Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

S

Sales. See also Selling

asking for, 46–47

clerk approach to, 43–44

consultant approach to, 43–44

learning something new with, 190

levels of, 43–45

market-based selling model of, 3–6

salesperson approach to, 44

Sales greed, 109

Sales leaders. See also Leadership

being part of solution and, 77

challenge for, 74

communication and, 133–35

finding greater good and, 88–90

fundamental questions answered by, 3

going with the flow and, 200

high-value, innovative solutions and, 98

influencing others and, 73, 103–4

integrity and, 143–45

managing projects and, 153–54

momentum and, 90–91

passion and, 148–49

purpose and, 147–48

qualities followers want from, 85

qualities of, 74, 77–78

reality and, 84

roles of, 80–84

vs. sales managers, 85–86

stability and, 145–47

status quo and, 80–81

taking rejections personally and, 198

understanding customers needs and, 84

value innovation and, 97

vision and, 81–84

Sales leadership principle, 71–74

individual qualities of success and, 72–73

Salespeople. See also Sales leaders

common mistakes of, 52

organization and, 169–70

qualities customers value in, 52–53

win-win-win solutions and, 73–74

Salesperson approach, to sales, 43–44

Savander, Niklas, 80

Scenario planning, 105–6

Schultz, Howard, 42

Selling. See also Sales

customer relationships and, 54–59

dos and don'ts of, 50

Siemens, 60–64

Silvell, Tom, 13

Soderberg, Jeff, 206

Solutions. See also Innovative solutions

creating high-value, 13–15

existing, 97–100

innovative, 97–100, 101

win-win-win, 73–74

Spielberg, Steven, 133, 149, 182

Stability, sales leaders and, 145–47

Starbucks, 42

Status quo, sales leaders and, 80–81

Subjective measurements

of success, 112

of value, 12

Success

achieving maximum, 203–4

having a plan B and, 107

measuring, 112

strategies for, 195–96

Swank, Hilary, 203