Information Improves Your Win Rate
Questioning with Purpose
CHAPTER 12: Three Places Where Differentiation Goes to Die
Call Openings
Presentations and Proposals That Generate Urgency
Keeping Your Purpose Alive in Negotiations
Go Beyond Normal
CHAPTER 13: The Dirty Little Secret About Sales Training
Sales Training Addresses the Symptoms, Not the Cause
Two Distinct Mental Abilities of Top Performers
How Sitting with Uncertainty Reduces Objections
Your Customers Are Mind Readers Whether They Realize It or Not
The 10‐Second Game-Changer
CHAPTER 14: Using Technology to Humanize Customers
How Your CRM Affects Sales Calls
Why Computer Screens Are More Powerful Than Sales Managers
CHAPTER 15: How Fear Flatlines a Sales Team
Why Fear Causes Salespeople to Fail
Don't Take Your Lizard Brain on Sales Calls
An Eye‐Opening Lesson in Fear‐Based Leadership
The Ripple Effect of Fear
Why Shared Commitment Gives You Courage
How to Conquer Fear When You're Broke
6 PART 4: Creating a Tribe of True Believers CHAPTER 16: Sustaining the “High” of the Close “Kill the Competition” Is Not a Rallying Cry How to Keep the Serotonin Flowing Gratitude: The Gateway Drug to Happiness CHAPTER 17: Sales Meetings That Inspire Action (from Everyone) Why Traditional Meetings Can Unintentionally Erode Morale Small Shift, Big Impact CHAPTER 18: Noble Purpose Sales Coaching Before the Sales Call During the Sales Call After the Sales Call CHAPTER 19: Training Your Frontline to Be Noble Purpose Sellers Learning vs. Lecturing Self‐Discovery Experiential Training Is Stickier Why Maria Montessori Would Have Been a Great Sales Trainer CHAPTER 20: Incentivizing Purpose What the Marshmallow Experiment Tells Us About Sales Incentives Hit Your Goals with Momentum Why the Winner‐Takes‐All Model Fails Midyear Reward the Right Behaviors Giving Everyone a Trophy Is Not the Answer Why Public Recognition Is Powerful Nine Ways to Incentivize Your Purpose CHAPTER 21: Winning Top Talent Join Us If You Want Make a Difference Onboarding Should Get People More Excited, Not Less Excited CHAPTER 22: How to Keep Your NSP from Dying in Accounting How Overattachment Costs You Money Why Silos Turn Into Turf Wars The Cost of Overemphasis How to Bring the Customer's Voice into the Room CHAPTER 23: Build a Noble Purpose Culture (and Have More Fun at Work) Cascading Meaning Noble Purpose Culture‐Builders
7 Conclusion: Life on Purpose The Second‐Most‐Important Person in the World Making the Mundane Meaningful Your Self‐Story Becomes Your Life Story
8 APPENDIX A: Techniques and Tools Implementing Noble Purpose in Your Organization The Three Discovery Questions Customer Impact Stories The Five Categories of Critical Customer Information The You‐Me‐You Call Opening The 10‐Second Game‐Changer The Game‐Changing Question The
