The Ultimate Sales Boot Camp
According to research by the American Society American Society
for Training & Development, more than 80% of salespeople fail
to reach their objectives. With such a high percentage of
salespeople missing their mark, something is obviously missing.
Kick Your Own Ass empowers you to fill this gap by
focusing on, not only your selling process and your skills
development, but also your self-confidence, motivation, and your
life and career. These three critical elements together are called
the ‘Will, Skill, and Drill’ of selling. In Kick
Your Own Ass, you’ll find out how to build them up
with
* Innovative ways to take responsibility for your success
* A simple five-step process for goal-setting and attainment
* A core-selling and communication methodology based on creating
awareness and choice for the client, which results in happier
customer relationships
As the title suggests, Kick Your Own Ass isn’t for
those who like to take the easy way out, leave the job half-done,
or otherwise slack off. So if you’re ready to really take your
selling to the next level, get this book and get kicking!
สารบัญ
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 You
Ever Thought Possible.
CHAPTER 4 One Golf Lesson Doesn’t Make You a
Golfer–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 Your
Will.
SECTION III ESSENTIAL SKILLS.
CHAPTER 8 The Logic and Emotion of Selling.
CHAPTER 9 Create Your Own Unique Super Successful Sales
Process.
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 Every
Day.
CHAPTER 18 Intensity, Velocity, and Mentorship: Spin Up the Arc
of Your Potential.
About the Author.
Index.
เกี่ยวกับผู้แต่ง
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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