Kick Your Own Ass: The Will, Skill, and Drill of Selling More Than You Ever Thought Possible

( 3 )

Overview

Why do a few top salespeople outperform while most underperform'Is it innate sales personality or talent? A vitamin? A chant? Whatif it's none of these things? What if closing a sale is like mostthings in life, where the harder and smarter you work, the betteryou perform?

If you want to get serious about boosting your sales numbers,Kick Your Own Ass gives you a road map to make that effort and takefull responsibility for your success. This no-excuses guide willhelp you develop ...

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Overview

Why do a few top salespeople outperform while most underperform'Is it innate sales personality or talent? A vitamin? A chant? Whatif it's none of these things? What if closing a sale is like mostthings in life, where the harder and smarter you work, the betteryou perform?

If you want to get serious about boosting your sales numbers,Kick Your Own Ass gives you a road map to make that effort and takefull responsibility for your success. This no-excuses guide willhelp you develop the Will, Skill, and Drill to change thetrajectory of your sales career.

Kick Your Own Ass goes beyond typical discussions of salesprocesses and skills to improve critical factors like yourself-confidence, motivation, and life goals relating to yourperformance. You'll find unexpected ways to drive results, such ashow to:

  • Write your own kick-ass success plan
  • Discover what "will-killers" might come between you and what youwant
  • Think big while taking small steps each day toward yourgoals
  • Build long-term relationships with customers based on trust, notmanipulation

So if you want to go the whole distance and then some, firstKick Your Own Ass-then kick your competition's!

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Product Details

  • ISBN-13: 9780470598849
  • Publisher: Wiley
  • Publication date: 5/24/2010
  • Edition number: 1
  • Pages: 255
  • Product dimensions: 6.30 (w) x 9.10 (h) x 1.20 (d)

Meet the Author

Robert Early Johnson is the head of all sales training for Sage North America, the leading supplier of business software for small and medium-sized businesses to over six million customers worldwide. He is Sage's "front man" for transforming businesses and working to improve sales performance for Sage employees, partners, and customers worldwide. Previously, Johnson developed the Sage Sales Academy, an award-winning training program that has helped thousands of salespeople change the trajectory of their careers.

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Table of Contents

Acknowledgments.

Foreword.

Introduction.

SECTION I THIS IS HARDER THAN IT LOOKS.

CHAPTER 1 The Arc of Your Potential.

CHAPTER 2 Your Raise Becomes Effective When You Do.

CHAPTER 3 The Will, Skill, and Drill of Selling More Than YouEver Thought Possible.

CHAPTER 4 One Golf Lesson Doesn’t Make You aGolfer—Great Potential Requires Great Work to Realize.

SECTION II ENGAGE YOUR WILL.

CHAPTER 5 Debunking the "Sales Personality" Myth.

CHAPTER 6 The Will Killers.

CHAPTER 7 Fire Yourself Up: Five Simple Steps to Engage YourWill.

SECTION III ESSENTIAL SKILLS.

CHAPTER 8 The Logic and Emotion of Selling.

CHAPTER 9 Create Your Own Unique Super Successful SalesProcess.

CHAPTER 10 Build Your Own Ocean of Opportunities.

CHAPTER 11 Develop Your Trust and Positive Intent.

CHAPTER 12 Learn the Subtleties of Power Listening.

CHAPTER 13 Gather the Facts and Develop a Value Proposition.

CHAPTER 14 Engineer a Decision: Helping Your Customers Buy.

CHAPTER 15 Don’t Screw Up: Handling Questions, Concerns,and Objections.

SECTION IV THE DRILL: SUCCEED EVERY DAY.

CHAPTER 16 Create Your Super Simple Sales Success Plan.

CHAPTER 17 Come Out Swinging: Execute Your Sales Plan EveryDay.

CHAPTER 18 Intensity, Velocity, and Mentorship: Spin Up the Arcof Your Potential.

About the Author.

Index.

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Customer Reviews

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Sort by: Showing all of 3 Customer Reviews
  • Anonymous

    Posted June 22, 2010

    more than a sellsman's book

    I needed this book. It has helped refine my focus. I have started rereading it.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted September 12, 2010

    No text was provided for this review.

  • Anonymous

    Posted January 30, 2011

    No text was provided for this review.

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