Eat what you kill Becoming a sales carnivore
Book - 2025
"From the founder and CEO of multimillion dollar sales empire D2D Experts, a battle guide to closing more deals than you ever thought possible"--
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- Subjects
- Published
-
[New York] :
Portfolio/Penguin
[2025]
- Language
- English
- Main Author
- Physical Description
- xix, 283 pages : illustrations ; 22 cm
- ISBN
- 9780593715741
- Introduction: eat what you kill
- How I got here
- Mindset. Introduction to mindset ; Victim, survivor, or conqueror? ; Would you rather be a W-2 of a 1099? ; The mental governor ; Activate your prey drive ; Just one more door ; Carnivores do best in packs ; Salesnertia ; The greatest competition is with yourself ; Impeccable integrity ; You might be saving a life ; Everything is sales ; Burnout is a mindset problem
- Overall strategy. Introduction to overall strategy ; What are your sales goals? ; Your daily routine ; Sales is a contact sport ; Where are you spending your hours? ; The four types of questions (and how to ask them) ; The four building blocks of selling ; What makes a terrible salesperson? ; What makes an awesome salesperson?
- Nonverbal selling. Introduction to nonverbal selling ; Your appearance ; Your tone ; Your body language
- Prospecting. Introduction to prospecting ; Customer profile: the driver ; Customer profile: the analyzer ; Customer profile: the passive ; Customer profile: the socializer ; Create a prospecting strategy ; The importance of CRM apps ; The seven doors to reach customers ; Following up: data is king ; Social media prospecting
- Pitching. Introduction to pitching ; The first thirty seconds state change ; Step 1: the opening ; Step 2: the what ; Step 3: the why ; Step 4: the pullback ; Step 5: the transition ; Blend tenacity with empathy ; Be the needed not the needy ; Selective amnesia ; Pretend you get paid for each no ; Ingenuity
- Presenting. Introduction to presenting ; Presentation essentials ; Memorize or improvise? Both! ; Don't prejudge ; The needs audit ; Value - emotion + logic ; The pre-frame ; Building rapport without landing in the friend zone ; The problem-solution transition ; The pain tunnel ; The inception shovel
- Objections. Introduction to objections. Deal-breaker, smoke screen, or true objection? ; Selective hearing ; The 8-mile technique ; Objection fence stalking ; Rein swapping ; Feal/felt/found (FFF) ; Identify/isolate/overcome (IIO) ; Agree/restate/antidote/transition (ARAT) ; The intentional loop
- Closing. Introduction to closing ; The yes train ; Tie-downs ; The ABC's of closing ; Getting referrals after the close
- The big picture. Managing your career ; Sales mastery ; Your life is more than your career.