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Introduction: What Is Selling with Noble Purpose?
Part I: Why Noble Sales Purpose Matters and Where to Find Yours
Chapter 1: The Great Sales Disconnect
What Lack of Purpose Costs a Sales Force
Why NSP Makes You Money
What’s Gained from Approaching Sales with NSP
How to Use This Book
Reframing the Sales Profession
Chapter 2: Why Noble Sales Purpose Works
The Two Big Human Needs: Connection and Meaning
10 Sample NSPs
Why Mission and Vision Aren’t Enough
The Google Sales Reframe
Now NSP Drives Shareholder Value
Shareholders versus Stakeholders
Chapter 3: Why Profit Is Not a Purpose
How Overemphasizing Profit Erodes Your Bottom Line
The 6 Ps: Putting Profit into Perspective
How NSP Prompts Better Questions
Chapter 4: The Sales Manager Question That Changes Everything
Why Sales Managers Matter
How NSP Helps You Close Bigger Deals
A Sample NSP Coaching Session
Chapter 5: How to Create Your Own Noble Sales Purpose
Part 1: How Do You Make a Difference to Your Customers?
Part 2: How Are You Different from Competitors?
Part 3: On Your Best Day, What Do You Love about Your Job?
Crafting Your NSP
Part II: How to Live by Your Noble Sales Purpose
Chapter 6: How Fear Flatlines Sales Calls
The Lizard Brain
Why Shared Commitment Gives You Courage
A Lesson in Fear, Part 1
The Chilling Effect of Fear-Based Leadership
A Lesson in Fear, Part 2
Why Fear Makes You Fail
Chapter 7: The Dirty Little Secret about Sales Training
The Mindset Difference between Average and Outstanding
Five NSP Mindsets ...