Sales badassery kick ass, take names, crush the competition.
"Most sales professionals supplicate to prospects and give away all of their power. They don't see high-powered prospects as equals and peers, and instead they chase, beg, and virtually sell their souls, saying things like, "I'll be at your beck and call after you buy!" The...
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| Format: | eBook |
| Language: | English |
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Hoboken
Wiley
2019
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| Edition: | First edition |
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| Online Access: | |
| Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- Why Chasing and Pursuing Are Losers' StrategiesThe Wanting-It Tax; Cat Theory; Why Does This Happen?; Cat Theory in Sales Prospecting; How Cat Theory Applies to That; 4 Sales Badasses Always Assume They'll Win; The Power of Autosuggestion in Sales Badassery; Practical Goal Setting and Achievement; "Impossible" Sales Easily Closed with This Mindset; Overcoming Your Limiting Beliefs- Sales Badasses Have None; Mental Movies; The Psychology of Good Clothes, Revisited; Limiting Beliefs Common to Salespeople; 5 Sales Badasses Are Powerful to the Very End; A Primer on Negotiating
- Intro; Sales Bad Assery; Contents; Preface; What's Wrong with This Picture?; The Problem with Modern Sales Professionals; A Modern-Day Warrior; The Man without a Smile; Selling versus Negotiating: The Importance of Power; Let's Kick Some Ass; 1 Sales Badasses Are Instantly Likeable; The Three-Step Strategy to Instant Likeability; The Eye Flash; The Broad, Genuine Smile; The Head Tilt; For Men Only: The Chin Jut; 2 Sales Badasses Never Dress Like Shit; A Very Disappointed Princess; The Psychology of Good Clothes; 3 Sales Badasses Never Chase or Beg; A Very Sad (and Broke) Cold Caller
- What Is Power in Sales?Power in Negotiation; Keys to Power and Sales Success; 6 Why Selling Is a Loser's Strategy; How to Succeed in Sales; Why Avoiding Selling Benefits Sales Badasses; The Sales Badass Is Very Hands-on; The Yes Ladder; Going Under the Radar for Easy Sales; Selling and Programming Walls; 7 Boldness Is for Losers: Sales Badassery Self-Confidence; Show Me, Don't Tell Me; 8 Sales Badasses Never Seek Approval; "Just a Few Dollars"; Approval-Seeking Behaviors; Ditch Your Secret Excuse; 9 Sales Badasses Are Human Lie Detectors; Detecting Lies: Quantity Over Quality
- The Verbal Deceptive Indicators to Watch ForThe Body Language of Deception; Putting It All Together; 10 Persuasion the Sales Badassery Way; Customers Always Come First; What Motivates You to Sell?; How Misguided Persuasion Hurt Me; The Law of Compensation; Sales Badassery Persuasion; 1. Spend Time Only on Qualified Prospects; 2. Only Meet with the Final Decision-Maker; 3. Always Be Fully Prepared for Appointments; 4. Set Realistic Expectations; 5. Be Great at Storytelling; 6. Never Withhold Bad News; 7. If Your Solution Doesn't Truly Benefit the Prospect, Don't Sell It
- Making Honest Persuasion Your Foundation11 How to Become a Prominent Sales Badass; Becoming Prominent in the Twenty-First Century; The World Won't Beat a Path to Your Door; Podcasting: Today's Mainstream Radio; Getting Started; Creating Your Content; Dominate Your Space with YouTube; Volume and Frequency Are Key to YouTube; Getting Your Videos Watched; Your Video's Description; Live Video; Live Car Video; LinkedIn; Finding Your Prime Prospects; LinkedIn Pulse; Facebook and Twitter; Speaking to Attain Prominence; How to Get Started Speaking, Fast; 12 Networking the Sales Badassery Way