Audio Downloads

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To open the file, click the title of the call below. To save it, right-click on the link and choose Save Target As.

December 5, 2005
Objection Handling

November 18, 2005
Coal to Diamonds

November 11, 2005
Just Because You Have the Players, Doesn't Mean You Win

(Click here for the Sales Management Coaching Exercise spreadsheet.)

November 7, 2005
Theory, Reality, and Just Plain Selling

November 4, 2005
Special Topic: Theory & Practice

October 31, 2005
Tricks and Treats for More Sales

October 28, 2005
Personality for Performance, Part 3

October 24, 2005
Dominance and Influence

October 21, 2005
More Personality for Performance

October 17, 2005
Power of Personality

October 14, 2005
Personality Profile for Performance

(Please note: As the attachment from this call was someone's personal assessment, it will not be posted to the Web.)

October 11, 2005
Unstuckable Again!

(This topic was repeated from yesterday, for those who were off for the holiday.)

October 10, 2005
Unstuckable!

(Please note: This call will be repeated tomorrow. Both will be posted.)

October 7, 2005
Sales Manager Playbook: The "Don'ts"

October 3, 2005
The Secret Weapon for NO—Fool Proof!

September 30, 2005
Sales Force vs Power

(Click here for Sales Power vs Force spreadsheet.)

September 26, 2005
Go for NO!

(Tom suggested reading last week's Newsletter in preparation for this call.)

(PLEASE NOTE: There was considerable difficulty with sound quality during this call.)

September 23, 2005
Let's Put the S.T.A.R. in SuperSTAR

(Click here for the Sales Talent Acquisition Routine [PDF document].)

September 19, 2005
Sales Mirror, Part Two

(Please note: This call refers to the 21 Core Competency document from last week.)

September 16, 2005
(This call was cancelled.)

September 12, 2005
Sales Mirror Salesperson Core Competency Audit

(Click here for 21 Core Competencies of Successful Salespeople [Excel spreadsheet].)

September 9, 2005
Do You Know Where You're Going To?

(Click here for 21 Core Competencies of Successful Managers [PDF file].)
(Click here for 20 Questions for Sales Leaders [Word doc].)

September 6, 2005
Sales Mind
(Please note: The beginning of this call was cut off.)

September 2, 2005
Sales Leadership and the Business of Sales (Part 2)

(Click here for the 24 Secrets PowerPoint presentation.)

August 29, 2005
Plan, Visualize, and Affirm

(Click below for the attachments for this call.)

A Goal for My Success (Word document)

Dream Goals (Word document — updated from last week's PDF)

August 26, 2005
Sales Leadership and the Business of Sales

(Click here for the 24 Secrets PowerPoint presentation.)

August 22, 2005
Tom Schaff's AutoMagic Goal Setting Session

(Click below for the attachments for this call.)

A Goal For My Success (Word document)

Lifeplanning Session (Excel spreadsheet)

Thriving (Excel spreadsheet)

Dream Goals (PDF document)

Setting Goals (PowerPoint presentation)

August 19, 2005
Creating Value, Costing Value, Getting Value

(Click here for the Value worksheet [Word document].)

August 15, 2005
Poker Chip Theory That Will Change Your Life

(Click below for the attachments for this call.)

The 21-Day Positive Focus BW (Word document)

List of 100 Successes (Word document)

August 12, 2005
What Happens in Vegas...

(Click here for the 8 questions on responsibility [Word document].)

August 8, 2005
The Lazy Person's Guide to Exponential Referrals

(Click below for Tom's email and attachments prepared for this call.)

What Makes a Great Referral Partner? (Word document)

Guiding Your Referral Partner (Word document)

Spheres of Influence (Word document)

Future Partners (Excel spreadsheet)

August 5, 2005
Street Smart Marketing for Sales Leaders

August 1, 2005
Prospecting Hierarchy—Working Your Way to a Referral-Only Business

(Click here for the Hierarchy list [Word document].)

July 29, 2005
"Son, Your Potential is Going to Get Me Fired"

(Click here for the list of attributes made during this call [Word document].)

July 25, 2005
How to Double Your Income, Triple Your Referrals in Half the Time

July 22, 2005
Everything I Learned About Recruiting, I Learned from the NBA (Please note: This call gets cut short.)

(Click here for ESPN's "Team Draft Grades Since 1995" link.)

July 18, 2005
It's the Numbers, Baby!

(For the Excel spreadsheet referred to in this call, click here.)

July 11, 2005
The More Specific the Agreement, The More Specific the Outcome