Field Guide

The Baseline Selling Field Guide provides you with the exercises to help you apply the concepts you learned about in Baseline Selling to Your Business. There are 24 exercises and each one is designed to help you better understand, better translate and better execute the lessons.

The Exercises in the Field Guide include:

On Deck Circle -  Improving Your Commitment
On Deck Circle - Mapping Your Sales Process 
On Deck Circle – Goal Setting Made Easy
Getting to 2nd Base – Compelling Reasons to Buy
Getting to 1st Base – Positioning Statements
Getting to 1st and 2nd Base – First Impressions
On Deck Circle – Targeting the Right Prospects
Getting to 1st Base – Script to Get Appointments
Getting to 1st Base – The Cycle
On Deck Circle – Overcoming Need for Approval
On Deck Circle – Overcoming Fear of Rejection
All the Bases – Overcoming Objections 
Getting to 2nd Base – Asking Questions
Getting to 2nd Base – The Hidden Ball Exercise 15 - Getting to 3rd Base – Getting Comfortable with Money
Getting to 3rd Base – The Qualification Scorecard
Running Home – Writing an Effective Proposal
Running Home - Presenting with Passion 
Running Home – A Needs and Cost Appropriate Solution
Getting to 2nd Base – Evaluating Your SOB Quality
Dugout – Getting Referrals and Introductions 
On Deck Circle – Setting Expectations
On Deck Circle – Reprogramming Self-Limiting Beliefs
Dugout – Daily Sales Call Summary

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While all of these exercises will help you with the specific issue in each chapter, many of them will also help you maintain control of your emotions, by providing you with the ability to respond without thinking, and to handle whatever comes up without panic.

Practice and preparation are the keys to success and this Field Guide will help you practice the routines that you need to practice.

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