Description
Book SynopsisTable of ContentsAbout 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—But We 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
