Selling Boldly
Selling Boldly
Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales
Goldfayn, Alex
John Wiley & Sons Inc
03/2018
288
Dura
Inglês
9781119436331
15 a 20 dias
Descrição não disponível.
About the Author xi PART I Fear Is the Greatest Enemy of Sales . . . and Positive Psychology Is the Antidote 1 Chapter 1 The Single Greatest Killer of Sales 3 Chapter 2 The Massive Cost of Fear in Sales 11 Chapter 3 The Antidote to Fear: The New Science of Positive Psychology 23 Chapter 4 The Selling Boldly System: Step 1-Get Your Mindset Right; Step 2-Behave Accordingly (Communicate Boldly) 31 Chapter 5 The Selling Boldly Toolkit: Planners and Downloads 39 PART II The 10 Critical Mindset Shifts for Dramatic Sales Growth 49 Chapter 6 About These Critical Thinking Shifts 51 Chapter 7 Proactive Selling versus Reactive Selling 59 Chapter 8 Confidence versus Fear 69 Chapter 9 Boldness versus Meekness 73 Chapter 10 Optimism versus Pessimism 79 Chapter 11 Gratitude versus Cynicism 85 Chapter 12 Perseverance versus Surrender 91 Chapter 13 Value and Relationship versus Products and Services 99 Chapter 14 Taking Constant Communication Action versus Overplanning and Underexecuting 103 Chapter 15 Making It Look Easy versus Laboring 107 Chapter 16 Plan-Driven versus Inquiry-Driven 111 PART III How to Develop the Selling Boldly Mindset 115 Chapter 17 Why Feedback from Happy Customers Is the Key to Developing the Selling Boldly Mindset 117 Chapter 18 How to Get Testimonials from Your Happy Customers 123 Chapter 19 Transcript of Actual Customer Interviews 139 Chapter 20 How to Use Testimonials Internally to Change Your Mindset and Your Culture 147 PART IV From Mindset to Technique: Powerful Sales Growth Actions 151 Chapter 21 About These Communications 153 Chapter 22 Focus on What You Can Control 163 Chapter 23 Silence Is Money 167 Chapter 24 Don't Forget about the Prospects 171 Chapter 25 Use the Phone Proactively 175 Chapter 26 Always Ask for the Business 191 Chapter 27 Tell Your Customers What Else They Can Buy from You 197 Chapter 28 Let Your Customers Tell You What Else They Buy 205 Chapter 29 Following Up Will Make You Rich 209 Chapter 30 Sell with Your Testimonials: Show Your Prospects How Happy Your Customers Are 213 Chapter 31 "What Percent of Your Business Do We Have?" 221 Chapter 32 People Love Giving Referrals-ButWe Hate Asking 225 Chapter 33 The Power of Handwritten Notes 233 Chapter 34 The Post-Delivery Call 237 Chapter 35 Putting It All Together with the "The One-Page Sales Planner" 239 Chapter 36 For Owners, CEOs, Executives, and Managers: This Is How to Implement Selling Boldly at Your Company 243 Chapter 37 Now, Go Help More People More 251 Acknowledgments 253 Appendix: 100 Questions to Ask Your Customers and Prospects (and Yourself) 255 Index 265
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About the Author xi PART I Fear Is the Greatest Enemy of Sales . . . and Positive Psychology Is the Antidote 1 Chapter 1 The Single Greatest Killer of Sales 3 Chapter 2 The Massive Cost of Fear in Sales 11 Chapter 3 The Antidote to Fear: The New Science of Positive Psychology 23 Chapter 4 The Selling Boldly System: Step 1-Get Your Mindset Right; Step 2-Behave Accordingly (Communicate Boldly) 31 Chapter 5 The Selling Boldly Toolkit: Planners and Downloads 39 PART II The 10 Critical Mindset Shifts for Dramatic Sales Growth 49 Chapter 6 About These Critical Thinking Shifts 51 Chapter 7 Proactive Selling versus Reactive Selling 59 Chapter 8 Confidence versus Fear 69 Chapter 9 Boldness versus Meekness 73 Chapter 10 Optimism versus Pessimism 79 Chapter 11 Gratitude versus Cynicism 85 Chapter 12 Perseverance versus Surrender 91 Chapter 13 Value and Relationship versus Products and Services 99 Chapter 14 Taking Constant Communication Action versus Overplanning and Underexecuting 103 Chapter 15 Making It Look Easy versus Laboring 107 Chapter 16 Plan-Driven versus Inquiry-Driven 111 PART III How to Develop the Selling Boldly Mindset 115 Chapter 17 Why Feedback from Happy Customers Is the Key to Developing the Selling Boldly Mindset 117 Chapter 18 How to Get Testimonials from Your Happy Customers 123 Chapter 19 Transcript of Actual Customer Interviews 139 Chapter 20 How to Use Testimonials Internally to Change Your Mindset and Your Culture 147 PART IV From Mindset to Technique: Powerful Sales Growth Actions 151 Chapter 21 About These Communications 153 Chapter 22 Focus on What You Can Control 163 Chapter 23 Silence Is Money 167 Chapter 24 Don't Forget about the Prospects 171 Chapter 25 Use the Phone Proactively 175 Chapter 26 Always Ask for the Business 191 Chapter 27 Tell Your Customers What Else They Can Buy from You 197 Chapter 28 Let Your Customers Tell You What Else They Buy 205 Chapter 29 Following Up Will Make You Rich 209 Chapter 30 Sell with Your Testimonials: Show Your Prospects How Happy Your Customers Are 213 Chapter 31 "What Percent of Your Business Do We Have?" 221 Chapter 32 People Love Giving Referrals-ButWe Hate Asking 225 Chapter 33 The Power of Handwritten Notes 233 Chapter 34 The Post-Delivery Call 237 Chapter 35 Putting It All Together with the "The One-Page Sales Planner" 239 Chapter 36 For Owners, CEOs, Executives, and Managers: This Is How to Implement Selling Boldly at Your Company 243 Chapter 37 Now, Go Help More People More 251 Acknowledgments 253 Appendix: 100 Questions to Ask Your Customers and Prospects (and Yourself) 255 Index 265
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