"With this mental model, consider professional selling like a machine. The sales machine with many interrelated parts must work together for you to become a trusted advisor. The sales machine approach lets you look at your job in the best- and worst-case scenarios."
"With this mental model, view professional selling like an assembly line. To create the assembly line, break down buyer-seller-relationships into compartmentalized processes or steps. Each step has an input and an output, as well as key measures of quality and success."
"This mental model allows you to remove yourself from the professional selling environment and get above the fray. To do this, visualize yourself in a helicopter hovering around the buyer-seller relationship. The higher you go, the more area you see, but witgh less focus on each specific area."
"With this mental model, the assembly line model sits within the larger "sales manufacturing plant." Much like an automobile manufacturing plant, sales informaton can be warehoused, knowledge can be shuffled around, and the solution can be packed up for delivery within the manufacturing plant mental model."
"In this model, view professional selling as a living and breathing" natural system. Like most living organisms, you define the care, feeding, and raising of yourself and your surroundings. Recognize if the system is sick and identify problems."