Sales Coach Chuck designed these as an innovative way to help you remember sales hints and strategies . . . like the Fear, Uncertainty, and Doubt dispelled by the Discipline, Tenacity, and Implementation you incorporate into your Method of Operation that will also help your Clients’ Scale of Believability and advance your Revenue-Producing Activities.
| A | |
| A.B.C. | Always Be Closing |
| A.B.F. | Awesome Bass Fisherman |
| B | |
| B.E. | Bicep Envy |
| B.F.T. | Bauer Fishin’ Tactic |
| B.O.D | Beginning of Day |
| B.R.P.P. | Buyer‘s Remorse Prevention Package (Pronounced BURP) |
| C | |
| C.A.P. | Client Appreciation Party |
| C.B.S. | Client’s Believability Scale |
| C.O.K. | Cups of Knowledge |
| D | |
| D.S.R.T. | Director, Relater, Socializer, Thinker |
| D.T.I. | Discipline, Tenacity, Implementation |
| E | |
| E. | Emergent |
| E.O.D. | End of Day |
| E.S.C. | Emergent Sales Challenge |
| E.T.A. | Estimated Time of Accomplishment |
| F | |
| F.B.I. | Feature – Benefit – Implication |
| F.F.P. | Fast Facts Profile |
| F.H.A. | Fog, Haze, Ambiguity |
| F.O.I. | Full Out Intensity |
| F.O.N. | Freak of Nature (top 3% of all sales people) |
| F.R.E.S.H. | Finances, Relationships, Environment, Spirituality, Health, & Fitness |
| F/U | Follow Up |
| F.U.D. | Fear, Uncertainty, Doubt |
| G | |
| G.A.R.A. | Grateful, Appreciate, Respect, Agree |
| H | |
| H.E. | Happy Ears |
| H.S.D. | Hear, See, Do! |
| I | |
| I.H.C. | Intimate Human Connection |
| K | |
| K.O.D. | Kiss of Death |
| K.U. | Kiss Up |
| L | |
| L. | Lazy |
| L.O.L. | Lots of Love |
| L.O.L. | Laughing Out Loud |
| L.O.R. | Lack of Respect |
| L.R.S. | Listenable Rate of Speech |
| M | |
| M.O.O. | Method of Operation |
| M.P.C. | Main Point Card |
| M.V.A. | Most Valuable Advocate |
| N | |
| N. | Non-urgent |
| N.I.P | Neurological Imaging Programming |
| N.R.P.A. | Non-Revenue-Producing Activity |
| O | |
| O.O. | Overcoming Objections |
| O.O.S.S. | Overcoming Objection Sales Sheet |
| P | |
| P.A.L. | Pre-Appointment Letter |
| P.C. | Professional Closer |
| P.D.R. | Practice, Drill, Rehearse |
| P-D-R | Plan – Do – Review |
| P.E.T. | Psychology, Efficiencies, Tactical |
| P.I.A. | Paid In Advance |
| P.M.S. | Personal Minimum Standards |
| P.O.S. | Product, Offering, Service |
| P.S.P. | Pause, Silence, Patience |
| P.V. | Professional Visitor |
| P.V.S. | Professional Visitor Syndrome |
| R | |
| R.B. | Rapport Building |
| R.P.A. | Revenue-Producing Activity |
| R.R.C. | Referral Response Card |
| R.R.P. | Referral Response Program |
| R.T. | Roger That |
| S | |
| S.A.T. | Shock & Awe Tactic |
| S.C.C.B. | Sales Coach Chuck Bauer |
| S.O.L. | Speak Out Loud |
| S.S.P. | Standard Sales Pitch |
| S.T.C. | Secondary TOMA Campaign |
| S.T.P. | Sales Tune Up |
| S.T.U.D. | Specific Next Step, Takeaway, Urgency, Deadline |
| S.U. | Suck Up |
| S.W. | Sales Weenie |
| T | |
| T.I.P.S. | To Insure Prompt Sales |
| T.O.M.A. | Top Of Mind Awareness |
| T.S.M.C. | Top Secret Mailing Campaign |
| T.S.T. | Turkey Sandwich Team |
| U | |
| U. | Urgent |
| U.A. | Urban Advisor |
| V | |
| V.U. | Voice Up |
| W | |
| W. | Whatever |
| W. | Winner |
| W. | Welcome |
| W.C.S. | What Causes Sales |
| W.C.S. | Worst-Case Scenario |
| W.G.M.G.D. | What Gets Measured Gets Done |
| W.I.R. | Week In Review |
| W.S.D. | World Sales Domination |
| W.T.D. | Write This Down |
| W.T.G. | Way To Go |
| Y | |
| Y.T.B. | You’re The Best |
| # | |
| 10.4 | Acknowledged |
