Month: February 2020

Secrets of Power Negotiating

The first book on my list of ten or so books to read the next ninety-one days was Secrets of Power Negotiating written by Roger Dawson. The famed YouTuber, BC, recommended it. I chose to read it first when Bryan said he has read it about four times. The following are my personal notes taken on my Rockbook Everlast. Love that notebook but more on that later when I go over My Tools. Here are my notes:

SECRETS OF POWER NEGOTIATING ROGER DAWSONDownload
Secrets of Power Negotiating Pt. 2 Roger DawsonDownload

High Achiever Model

High Achiever Model

  1. Mental
    1. Sensory Goal Vision (Pre-lives)
    2. Law of the Harvest (Vision in Action)
    3. Readers (Time Binding)
    4. Creativity (Life Blood)
  2. Emotional
    1. Conquer Fear Where Present (Crisis=Opportunity)
    2. Inner Directedness (Controls Emotions, Adapts)
    3. Relationships (Looks For, Develops)
    4. Takes Constructive Criticism (Feedback=Groth)
    5. Power (Leads)
  3. Physical
    1. Controls physical Stress (Dissipates Tension)
    2. Resists Illness (Vitality)
    3. Eat to Live (No Excess)
    4. Regular Aerobic Exercise (Oxygen)
    5. Sleep
  4. Financial
    1. Capital Goods vs Consumer Goods (Invest)
    2. Budget (Control Spending)
    3. Career Security (10:1)
    4. Law of Compensation (Give to Get)
  5. Spiritual
    1. Brings Focus to Spirit/Mind
    2. Masters Areas of Needs
    3. Transcends
    4. Focus, Reflect, Introspect, Behavioral Refinement
https://www.youtube.com/watch?v=7eE_Piw9XZ8&t=516s

This is a great model to follow when needing to know the changes you need to make in your life to achieve your desires.

Books to Read

Secrets of Power Negotiating
Roger Dawson
Bargaining For AdvantageG. Richard Shell
How To Develop A Six Figure Income In Real EstateMike Ferry
Secrets Of Closing the SaleZig Ziglar
The Millionaire Real Estate Agent Gary Keller
Secrets of Power PersuasionRoger Dawson
The Weekend Millionaire’s Secrets to Investing in Real EstateRoger Dawson
The Psychology of SellingBrian Tracy
Getting Past NoWilliam Ury
Emotional IntelligenceDaniel Coleman
Over the TopZig Ziglar
How to Become a Power Agent in Real EstateDarryl Davis
Pitch AnythingOren Klaff
Never Split the DifferenceChris Voss
Listing BossHoss Pratt

Master the Sales Game 24 Closes

Brian Tracy lists and discusses twenty-four closes every sales professional need to master.

Here is a list of the closes:

  1. Telephone Appointment Close
  2. Approach Close
  3. Demonstration Close
  4. Hot Button Close
  5. Trial Close
  6. Power of Suggestion Close
  7. Ascending Close
  8. Invitational Close
  9. Price Close
  10. Sudden Death Close
  11. Sharp Angle Close
  12. Instant Reverse Close
  13. Change Places Close
  14. Secondary Close
  15. Alternative Close
  16. Assumption Close
  17. Take Away Close
  18. Puppy Dog Close
  19. Ben Franklin Close
  20. Summary Close
  21. Order Sheet Close
  22. Relevant Story Close
  23. Door Knob Close
  24. Referral Close
My Notes:
MASTER THE SALES GAME 24 CLOSES BRIAN TRACYDownload