Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance
- 3h 53m
- Jeff Shore
- McGraw-Hill
- 2014
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.
About the Author
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.
In this Book
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Be Bold and Win the Sale—Get Out of Your Comfort Zone and Boost Your Performance
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Foreword
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Definitions
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Introduction
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“Well, This Is Awkward”—Understanding Sales Discomforts
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Getting Your Inner Boldness On—Sales Boldness in Action
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That Nagging Squirminess—Discomforts and Decisions
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Story Time—Rationalizations and Other Bad Habits
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The Gut Check—Where Discomfort Leads and What Is at Stake
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Let’s Do This Thing!—The Remedy
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The Boldness Workout—Strengthening the “Boldness Muscle”
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Retraining Your Brain—Building Bold Thought Patterns
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Big Problems in Little Packages—Handling Everyday Discomforts
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Handling the “Gotchas”—Developing Autoresponses for Surprise Discomforts
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The Advanced Course—Dealing with Big-Time Discomforts
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Go!
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The Customer’s Mission—Current Dissatisfaction
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The Customer’s Mission—Future Promise
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The Customer’s Mission—Cost and Fear
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Putting It All Together—The Buying Formula
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Afterword
