Publisher's Synopsis
Excel Under Pressure
Diamond Goldfish uncovers how business is a game. It's a guide for driving sales and deepening client relationships. Based on the Diamond Rule, over 150 case studies, and the science-backed framework of Market Force, the book provides perspective and tools for winning in sales and client management.
The book consists of three main sections:Section I outlines the Why. Here we explore our metaphor of the Diamond Goldfish. We'll share the reasoning behind the diamond as a metaphor and the symbolism of the goldfish. The section will also explore our human biology, examine the impact of pressure, and uncover the four behavioral styles (Control, Influence, Power, and Authority).
Section II explains the What. Here we share the process of leveraging the Diamond Rule. We'll uncover how to M.I.N.E. for diamonds with the four-step process of Mindset, Identify, Neutralize, and Empathize.
Section III showcases the How. We explore each stage of the sales process using Market Force principles. First, we'll examine the Big Picture. Then we'll look in turn at setting the foundation, hosting the first meeting, and working the sale. We reveal how to acknowledge success and set-up for the next go-around. We'll finish the section by discussing the Diamond Rule Matrix, a quick reference guide to assess how your behavioral style works best with each of the four styles.
Praise for Diamond Goldfish"In a clever, practical, tactical, and biological (yes, biological) framework, Diamond Goldfish will help you to recognize four different types of stakeholders you meet with when you are selling. You'll also discover their primary response to pressure, as well as how to best to resolve their concerns."
- ANTHONY IANNARINO, BEST-SELLING AUTHOR OF THE ONLY SALES GUIDE YOU'LL EVER NEED, EAT THEIR LUNCH, AND THE LOST ART OF CLOSING
"If put into practice on a wide scale, this brilliant Diamond Rule concept has the potential to revolutionize how business relationships work, producing improved results for everyone involved, both emotionally and financially."
- STEVE SIPRESS, FOUNDER AND PRESIDENT OF CEO SCOTTSDALE AND SUCCESSFUL SELLING SYSTEMS, INC
Ready to upgrade your humanware and achieve prosperity in business?
