Description
Book SynopsisThere are an endless number of sales books that purport to let the reader in on the secrets of great selling. And some of them even have useful ideas and tips. But it doesn't matter how many tricks a salesperson has if he or she doesn't have the one most important weapon in any salesperson's arsenal: the ability to motivate themselves.
Trade ReviewThe big secret to sales success? A simple truth: Motivated, positive, goal-oriented people are usually the ones who sell the most. Even if you don’t think you have these vital qualities, you can develop them in yourself — with the right help. (
Realtor Magazine, July 2006)
Table of ContentsIntroduction.
Chapter 1. Attitude and Commitment: It all Starts Here.
Chapter 2. Successful Salespeople See Themselves Successful.
Chapter 3. Setting Goals: Why you Need to Write them Down.
Chapter 4. Successful Salespeople are in Control.
Chapter 5. The Three Components of an Effective Written Goal.
Chapter 6. The Action Plan: Why you Need One.
Chapter 7. The Three Components of an Effective Written Plan.
Chapter 8. Acting On Your Plan: You Have Twenty-Four Hours to Act on a Good Idea.
Chapter 9. Persistence: People Don’t Fail, They Just Stop Trying.
Chapter 10. Your First and Most Important Sale is at Home.
Chapter 11. Successful Salespeople Sell More Than Just the Product or Service.
Chapter 12. Successful Salespeople Create and Deliver Value; They Don’t Sell Price.
Chapter 13. Successful Salespeople Understand Who the Customer is and What They Really Want.
Chapter 14. Successful Salespeople are Experts, Advisors and Resources.
Chapter 15. Successful Salespeople Love what they do.
Index.
