Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More (Paperback)

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