity The 5 Second Secret Using Stories to Build to a Flashpoint Chapter Five Application: The Secret to Amazing Stories Chapter Six: Two Why’s and a What Flashback Stories Flashforward Stories Chapter Six Application: Two Why’s and a What Chapter Seven: Weave Stories in and Objections Out Weaving “The Past” Thread Weaving “The Present” Thread Weaving “The Future” Thread Additional Blueprint Practices Chapter Seven Application: Weave Stories In and Objections Out Practice Three: Win with Momentum Chapter Eight: Unleash Sales Multipliers Three Key Sales Multipliers Chapter Eight Application: Unleash Sales Multipliers Chapter Nine: Slow Down for Yellow Lights Match, Understand, Resolve Examples of How to Resolve Yellow Lights Cracking the Code on Yellow Lights Chapter 9 Application: Slow Down for Yellow Lights Chapter Ten: Start Fast, End Big Start Fast Follow Stringer’s Rules of Engagement End Big Chapter Ten Application: Start Fast, End Big Conclusion
