Find Your Why Worksheet

Chapter: Why

We have created a Find Your Why worksheet for each person on your sales team to help find their why. We recommend introducing this worksheet by sharing your why and how it helps you day-to-day. 

Sales & Marketing Plan

Chapter: Goals

This worksheet will help you create a Sales & Marketing Plan to make sure you are meeting your goals every month. 

This works best when done in partnership with the Marketing Department.

Mindset Techniques

Chapter: Mindset & Emotions

Implement this for yourself, or share your own mindset and emotion-management techniques, then roll it out to your teams.

We’ve created a template to get you started and get your team to be able to implement quickly.

Niche-Specific Database

Chapter: History

We have created a sample niche-specific database to get you started. You can customize the headings to your industry.

Be sure to allow access to your entire sales team, and consider giving marketing read-only access.

Future Trends Research Cheat Sheet

Chapter: Future

We have created a cheat sheet to research future trends.

Have your sales team do the exercises on it individually, then come together as a team to review and create strategies to create a first-mover advantage. 

Quantum Strategy Sheet

Chapter: Gameplan

This is a tool to map out your perfect outcome – YOUR perfect sale. This is just like the highlight reel that allows you to see yourself winning over and over. Then boil it down to simple little one-liners for each contingency.

Sparring Training Session Log

Chapter: Train

Schedule weekly training for the next three months. Have your team look at the next opportunity and practice the top five to ten scenarios for the opportunity.

Log these sessions so you can go back to them during your postmortem, which we cover later on in the book.

Objections Database

Chapter: Troubleshoot

Train! Set up a buddy system. Set up a time for intense training and record it so you can capture any a-ha's.

Use the objections database as a way of communicating what you come up with to the rest of the organization. The objections database captures the objection and logs the solution.

Interests and Experiences Discovery Sheet 

Chapter: Connect on Your Terms

We have created a worksheet that includes a series of questions your sales team can ask themselves so that they can uncover their interests and experiences, so they are first and foremost on their minds.

No-Go Sample Scripts

Chapter: Go/No Go

Because it’s not a social norm to end a conversation, have each person on your sales team write out the possible ways in which they will graciously bow out of the situation when they feel there’s a no go.

This way, they will have the confidence to do it when they need to. We created a download with samples for you!

COI Catalog

Chapter: Show You're Serious

Do a review of your recent clients and figure out what the cost to them would have been if they had said no to working with you.

Deep-dive and critically think about the impact of your product or service.

Download a sample COI catalog below. 

Call Review Feedback Template

Chapter: Stay Hungry

Take the last five clients who signed with you and break down the entire sales process to find what the rep did well and what they could have improved. Do the same for the last five opportunities that did not close.

Use the Sales Jiu-Jitsu Call Review Feedback Template below to provide structured feedback with timelines for improvement.

Gift Idea Database

Chapter: Post-Mortem

Figure out a gifting policy to show gratitude and to honor the people who refer you. I like handwritten cards and a physical gift shipped to their office.

Your current clients are the greatest source of additional sales.

You can download our gift idea database here—make sure to add your own after every engagement!

The Sales Jiu-Jitsu Resource Map & Checklist

Chapter: Integrate

How do you integrate integrating? Add it to your SOP. Quarterly, ask how your training and systems have evolved because of what you’ve learned in sales engagements. If you don’t measure it, you can’t manage it; if you don’t schedule it, you won’t measure it. 

We’ve broken down all the resources into a simple checklist for you to use when auditing your standard operating procedures, your sales process, and your training procedures so you’re able to see both where your gaps are and how to fill them.