Closing: The discipline of closing is the gaining of commitments. This is the first discipline because commitments are what allow you to create opportunities, create value, and win deals. This is the first discipline.
Prospecting: The discipline of prospecting requires that you speak to your dream clients to ask them for their time and for an opportunity to explore working together. This is the second discipline because no deal is ever created or closed before it is opened.
Nurturing: The discipline of nurturing requires that you communicate value to your dream clients over a long period of time, making yourself known, and making yourself known as a value creator.
Planning: The discipline of sales call planning allows you to use both your time and your dream client’s time effectively. It allows you to plan to create value and establish yourself as a true professional.
Value Creation: The discipline of value creation requires that you ensure that your dream client benefits from every engagement with you, including every sales interaction, and every deal.
Caring: The discipline of caring is what ensures that you aren’t self-oriented and that you establish trust. It makes you other-oriented.
Integrity: The discipline of integrity is also necessary for trust. It is the discipline of being honest and walking your talk.
Listening: This discipline, combined with caring, is the heart of understanding. Your dream clients want to be heard, want to be significant, and want to collaborate. The discipline of listening is how you meet those needs.
Follow Up: The discipline of follow up is your keeping the commitments you make to your dream clients, no matter how large or small. It is one of the ways trust is established and maintained.
Profit: The discipline of profit ensures that you make enough money to successfully deliver for your clients and that you have enough left over to develop greater levels of value in the future.
Get my 2nd book: The Lost Art of Closing
"In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall."
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Filed under: Sales 3.0, Values