Selling boldly : applying the new science of positive psychology to dramatically increase your confidence, happiness, and sales /
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| Corporate Author: | |
| Format: | eBook |
| Language: | English |
| Published: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2018]
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| Subjects: | |
| Online Access: | Connect to the full text of this electronic book |
Table of Contents:
- Cover; Title Page; Copyright; Contents; About the Author; Part I: Fear Is the Greatest Enemy of Sales ... and Positive Psychology Is the Antidote; Chapter 1: The Single Greatest Killer of Sales; The Coffee Shop; The Insulation Contractor; Asking for a Referral; Why Donâ#x80;#x99;t We Ask?; The Reason Is the Greatest Single Problem in All of Sales; Chapter 2: The Massive Cost of Fear in Sales; Fear Is Automatic; How to Leverage This with Your Customers; What We Are Afraid Of; Itâ#x80;#x99;s Not Just the Fearâ#x80;#x94;Itâ#x80;#x99;s What We Imagine It Will Lead To; What Fear Makes Us Do.
- The Incredibly Important (and Easy) Work Fear Keeps Us from DoingHow to Deal with Fear; The Customers Are Afraid, Too; Chapter 3: The Antidote to Fear: The New Science of Positive Psychology; The Powerful Impact of Positive Psychology On Sales Growth; Youâ#x80;#x99;re Not Doing It Wrong!; Chapter 4: The Selling Boldly System: Step 1-Get Your Mindset Right; Step 2-Behave Accordingly (Communicate Boldly); You Already Know What to Do; We Know This Works; There Are No Secrets; Chapter 5: The Selling Boldly Toolkit: Planners and Downloads; Guidelines for Using the Selling Boldly Sales Planners.
- It Begins with This Mindset PlannerPrepare and Use These Planners Every Two to Four Weeks; Prepare and Use Your â#x80;#x9C;The One-Page Sales Plannerâ#x80;#x9D; Weekly; Part II: The 10 Critical Mindset Shifts for Dramatic Sales Growth; Chapter 6: About These Critical Thinking Shifts; These Mindsets Snowball, Building on Each Other; You Have a Choice; â#x80;#x9C;The Selling Boldly Mindset Plannerâ#x80;#x9D;; Chapter 7: Proactive Selling versus Reactive Selling; Default Brain versus Focused Brain; Are You Hunting or Gathering?; Busting Out of the Vicious, Reactive Selling Circle; Reactive Selling versus Proactive Selling.
- How to Become ProactiveChapter 8: Confidence versus Fear; Where Confidence Comes From; Chapter 9: Boldness versus Meekness; What Bold People Do; Meekness is Unfair to the Customer; Remember, Itâ#x80;#x99;s Your Choice; Chapter 10: Optimism versus Pessimism; Optimism Makes Money; How to Be Optimistic; Chapter 11: Gratitude versus Cynicism; The Power of Gratitude; We Can Choose to Be Grateful Right Now; What Salespeople Can Be Grateful For; We Get to Struggle Here; Chapter 12: Perseverance versus Surrender; The Power of Perseverance; Itâ#x80;#x99;s Not Our Job to Give Up; Persevering in the Face of Adversity.
- My Childrenâ#x80;#x99;s TreesChapter 13: Value and Relationship versus Products and Services; Focusing on Value versus Products and Services; How Do You Know What Your Value Is?; Chapter 14: Taking Constant Communication Action versus Overplanning and Underexecuting; Doing Things versus Thinking About Doing Them; We Need Action, Not Perfection; Chapter 15: Making It Look Easy versus Laboring; How to Make It Look Easy; Chapter 16: Plan-Driven versus Inquiry-Driven; Part III: How to Develop the Selling Boldly Mindset.