Selling from Your Comfort Zone

Index

A

acknowledgment

definition of, 54

importance of, 54, 57

lack of, 102

self-, 145–153

trust and, 55

Adams, Amy, 44

advertising, goal of, 103

agreements book, 129–130

Aguilar, Walter, 51–52, 66

Alexandre, Thierry, 7, 27, 102, 124, 132, 140, 142, 156

alignment

activating, 157

belief and, 35, 37, 121

confidence and, 38

with core values, 13, 140, 149

definition of, 39, 63

lack of, 37–38

with products or services being sold, 31, 35–38, 39, 43, 63–66, 79–80, 127–128

with prospects, 39–40, 65, 69–70, 77–78

responsibility and, 125

with self, 8, 13–14

steps for, 5

with words, 99–100

Alignment Marketing Formula

applying, step by step, 155–159

benefits of, 4, 6, 98, 121

celebrations and, 146, 147

clients’ experiences with, 4, 6–7, 14, 61, 64–65