Jeff Shore

Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance

• Broschiertes Buch

Produktbeschreibung

WHAT'S THE KEY TO SALES SUCCESS?BOLDNESS. "Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling "This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." -- Brian Tracy, bestselling author of Unlimited Sales Success Includes interviews with Daniel Pink, Larry Winget, Linda Richardson, and many others The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It's the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale. And it is a skill that can be learned. In this inspiring, humor-filled guide, he teaches you: * How to figure out exactly what inhibits you * Why you make certain decisions in moments of discomfort * How to train your brain to prepare for uncomfortable moments * How your customer's own discomforts affect his or her purchase decisions Featuring self-assessment tools, hands-on exercises, and case studies showing Shore's methods in action, Be Bold and Win the Sale is an indispensable resource for any sales professional.

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Produktdetails

• Verlag: McGraw Hill LLC
• Seitenzahl: 288
• Erscheinungstermin: 31. Dezember 2013
• Englisch
• Abmessung: 228mm x 151mm x 22mm
• Gewicht: 397g
• ISBN-13: 9780071829229
• ISBN-10: 0071829229
• Artikelnr.: 38589976

Autorenporträt

Jeff Shore is the founder and president of Shore Consulting, Inc., a firm specializing in the training and coaching of sales and sales management professionals. He is a fellow of the National Speakers Association's exclusive Million Dollar Roundtable.

Inhaltsangabe

Foreword xiii
Acknowledgments xv
Definitions xix
I ntroduction xxi
PART I
Dealing with Discomfort
1 "Well, This Is Awkward"
Understanding Sales Discomforts 5
2 Getting Your Inner Boldness OnSales Boldness in Action 19
3 That Nagging SquirminessDiscomforts and Decisions 37
4 Story TimeRationalizations and Other Bad Habits 55
5 The Gut CheckWhere Discomfort Leads and What Is at Stake 75
PART I i
Developing Boldness
6 Let's Do This Thing!The Remedy 97
7 The Boldness WorkoutStrengthening the "Boldness Muscle" 111
8 Retraining Your BrainBuilding Bold Thought Patterns 125
9 Big Problems in Little PackagesHandling Everyday Discomforts 139
10 Handling the "Gotchas"Developing Autoresponses for Surprise Discomforts
157
11 The Advanced CourseDealing with Big-Time Discomforts 165
12 Go! 179
PART I i i
Putting It All to Work
13 The Customer's MissionCurrent Dissatisfaction 197
14 The Customer's MissionFuture Promise 213
15 The Customer's MissionCost and Fear 225
16 Putting It All TogetherThe Buying Formula 235
Afterword 249
Index 253