Worksheets

There are several worksheets mentioned in the book. Each worksheet is specifically designed to help readers be highly effective in implementing the insights shared in the book.The instructions for each worksheet are contained in the chapters of the book. Here is a list of the worksheets and what the are designed to do.

The link to each worksheet is at the very bottom of the pages that describe each chapter.

Window of Dissatisfaction

This worksheet is designed to:

  1. Help you see which of your past sales happened while the prospect was in the Window of Dissatisfaction
  2. Help you understand how much your sales efforts can be improved when more of the opportunities you pursue happen while the prospect is in the Window of Dissatisfaction
  3. Help you identify which sales will provide the greatest insights when you conduct a Won Sales Analysis

Personal Buying Triggers

This worksheet is designed to:

  1. Help you see that every major purchase decision is caused by Trigger Events
  2. Help you understand how one Trigger Event can result in several different purchases
  3. Help you identify the Trigger Events that lead up to personal purchases you made so you will start seeing Trigger Events everywhere

Won Sales Analysis

This worksheet is designed to:

  1. Help you see which Trigger Events result in the highest close ratios and shortest sales cycles.
  2. Help you understand which Trigger Events are most likely to bring you core loyal customers.
  3. Help you identify which lead sources provide the greatest return on your investment

Emotional Favorite

This worksheet is designed to:

  1. Help you see how you can surround yourself with successful people who have money, authority, and influence
  2. Help you understand that some relationships are worth taking the time to build even though there is not a sales opportunity today
  3. Help you identify who is worth building a relationship with before they experience a Trigger Event and now want what you sell

Trigger Event Qualifying

This worksheet is designed to:

  1. Help you see which opportunities are most likely to close
  2. Help you understand which opportunity characteristics are the best predictors of success
  3. Help you identify which future opportunities are worth pursuing