What do you do in the hour that decides the job?

The Field Guide: What To Do In The Hour That Decides The Job

Written by JD Davenport, who still sells for a living.

Good work does not close itself.

Three companies came to her house. All three were polite. She has three numbers and no way to tell them apart, so she picks the lowest one. That is not a price problem. It is an information problem, and it is the one thing you can fix without lowering a number.

Almost every job a business like yours wins or loses is decided inside one hour, between arriving at somebody's property and leaving it. Almost nobody has ever written that hour down.

This book is that hour. Nine steps in order, on one page you can tear out. Thirty-one chapters on why each step is there and what happens when it is skipped. One chapter on each of the nine things customers actually say. Eighteen numbered places the hour comes apart, and what each one costs. There are no closing techniques in it. Every sentence is one you could say to a friend without embarrassment, and that is the test each of them had to pass.

Length	31 chapters, about 39,000 words
Format	PDF and EPUB, both in one download
For	Anybody who sells work at an appointment
Already have it?	This is file 02 in The Appointment Standard and it is in The Complete Standard. The same file, not a cut-down version. If you own either one, do not buy it here.

Before you buy. This book is also file 02 inside The Appointment Standard and inside The Complete Standard. It is the same file in all three places. If you already own either of those, you own this and should not pay for it twice.

Want it in print? The Field Guide is on Amazon in paperback and hardcover, and on Kindle: The Field Guide on Amazon. The PDF and EPUB above are sold here only.

Written by JD Davenport, out of work he was doing at the time. The other book is The Audit, or take both for $29.