iSell

Even when outwardly confident, sales people and business owners often lack the inner confidence and practical strategies to achieve great sales results on a consistent basis. Conventional sales training doesn't address the inner barriers that get in the way of sales success. This book does.With an innovative approach to selling, this book will take you through a process that will: Help you identify your inner psychological barriers to sales success Give you the tools to overcome what's holding you back Teach you how the mind works so that you can maintain high levels of motivation and focus Help you connect at a deeper level with your clients and prospects Enable you to close more sales

Even when outwardly confident, sales people and business owners often lack the inner confidence and practical strategies to achieve great sales results on a consistent basis. Conventional sales training doesn't address the inner barriers that get in the way of sales success. This book does.

Even when outwardly confident, sales people and business owners often lack the inner confidence and practical strategies to achieve great sales results on a consistent basis. Conventional sales training doesn't address the inner barriers that get in the way of sales success. This book does.With an innovative approach to selling, this book will take you through a process that will: Help you identify your inner psychological barriers to sales success Give you the tools to overcome what's holding you back Teach you how the mind works so that you can maintain high levels of motivation and focus Help you connect at a deeper level with your clients and prospects Enable you to close more sales

Introduction1. How Your Thinking Determines Your Sales SuccessYour amazing mindCommunication is keyFocus of attentionDifferent maps of the worldYour perspectiveThe things that get in the wayThe valley of reasons and excusesWhat you believe2. How Your Beliefs Impact Your Thinking...and Your ResultsHow beliefs are createdYour beliefs around salesHow you reinforce your limiting beliefsEliminating your limiting beliefs3. Sales and the Inner YouFriend or FoeThe importance of languageChunking upThe sum of the parts4. Putting Yourself in the Right State of MindHow your state of mind impacts on your sales successGood state...bad stateChange your state in a heartbeatCircle of excellence5. Managing your Inner Software to Achieve More SalesPart 1- How you processRepresentational Systems Profile QuestionnaireRepresentational System traitsRepresentational System wordsPart 2-Meta ProgrammesContext dependentUnderstanding Meta Programmes6. The Next StepLinking it togetherCreating Dynamic GoalsIncreasing your commitmentProcrastination7. Modelling Sales SuccessFind yourself a great strategyThe Five Key ElementsHow you learnPlanning your strategy sessionGreat strategy elicitation questions8. Measuring UpKey Performance IndicatorsThe Keys to Sales SuccessThere’s no such thing as failure...only feedbackHow to make changesQuantum questions9. Putting it all TogetherRapportOpen questionsIPA and FBIHow are you doing with your action points?10. If you Manage a Sales TeamBeing a sales leaderYou train your team how to treat youStop tellingPut them back at ‘cause’FeedbackCommunication is the response it elicitsMatch preferencesGood languageThe top sales leadership tipsHow your thinking determines your sales successHow your beliefs impact your thinking... and your resultsSales and the inner youPutting yourself in the right state of mindManaging your inner software to achieve more salesThe next stepModelling sales successMeasuring upPutting it all togetherCase Studies and TestimonialsAbout the Author