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Even when outwardly confident, sales people and business owners often lack the inner confidence and practical strategies to achieve great sales results on a consistent basis. Conventional sales training doesn't address the inner barriers that get in the way of sales success. This book does.
With an innovative approach to selling, this book will take you through a process that will:
- Help you identify your inner psychological barriers to sales success
- Give you the tools to overcome what's holding you back
- Teach you how the mind works so that you can maintain high levels of motivation and focus
- Help you connect at a deeper level with your clients and prospects
- Enable you to close more sales
Inhaltsverzeichnis
Introduction 1. How Your Thinking Determines Your Sales Success Your amazing mind Communication is key Focus of attention Different maps of the world Your perspective The things that get in the way The valley of reasons and excuses What you believe 2. How Your Beliefs Impact Your Thinking...and Your Results How beliefs are created Your beliefs around sales How you reinforce your limiting beliefs Eliminating your limiting beliefs 3. Sales and the Inner You Friend or Foe The importance of language Chunking up The sum of the parts 4. Putting Yourself in the Right State of Mind How your state of mind impacts on your sales success Good state...bad state Change your state in a heartbeat Circle of excellence 5. Managing your Inner Software to Achieve More Sales Part 1- How you process Representational Systems Profile Questionnaire Representational System traits Representational System words Part 2-Meta Programmes Context dependent Understanding Meta Programmes 6. The Next Step Linking it together Creating Dynamic Goals Increasing your commitment Procrastination 7. Modelling Sales Success Find yourself a great strategy The Five Key Elements How you learn Planning your strategy session Great strategy elicitation questions 8. Measuring Up Key Performance Indicators The Keys to Sales Success There's no such thing as failure...only feedback How to make changes Quantum questions 9. Putting it all Together Rapport Open questions IPA and FBI How are you doing with your action points? 10. If you Manage a Sales Team Being a sales leader You train your team how to treat you Stop telling Put them back at 'cause' Feedback Communication is the response it elicits Match preferences Good language The top sales leadership tips How your thinking determines your sales success How your beliefs impact your thinking... and your results Sales and the inner you Putting yourself in the right state of mind Managing your inner software to achieve more sales The next step Modelling sales success Measuring up Putting it all together Case Studies and Testimonials About the Author
Über den Autor / die Autorin
Since 1995, Leigh Ashton's mission has been to transform sales - away from outdated ego-driven and KPI-orientated methods, and towards a human, people-centric and holistic approach. Leigh has trained thousands of salespeople and leaders globally and the evidence is overwhelming. Find Leigh at: www.sales-consultancy.com
Zusammenfassung
Even when outwardly confident, sales people and business owners often lack the inner confidence and practical strategies to achieve great sales results on a consistent basis. Conventional sales training doesn't address the inner barriers that get in the way of sales success. This book does.
