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Selling boldly : applying the new science of positive psychology to dramatically increase your confidence, happiness, and sales /
Leveraging positive psychology to help you sell more, this book will teach you exactly how to overcome your destructive fear in sales, and replace it with confidence, optimism, gratitude, joy, and proactive sales work. --
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2018]
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- 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.