Trilogy by Shea Homes
2025 Sales Conference
Quick Start Workbook
An educator makes easy things hard.
A communicator makes hard things easy.
Name: ____________________________________________________
Welcome to the 2025 Trilogy by Shea Homes Sales Conference
To Our Valued Trilogy Team,
I am incredibly honored and excited to welcome each of you to the 2025 Trilogy Sales Conference. This event is a testament to our collective commitment to excellence and continuous growth.
As we gather, it's important to reflect on the remarkable achievements of the past year. Your dedication, resilience, and unwavering passion have been the cornerstone of our success, driving incredible results and solidifying Trilogy's position as a leader in the industry. We've built on our strong foundation, created exceptional communities, and most importantly, helped countless Members find their dream communities.
Yet, in our pursuit of greatness, we know there's always room to elevate. This conference is designed precisely for that – to empower you with new insights, refined strategies, and innovative tools that will enable us to reach even greater heights. It's an opportunity to learn from each other, share best practices, and collectively shape the future of Shea Homes.
I encourage you to fully immerse yourselves in the sessions, engage in meaningful discussions, and embrace the spirit of learning that defines our culture. Together, we will not only celebrate our accomplishments but also lay the groundwork for an even more prosperous and impactful future.
Thank you for your continued hard work and for being an integral part of the Trilogy family. Let's make this conference an unforgettable experience and a catalyst for extraordinary success in the year ahead.
Warmly,
Jeff McQueen
President, Trilogy by Shea Homes

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Meet Our Facilitator
Jack Lindsley
We're honored to introduce Jack Lindsley, a renowned sales trainer, entrepreneur, motivational speaker, and experienced facilitator. With over 30 years in sales leadership, Jack specializes in performance psychology, effective communication, and actionable goal achievement. He empowers sales teams to unlock their full potential and drive exceptional results, making him the ideal guide for our conference.
"I'm thrilled to be part of the 2025 Trilogy Sales Education Conference! This gathering is a fantastic opportunity to deepen our understanding and refine the skills essential for excellence. I'm eager to share practical strategies and collaborate with each of you to propel our collective success forward. Let's embrace this journey of growth together!"
— Jack Lindsley

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Table of Contents
What to Expect | 4
Introduction to the program and how to get the most from your investment
Fundamentals | 6
Core principles for sales success
The Legs of Success | 7
Framework for achieving consistent results
Cookbook | 8
Step-by-step formulas for sales success
The I/R Theory | 9
Understanding identity and role performance
Goal Areas | 11
Identifying key areas for improvement
"I" Side Goals | 13
Building self-concept and identity goals
Attitude - Behavior - Techniques | 15
Tracking your mindset and actions
Dummy Curve | 20
Understanding the learning progression
OK/Not-OK | 21
Managing interpersonal dynamics
Reversing | 24
Strategies for handling objections
The "Buyer/Seller Game" | 29
Navigating sales interactions
Bonding and Rapport | 30
Building strong customer relationships
Up Front Agreements | 33
Setting clear expectations with clients
The Concept of Pain | 34
Identifying customer needs and challenges
Budget | 36
Discussing financial considerations
Decision | 37
Guiding clients through the decision-making process
Fulfillment | 38
Ensuring product delivery and satisfaction
Post Sell | 39
Following up and maintaining customer loyalty
Tour Debriefing | 40
Analyzing and improving sales calls
Notes | 41

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What to Expect
Listed below are six specific suggestions on how to get the most from your investment and ensure success at the highest levels as we begin to work together.
1
Attend Your QuickStart Fundamental Sessions
These frequently scheduled workshops will allow you to learn systematic methods to make sales happen more effortlessly and more often. We'll help you take the struggle out of every step of the selling cycle. Take advantage of the availability and attend as often as you choose.
2
Participate!
If you only attend our sessions with the idea of taking notes and sitting quietly to "learn from others," you will be shortchanging yourself, while lengthening your learning curve. To develop mastery and control over your business, you must take the initiative to learn by questioning, considering, and even challenging everything you see and hear from us.
3
Apply What You Learn Consistently
The true value of this program comes from applying the strategies and techniques taught. Make a commitment to implement new learnings in your daily work, even if it feels uncomfortable at first. Consistent application is key to transforming knowledge into tangible results.
4
Utilize All Available Resources
Beyond the core sessions, we offer a wealth of supplementary materials, tools, and a supportive community. Engage with these resources, ask questions in our forums, and connect with peers to deepen your understanding and accelerate your progress. Don't hesitate to seek out additional support when needed.
5
Track Your Progress and Set Goals
To truly measure your success, establish clear, measurable goals and regularly track your performance against them. Celebrate your wins and analyze areas for improvement. This structured approach will provide clarity, motivation, and a clear path towards achieving your highest potential.
6
Provide Feedback and Share Successes
Your insights are invaluable. Share your experiences, challenges, and especially your successes with us. Your feedback helps us continually refine and improve the program, and your success stories can inspire and motivate others in the community. Let's grow together.
By following these suggestions, you will not only maximize your personal growth and sales performance, but also contribute to a mutually profitable relationship that we hope will extend through future referrals and long-term partnership.

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Uncovering Shared Challenges
Before diving into strategies, let's acknowledge some of the common hurdles faced in the sales process. This list highlights key areas where many of us seek improvement.
Lack of a systematic approach to selling, making it difficult to control calls or analyze results.
Hesitation or difficulty in making follow-up calls.
Finding certain guests or prospects intimidating.
Past sales training's effectiveness diminishing without reinforcement, repetition, or coaching.
Challenges with time management.
Absence of personal goals to maintain focus during tough times.
Presenting offers but failing to close the business.
Dealing with guests who want to explore other options before committing.
Uncertainty regarding the precise timing and method for closing deals.
Difficulty in handling objections or price pressure.
Receiving too many "think it overs" that don't convert into sales.
Insufficient high-quality referrals.
Experiencing rejection when guests decline an offer.
Perceived lack of budget or insufficient funds from prospects.
Guests not responding to calls or emails.
Uncovering hidden decision-makers or influencers.
Other unforeseen issues that impact sales performance.

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The Fundamentals
Become a ___________ of the _____________
Do the _______________________
Don't get ______________________
Keep my ________________in order
Remember:

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The Three Legs of Success
Achieving consistent success in sales, and in life, relies on balancing three fundamental pillars:
When all three work in harmony, they create a stable and powerful structure for sustained achievement.

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Cookbook Worksheet
Understanding your sales metrics is crucial for consistent success. Complete this worksheet to identify your conversion rates at each stage of the sales process.
A. Closing Rate
How many prospects must I tour in order for one to close?

Answer:____________
B. Show Rate
How many appointments must I schedule in order for one appointment to take place?

Answer:____________
C. Booking Rate
How many prospects must I speak with in order to book one appointment?

Answer:____________
D. Contact Rate
How many times must I dial the phone, walk in, ask for a referral, etc. in order to speak with one prospect?
Answer:____________
Contacts Required for Sales = A x B x C x D
In order to achieve ________ closes, I must do what is necessary to make _________ contacts so that I can speak with _______________ prospects so that I can book ___________ tours. If I do these things consistently, I will be ___________________.

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The I/R Theory
On a scale of 1 to 10, below I have circled my rating:
1 2 3 4 5 6 7 8 9 10
In 25 words or less, here is an explanation of why I chose this rating:
"I" means
"R" means
"Adjusting" means: ________________________________________________________________________________________________

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The I/R Theory (continued)
Psychological Levels (Identity)
How you view yourself internally
Performance Levels (Roles)
How you execute your roles externally
True or false? "Some people just have a way of getting under your skin."
"Keep your________________________ covered!"
"Don't take role failure on your 'I' side." Means: __________________________________________________________________
"You are not your role. You perform your role."
Being a "10"
A "10" is someone who ____________________________________________________________________
____________________________________________________________________________________________
Explanation:
____________________________________________________________________________________________
____________________________________________________________________________________________
____________________________________________________________________________________________
Things to Remember:
1. Don't _________________________________________________
2. Keep _________________________________________________
3. Be a _________________________________________________

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Goal Setting Starter Kit
I commit to: _____________________________________________________

I will have this completed by:_________________________________________

Why written goals?
Own Your Actions
"You are either going to be a part of your plan.. or part of someone else's."
Explain:
"Goals make decision making easy."
Explain:

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Goal Setting Starter Kit
Here are ten words or phrases that describe me:
  1. _________________________________
  1. _________________________________
  1. _________________________________
  1. _________________________________
  1. _________________________________
  1. _________________________________
  1. _________________________________
  1. _________________________________
  1. _________________________________
  1. _________________________________
___________
Career achievements and growth
___________
Self-development and character
___________
Relationships and home life
___________
Income and wealth building
___________
Physical and mental wellbeing
___________
Values and beliefs
Identifying your key goal areas helps create balance and focus in your personal and professional development.

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Building "I" Side Goals
Goal Area:_________________________
Currently, I need to work on:
When this improves, this will be the result:
Goal Area:_________________________
Currently, I need to work on:
When this improves, this will be the result:
Goal Area:_________________________
Currently, I need to work on:
When this improves, this will be the result:

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"I" Goals That Get Me Closer To 10
I'm having my best year ever.
My self confidence is continuing to increase.
I only deliver premium goods for which I expect fair compensation.
I remain focused on basic principals.
I am committed to use the system.
I don't fear failure; if it doesn't work I'll find out why.
I will strive to be assertive and non-offensive.
I've got guts; I plant my feet and get it done.
I refuse to accept any "I want to think it overs."
I am able to say what I feel.
My attitude is affected by my behavior (just do it).
I take risks: I go for the top, ask for the max.
I do not waste my time or my client's time.
My "I" may not be evaluated by others.
A sales failure is only an "R" failure.
"I don't need this sale" is written on their foreheads in neon.
I plant my feet. If it fails it is only an "R" failure.
I believe in myself and I know what I am talking about.
My activity (behavior) drives my attitude.
I am dedicated to perform my roles to the best of my ability.

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Attitude
My ____________________ is completely within my _________________. The way I choose to adapt to scenarios that may arise is a _________________ that I can __________________.

_______ Drives _______
Your mindset directly influences your actions, which in turn determine your results. Cultivating a positive, determined attitude is essential for sales success.
The right attitude includes:
  • in your product or service
  • in your ability to help clients
  • in the face of rejection
  • to continuous improvement

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Behavior
My ____________________ are the direct result of my ____________________ and what I ____________________ to do.

_______ Shapes _______
Consistent, purposeful actions are the bridge between your attitude and your achievements. Effective sales behavior is learned and practiced, leading directly to measurable outcomes.
The right behaviors include:
  • prospecting and outreach
  • Active listening and understanding
  • Asking insightful, open-ended
  • Clear and concise
  • Diligent and persistence

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Techniques
My ____________________ are the ____________________ I use to ____________________ and ____________________ effectively, influencing ____________________ and achieving ____________________.

_______ Drive _______
Techniques are the practical application of your attitude and behavior. They provide the specific strategies and tools to navigate interactions, influence decisions, and consistently achieve desired sales outcomes.
The right techniques include:
  • Asking __________________________
  • Mastering __________________________ and empathetic responses
  • Skillfully handling objections and using __________________________
  • Building genuine rapport and _____________________ with clients
  • __________________________ persuasively and clearly
  • __________________________ the client through the decision-making process
  • Effective __________________________

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Attitude/Behavioral Journal
Date_____________ Time (prior to 8:00am)_________________________________
The belief (I-Goal) that I need to have today: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What I commit to accomplish (R-Goal) today: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
The one future goal I am focussing on today: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Why I want it: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What negative self-talk must I ignore? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
—REVIEW—
Did I maintain the believe throughout the day? ___________________________________________________________________ "I" Assessment (0-10) _______________
Did I accomplish what I committed to? ___________________________________________________________________________ "R" Assessment (0-10) ________________

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Attitude/Behavioral Journal
Date_____________ Time (prior to 8:00am)_________________________________
The belief (I-Goal) that I need to have today: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What I commit to accomplish (R-Goal) today: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
The one future goal I am focussing on today: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Why I want it: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What negative self-talk must I ignore? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
—REVIEW—
Did I maintain the believe throughout the day? ___________________________________________________________________ "I" Assessment (0-10) _______________
Did I accomplish what I committed to? ___________________________________________________________________________ "R" Assessment (0-10) ________________

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The Dummy Curve
Dummy
___ %
___ %
Amateur
___ %
___ %
Professional
___ %
___ %
What is the moral of the K-Mart story?
Regarding Presentations:

MD: ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Stephen Covey: ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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OK/ not-OK
List the first three words that come to mind when I say "_______________________________________________________"
What words or phrases do salespeople use that make prospects feel not-OK?
Internal Buzzwords
(Company specific)
External Buzzwords
(Industry specific)
No _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
"Since most people (98%) want to feel OK about themselves, the way to feel OK about themselves is to find someone else who is more _____________________ than they are."

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OK/ not-OK (continued)
"When people make you feel _______________, you get rid of them."
Explain:
"Salespeople don't get thrown out, they are ___________________ out"
Explain:
"As a profession, _____________________ are one of the most not-Ok groups in existence. So if both the prospect and I are fighting for __________________, someone is going to _________"
Explain:
"The old stuff (traditional sales training) is good, it's just old. The new stuff is good, but it hurts."
What does this rule mean to me?

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OK/ not-OK (continued)
Suggestions for OK / Not-OK
Struggle on purpose.
Don't be so quick with all the answers.
Be assertive without being aggressive.
No muscle flexing!
If my prospect flexes his muscles, I'll let them.
When under attack, fall back!
Ask for help...even when I don't need it. It involves the prospect.
Take total responsibility for the problem. "It's my fault..."
Never isolate the prospect or their problem.
Always let the prospect preserve his or her dignity.

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Reversing
My ____________________________ as a _______________________, as well as the size of my _____________________________ is based more on the amount of ____________________________ I obtain than the amount of __________________________ I _______________.
What is the moral of the "Little Jimmy" story?____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
What is Reversing? ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
It IS NOT being __________________________________ or___________________________________ the question.
What does Reversing accomplish?
  1. _______________________________________________________
  1. _______________________________________________________
  1. _______________________________________________________
  1. _______________________________________________________
  1. _______________________________________________________
What is the Rule of Three Plus? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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Reversing (continued)
How many times do I run into my prospect's icebergs?
How many times are the real issues well below the surface of what they say?
"Never go into a box!"
Prospect: "Do you have more than ___________________________ of these?"
CR: (excited as you sense a sale) "Why, yes!"
Prospect: "I wonder ________________________ are just like this one?"
CR: "As many as you want."
Prospect: "That's ______________________ I like _________________________________."
"Prospects are____-____________________ They _____________________________ about what I ___________________ is _______________________, they only care about what they ___________________________ is _________________________."

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Sample Reverses to Questions
1
Which means...?
2
You must be asking me that for a reason.
3
What were you hoping I could do?
4
And that would allow you to...?
5
How much were you hoping it would be?
6
Have you already made up your mind...that I couldn't help?...that you won't pay any more?...that it would be unfair to the person you're currently working with if you were to talk to me?...that there isn't a better than you have now?
7
Is it over?
8
Now that it's over, may I ask you a couple of questions?
9
What is it that we said to one another that you ... didn't like; ...made you decide that I couldn't help?
10
Are you open to...Inviting me over?…Discussing your situation?…Finding out whether or not we had something for one another?…Discovering how I might help?
11
How committed are you to dealing with these issues?
12
What happens if nothing changes?
"Prospects are____-____________________ They _____________________________ about what I ___________________ is _______________________, they only care about what they ___________________________ is _________________________."

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Reversing Statements
When reversing, the three most important words are: ______________________________, ________________________________, and _____________________________.
"When a prospect is emotionally involved they will never see your reverses."
Means:____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Questions can be abrasive. What are softening statements?
1
That's a good question...
2
That's a good point...
3
I'm glad you asked...
4
That sounds important...
5
I appreciate that...
6
I understand...
7
That could be trouble...
8
You've done your homework...
9
Makes sense...
10
Everyone asks that...
"Never justify, explain, or defend."
Means:
___________________________________________________________________________________________________________________________
What do I need to do instead? ____________________________________________________________________________________________________________________________________________________________
"Never make a move without a commitment."
Means: ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
"Never answer an unasked question."
Means: ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
When shouldn't I reverse?
  • 1) ____________________________________________________________________________________________________________________________________________
  • 2) ____________________________________________________________________________________________________________________________________________

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Dealing with Wishy Washy Words
Vague Language
  • Probably
  • Perhaps
  • Maybe
  • Possibly we might
  • There's a possibility
  • We could
Your response: "But you're not sure?"
Indecisive Phrases
  • Thinking about
  • Considering
  • Weighing the alternatives
  • Analyzing
  • Looking into
Your response: "But you haven't made any decisions yet?"
Prospect says: "What can you do for me?"
Your response: "I don't know…I'm not sure…Maybe nothing …"
Prospect says: "I don't think we need to meet"
Your response: "That's probably a good decision. How did you come to that? Makes sense….for a reason."
Prospect says: "Just send me some info"
Your response: "I'd be glad to. After you have read through it, what would you like me to do then?"

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The "Buyer/Seller Game"
Remember the game show "Password"?
List some "clue" words if the "password" was _________________________________.
____________ ____________ ____________
____________ ____________ ____________
Why is sales the only profession where we give information away for free?
What is a "think it over" ninety-five times out of one hundred? ____________________________________________

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The "Buyer/Seller Game"
Seller's System
________________________________________________
________________________________________________
________________________________________________
Buyer's System
________________________________________________
________________________________________________
________________________________________________
Your System
Whenever I follow the Buyer's System, I know I've just made the wrong choice at:
________________________________ - _____________________________________________.

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Bonding and Rapport
What does Rapport mean?
"You are my _____________ when you _________________ in my _________________."
This old expression means:
Why is this "Defense Wall" created by my prospect?
"Buyer Beware" means:
How could I dissolve this "Defense Wall"?

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Communication Pie
The "Communication Pie" illustrates the relative impact of different communication elements on our message's reception. Explain the concept and what each slice represents:
Examples of "Verbal"
List examples:
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
Examples of "Tonality"
List examples:
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________
Examples of "Physiology"
List examples:
____________________________________________________________________________________
____________________________________________________________________________________
____________________________________________________________________________________

The most important Bonding & Rapport Rule is: Communicate to my prospects or customers in the same manner in which they ____________________ and ____________________ in their ____________________.

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5 Steps to The Up Front Agreement
A clear up-front agreement sets the stage for a productive and respectful interaction. It empowers both parties and streamlines the sales process by eliminating guesswork.
01
T____________
02
T____________
03
A____________
04
B____________
05
F____________

Things to Remember

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The Concept of "Pain"
Let's dive into what truly motivates buying decisions, beyond just features and benefits. This exercise challenges conventional sales wisdom.
Features and benefits do not matter. Explain:
__________________________________________________________________________________________________________________________________________________________________________
People don't buy Features and Benefits. So, what do they buy?
__________________________________________________________________________________________________________________________________________________________________________
I don't sell a product or service. What do I sell?
The feeling to the outcome
"You can't sell anybody anything, you help them discover that they want it."
Explain:
_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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Understanding Your Prospect's "Pain"
Identifying a prospect's underlying "pain" is key to effective sales. This isn't just about surface-level problems, but the deeper issues driving their need for a solution.
The Pain Triangle
True motivation to change comes from understanding three distinct levels of pain a prospect might be experiencing:
1. _________ Pain:
This relates to monetary costs, lost revenue, or inefficient spending. It's about how the problem hits their bottom line.
Examples:
_________________________________
_________________________________
2. _________ Pain:
This focuses on the emotional or individual impact. How does the problem affect their daily life, stress levels, or career?
Examples:
_________________________________
_________________________________
3. _________ Pain:
This covers inefficiencies, lost productivity, competitive disadvantage, or missed opportunities.
Examples:
_________________________________
_________________________________
The Pain Funnel
Use these questions to dig deeper and uncover the true scope and impact of a prospect's pain:
  • Tell me more about that.
  • Can you be a bit more specific?
  • How long has that been a problem?
  • Have you tried to fix it before?
  • And that worked?
  • How much do you suppose that is costing you?
  • ...would be worth to you (time, business, money, profits)
  • How do you feel about that?
  • Does anyone else know?

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Budget
Before entering the Budget Step, I must first:
  1. ___________________________________
  1. ____________________________________
  1. ____________________________________
Why do people have difficulty talking about money?
_____________________________________________________________________________________________________________________________________________________________
What should I say to move into the Budget Step?
_____________________________________________________________________________________________________________________________________________________________
What are three possible responses the prospect can give me?
  1. ____________________________________
  1. ____________________________________
  1. ____________________________________
How should I respond to #1 and why?
_____________________________________________________________________________________________________________________________________________________________
Why use the word "share"?
_____________________________________________________________________________________________________________________________________________________________
Why use the phrase "round numbers"?
_____________________________________________________________________________________________________________________________________________________________
How should I respond to #2 and why?
_____________________________________________________________________________________________________________________________________________________________
How should I respond to #3 and why?
_____________________________________________________________________________________________________________________________________________________________
What is "bracketing"?
_____________________________________________________________________________________________________________________________________________________________
When "bracketing," why should I pick the lower range?
_____________________________________________________________________________________________________________________________________________________________
"There is never enough in the budget." Why?
What is a Monkey's Paw?
_____________________________________________________________________________________________________________________________________________________________
What is the purpose of a Monkey's Paw?
_____________________________________________________________________________________________________________________________________________________________
How can I use the Monkey's Paw technique?
_____________________________________________________________________________________________________________________________________________________________

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Decision
Before entering the Decision Step, I must first:
  1. ____________________________________
  1. ____________________________________
  1. ____________________________________
  1. ____________________________________
Budget issues are kept off the table because of _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Decision issues are kept off the table because of _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Why should I leave the word "Decision" out of the conversation?
_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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Fulfillment
Before entering the Fulfillment Step, I must first:
  1. ________________________________________________________________
  1. ________________________________________________________________
  1. ________________________________________________________________
  1. ________________________________________________________________
  1. ________________________________________________________________
"Sell today, educate tomorrow. Only use what you know in relation to taking care of your prospect's pain." Means?
________________________________________________________________
________________________________________________________________
________________________________________________________________
"No Ball Bearings." Here are examples of my Ball Bearings.
________________________________________________________________
________________________________________________________________
________________________________________________________________
"The prospect has to pay for a presentation." Means?
________________________________________________________________
________________________________________________________________
________________________________________________________________
"You don't have to finish!"
________________________________________________________________
________________________________________________________________
________________________________________________________________
"Work off the prospect's responses. Don't be creative."
________________________________________________________________
________________________________________________________________
________________________________________________________________
"Don't be afraid to abort!"
________________________________________________________________
________________________________________________________________
________________________________________________________________
What is the "1 to 10 Thermometer Technique?"
________________________________________________________________
________________________________________________________________
________________________________________________________________

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Post Sell
For an effective Post-Sell step, I must deal with these three critical issues:
  1. __________________________________________________________________________________________
  1. __________________________________________________________________________________________
  1. __________________________________________________________________________________________
How do I feel once I've made a major buying decision?
__________________________________________________________________________________________
A few days later?
__________________________________________________________________________________________
"Never give up control of the sale. Deal with 'Buyer's Remorse' while you're still in front of your prospect."
__________________________________________________________________________________________
"Give the Buyer the opportunity to 'back out' now."
__________________________________________________________________________________________
"You can't lose anything you don't have!"
__________________________________________________________________________________________
"The sale is actually closed when you get the ____________________, take it to the ____________________, it ____________________, and it ____________________!"
"Don't buy back tomorrow the product/service you sold today!"
__________________________________________________________________________________________
"On the way to the bank, keep one eye over your shoulder."
__________________________________________________________________________________________
My Number One Customer is: __________________________________________________________________________________________
My Number One Customer is Horace's: __________________________________________________________________________________________

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Tour Debriefing
Prospect/Client: ____________________________________       Date: ______________       Location: ______________
Lessons Learned: __________________________________________________________________________________________
What is mutually agreed to happen next? _____________________________________________________________________________________________________________________________________________________________
1
Bonding & Rapport
  • What did we talk about?
  • Communication Style: V.A.K.
  • Did we struggle on purpose (OK/not-OK)?
2
Up Front Agreement (UFA)
  • Was the invite clear?
  • Did we confirm their agenda?
  • Did we establish Yes-No-TIO?
3
Pain
  • Was the core problem uncovered?
  • How long has the pain lasted?
  • What's the personal impact?
  • What's the cost (per month/year)?
4
Budget
  • Reviewed UFA & Pain points?
  • Do they have the amount (where, amount, who)?
  • Amount willing to spend?
  • What's the cost without our solution?
5
Decision
  • Reviewed UFA, Pain & Budget?
  • What's their decision process?
  • When (1, 2, 3) will they decide?
6
Fulfillment
  • Was the contract clearly established/reviewed?
  • Were all "Decision Makers" present?
  • Reviewed UFA (Yes-No-TIO)?
  • Did we only address the uncovered pains?
7
Post Sell
  • How did I prevent buyer’s remorse?
  • How did I handle competition?
  • Did I ask for introductions?

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Closing Notes
What is the most important thing I learned at this conference?
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How will I adapt my current process to introduce these learnings?
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What can I commit to right now that I will hold myself accountable to staying with?
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Things to Remember
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Things to Remember
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Things to Remember
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Things to Remember
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Things to Remember
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Things to Remember
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Trusted Advisor Exercise
Principle:____________________
Definition: ____________________________________________
The Situation
The Risk if Trust is Lacking
The Trusted Advisor Move
Language You Might Use

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NSPD: Personal Commitment
What's one way you'll apply Tactical Empathy?
Take a moment to write down:
  1. A specific upcoming conversation or negotiation
  1. Which technique you'll focus on practicing
  1. How will you measure success (hint: understanding, not "winning")
Like building Trusted Advisor skills, becoming a master negotiator through tactical empathy requires consistent practice in real-world situations.
Remember: Small, consistent applications of these techniques will transform your professional relationships over time.

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Reference Materials
Here you will find a curated collection of essential documents and resources that complement the topics covered in this sales conference. These materials are designed to provide deeper insights, practical tools, and further reading to support your ongoing development as a sales professional.
  • Cialdini (https://gamma.app/docs/8t4sokttk9qws5s)
Recommended Reading
The Trusted Advisor: 20th Anniversary Edition
David H. Maister, Charles H. Green, Robert M. Galford
Never Split the Difference: Negotiating As If Your Life Depended On It
Chris Voss with Tahl Raz
Influence: The Psychology of Persuasion (Revised Edition)
Robert Cialdini
Pre-Suasion: A Revolutionary Way to Influence and Persuade
Robert Cialdini
How to Win Friends and Influence People (Updated Edition)
Dale Carnegie
Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect
Will Guidara
Grit: The Power of Passion and Perseverance
Angela Duckworth
Start with Why
Simon Sinek
We encourage you to explore these resources at your leisure to reinforce your learning and apply new strategies in your day-to-day interactions.

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Success is a choice • Every no gets you closer to yes • Attitude determines altitude • Be the solution • Excellence is a habit • Make it happen • Your potential is unlimited • Persistence pays off • Believe in yourself • Champions never quit • Dream big work hard • Focus on results • Lead by example • Growth mindset wins • Hustle beats talent • Impact over income • Just do it • Keep pushing forward • Lead by example • Master your craft • Never settle • Opportunity awaits • Progress not perfection • Quality over quantity • Rise above • Stay hungry • Trust the process • Unleash your power • Victory through effort • Win the day • Exceed expectations • Yes you can • Zero excuses • Action creates results • Build relationships • Close with confidence • Deliver value • Embrace challenges • Find solutions • Go the extra mile • Handle concerns with confidence • Inspire others • Journey to success • Knowledge is power • Listen actively • Motivate yourself • Network effectively • Own your results • Practice daily • Question everything • Respect your clients • Serve with purpose • Take initiative • Understand needs • Value relationships • Work with passion • Excel always • Yield to nothing • Zone in on goals • Be Your Best You