Dale is a global Managing Director in FranklinCovey’s Sales Performance Practice. He is a thought leader and co-author of the book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More which will be released in January 2022. Dale is a highly sought-after advisor to sales and business leaders at many of the world’s most admired companies. He focuses day-to-day on helping clients dramatically grow revenues and profitability.Scott is a highly sought-after advisor, speaker, and influencer on the topics of sales, leadership, and negotiation. For more than thirty years, he has advised, coached, and trained tens of thousands of executives, consultants, and sales professionals at many of the world’s largest and most successful technology, manufacturing, energy, and products companies. Randy is the global leader of Franklin Covey’s Sales Performance Practice which helps to train, consult, and coach clients on how to win more profitable business. He consults from experience, having successfully founded, built and sold two successful companies, winning awards along the way including Ernst & Young’s Top CEO under 40; CEO of one of Inc 500’s fastest-growing companies, and the Arthur Anderson Strategic Leadership award. Most importantly, Randy is known for his sense of humor and storytelling. A native New Yorker, Randy enjoys time on the farm with his wife and daughter in upstate NY.  Jennifer is the president of FranklinCovey’s enterprise division, accountable for profitable growth globally as FranklinCovey transforms organizations by building leaders, teams, and cultures that get results in 160+ countries. Previously, she held a range of sales leadership positions at FranklinCovey in the United States, Canada, and Australia. Early in her career, she held individual contributor roles in sales and consulting, earning the company’s highest awards for results and finding personal fulfillment in helping clients achieve their own great purposes.

• ContentsIntroductionUnlike Any Sales Book You’ve Read BeforeA Six-Year Experiential Sales Research ProjectSurprisingly Average or Strikingly Different?How to get the Most From this BookChapter One: FlashpointThe Myth of a “Good Meeting”Decisive Action, Momentum, and Breaking the Status QuoPractice One: Separate and ElevateChapter Two: The Power of ContrastRelevant + Distinct + Memorable = ContrastThe Challenges Facing SalesComparing Criteria That MattersPeople Choose When Differences Are ClearSmall Details Make a Big DifferenceThree Areas to Draw Contrast Different in Unique WaysChapter Two Application: The Power of ContrastChapter Three: Go HollywoodThe Power of Movie TrailersAn Effective Sales Movie TrailerThe Power of HeadlinesUsing Movie Trailers and Headlines as High Leverage, High Yield ActivitiesChapter Three Application: Go HollywoodChapter Four: Elevate or Fade AwayElevate Above a History of MistrustElevate Your ThinkingElevate Above Limiting BeliefsChapter Four Application: Elevate or Fade AwayPractice Two: Tell Compelling StoriesChapter Five: The Secret to Amazing StoriesStorytelling and the BrainThe Elements of a StoryFour Story Goals Emotion and the Science Behind Decision MakingEffective Stories Drive Decision VelocityThe 5 Second SecretUsing Stories to Build to a FlashpointChapter Five Application: The Secret to Amazing StoriesChapter Six: Two Why’s and a WhatFlashback StoriesFlashforward StoriesChapter Six Application: Two Why’s and a WhatChapter Seven: Weave Stories in and Objections OutWeaving “The Past” ThreadWeaving “The Present” ThreadWeaving “The Future” ThreadAdditional Blueprint PracticesChapter Seven Application: Weave Stories In and Objections OutPractice Three: Win with MomentumChapter Eight: Unleash Sales MultipliersThree Key Sales MultipliersChapter Eight Application: Unleash Sales MultipliersChapter Nine: Slow Down for Yellow LightsMatch, Understand, ResolveExamples of How to Resolve Yellow LightsCracking the Code on Yellow LightsChapter 9 Application: Slow Down for Yellow LightsChapter Ten: Start Fast, End BigStart FastFollow Stringer’s Rules of EngagementEnd BigChapter Ten Application: Start Fast, End BigConclusion

Dale is a global Managing Director in FranklinCovey’s Sales Performance Practice. He is a thought leader and co-author of the book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More which will be released in January 2022. Dale is a highly sought-after advisor to sales and business leaders at many of the world’s most admired companies. He focuses day-to-day on helping clients dramatically grow revenues and profitability.Scott is a highly sought-after advisor, speaker, and influencer on the topics of sales, leadership, and negotiation. For more than thirty years, he has advised, coached, and trained tens of thousands of executives, consultants, and sales professionals at many of the world’s largest and most successful technology, manufacturing, energy, and products companies. Randy is the global leader of Franklin Covey’s Sales Performance Practice which helps to train, consult, and coach clients on how to win more profitable business. He consults from experience, having successfully founded, built and sold two successful companies, winning awards along the way including Ernst & Young’s Top CEO under 40; CEO of one of Inc 500’s fastest-growing companies, and the Arthur Anderson Strategic Leadership award. Most importantly, Randy is known for his sense of humor and storytelling. A native New Yorker, Randy enjoys time on the farm with his wife and daughter in upstate NY.  Jennifer is the president of FranklinCovey’s enterprise division, accountable for profitable growth globally as FranklinCovey transforms organizations by building leaders, teams, and cultures that get results in 160+ countries. Previously, she held a range of sales leadership positions at FranklinCovey in the United States, Canada, and Australia. Early in her career, she held individual contributor roles in sales and consulting, earning the company’s highest awards for results and finding personal fulfillment in helping clients achieve their own great purposes.

• ContentsIntroductionUnlike Any Sales Book You’ve Read BeforeA Six-Year Experiential Sales Research ProjectSurprisingly Average or Strikingly Different?How to get the Most From this BookChapter One: FlashpointThe Myth of a “Good Meeting”Decisive Action, Momentum, and Breaking the Status QuoPractice One: Separate and ElevateChapter Two: The Power of ContrastRelevant + Distinct + Memorable = ContrastThe Challenges Facing SalesComparing Criteria That MattersPeople Choose When Differences Are ClearSmall Details Make a Big DifferenceThree Areas to Draw Contrast Different in Unique WaysChapter Two Application: The Power of ContrastChapter Three: Go HollywoodThe Power of Movie TrailersAn Effective Sales Movie TrailerThe Power of HeadlinesUsing Movie Trailers and Headlines as High Leverage, High Yield ActivitiesChapter Three Application: Go HollywoodChapter Four: Elevate or Fade AwayElevate Above a History of MistrustElevate Your ThinkingElevate Above Limiting BeliefsChapter Four Application: Elevate or Fade AwayPractice Two: Tell Compelling StoriesChapter Five: The Secret to Amazing StoriesStorytelling and the BrainThe Elements of a StoryFour Story Goals Emotion and the Science Behind Decision MakingEffective Stories Drive Decision VelocityThe 5 Second SecretUsing Stories to Build to a FlashpointChapter Five Application: The Secret to Amazing StoriesChapter Six: Two Why’s and a WhatFlashback StoriesFlashforward StoriesChapter Six Application: Two Why’s and a WhatChapter Seven: Weave Stories in and Objections OutWeaving “The Past” ThreadWeaving “The Present” ThreadWeaving “The Future” ThreadAdditional Blueprint PracticesChapter Seven Application: Weave Stories In and Objections OutPractice Three: Win with MomentumChapter Eight: Unleash Sales MultipliersThree Key Sales MultipliersChapter Eight Application: Unleash Sales MultipliersChapter Nine: Slow Down for Yellow LightsMatch, Understand, ResolveExamples of How to Resolve Yellow LightsCracking the Code on Yellow LightsChapter 9 Application: Slow Down for Yellow LightsChapter Ten: Start Fast, End BigStart FastFollow Stringer’s Rules of EngagementEnd BigChapter Ten Application: Start Fast, End BigConclusion

Dale is a global Managing Director in FranklinCovey’s Sales Performance Practice. He is a thought leader and co-author of the book, Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More which will be released in January 2022. Dale is a highly sought-after advisor to sales and business leaders at many of the world’s most admired companies. He focuses day-to-day on helping clients dramatically grow revenues and profitability.Scott is a highly sought-after advisor, speaker, and influencer on the topics of sales, leadership, and negotiation. For more than thirty years, he has advised, coached, and trained tens of thousands of executives, consultants, and sales professionals at many of the world’s largest and most successful technology, manufacturing, energy, and products companies. Randy is the global leader of Franklin Covey’s Sales Performance Practice which helps to train, consult, and coach clients on how to win more profitable business. He consults from experience, having successfully founded, built and sold two successful companies, winning awards along the way including Ernst & Young’s Top CEO under 40; CEO of one of Inc 500’s fastest-growing companies, and the Arthur Anderson Strategic Leadership award. Most importantly, Randy is known for his sense of humor and storytelling. A native New Yorker, Randy enjoys time on the farm with his wife and daughter in upstate NY.  Jennifer is the president of FranklinCovey’s enterprise division, accountable for profitable growth globally as FranklinCovey transforms organizations by building leaders, teams, and cultures that get results in 160+ countries. Previously, she held a range of sales leadership positions at FranklinCovey in the United States, Canada, and Australia. Early in her career, she held individual contributor roles in sales and consulting, earning the company’s highest awards for results and finding personal fulfillment in helping clients achieve their own great purposes.

• ContentsIntroductionUnlike Any Sales Book You’ve Read BeforeA Six-Year Experiential Sales Research ProjectSurprisingly Average or Strikingly Different?How to get the Most From this BookChapter One: FlashpointThe Myth of a “Good Meeting”Decisive Action, Momentum, and Breaking the Status QuoPractice One: Separate and ElevateChapter Two: The Power of ContrastRelevant + Distinct + Memorable = ContrastThe Challenges Facing SalesComparing Criteria That MattersPeople Choose When Differences Are ClearSmall Details Make a Big DifferenceThree Areas to Draw Contrast Different in Unique WaysChapter Two Application: The Power of ContrastChapter Three: Go HollywoodThe Power of Movie TrailersAn Effective Sales Movie TrailerThe Power of HeadlinesUsing Movie Trailers and Headlines as High Leverage, High Yield ActivitiesChapter Three Application: Go HollywoodChapter Four: Elevate or Fade AwayElevate Above a History of MistrustElevate Your ThinkingElevate Above Limiting BeliefsChapter Four Application: Elevate or Fade AwayPractice Two: Tell Compelling StoriesChapter Five: The Secret to Amazing StoriesStorytelling and the BrainThe Elements of a StoryFour Story Goals Emotion and the Science Behind Decision MakingEffective Stories Drive Decision VelocityThe 5 Second SecretUsing Stories to Build to a FlashpointChapter Five Application: The Secret to Amazing StoriesChapter Six: Two Why’s and a WhatFlashback StoriesFlashforward StoriesChapter Six Application: Two Why’s and a WhatChapter Seven: Weave Stories in and Objections OutWeaving “The Past” ThreadWeaving “The Present” ThreadWeaving “The Future” ThreadAdditional Blueprint PracticesChapter Seven Application: Weave Stories In and Objections OutPractice Three: Win with MomentumChapter Eight: Unleash Sales MultipliersThree Key Sales MultipliersChapter Eight Application: Unleash Sales MultipliersChapter Nine: Slow Down for Yellow LightsMatch, Understand, ResolveExamples of How to Resolve Yellow LightsCracking the Code on Yellow LightsChapter 9 Application: Slow Down for Yellow LightsChapter Ten: Start Fast, End BigStart FastFollow Stringer’s Rules of EngagementEnd BigChapter Ten Application: Start Fast, End BigConclusion