Uncommon sense : shift your thinking, take new action, boost your sales / Jill Harrington.

Format:

Book

Author/Creator:

Harrington, Jill, author.

Language:

English

Subjects (All):

Selling.

Physical Description:

1 online resource (xiii, 249 pages) : illustrations

Edition:

1st ed.

Place of Publication:

Vancouver, British Columbia ; Berkeley : Figure 1, [2017]

Summary:

You're a talented sales professional, but you face big hairy sales challenges every day and you just can't seem to get anywhere.• Why can't I get time with my prospects and clients? • Why are my benefit-loaded e-mails and phone calls falling on deaf ears? • How do I loosen the stranglehold of an established supplier? • How do I convert more leads into sales? • How do I stand out when my competition claims the exact same benefits? Same old questions, but in today's market they call for different answers. Uncommon Sense shows you how to shift your thinking and behavior to stand out from the pack and achieve bigger, better sales, faster.It's time to dispense with the common nonsense of dusty old selling imperatives (like, elevator pitches, unique value propositions, and Always Be Closing). Stop thinking like a seller, and start thinking like your customers and prospects. Uncommon Sense shows you how to shift the way you sell... and the results you get: • Provides a toolkit of practical strategies and tactics that will improve your access to prospects, enrich engagements with your customers, and transform your results. • Features dozens of examples of calls gone seriously wrong, career-changing stories of real salespeople, eye-opening statistics, and tips for thinking your way out of self-defeating behaviors into providing real value for clients.• Presents counter-intuitive sales thinking in bite-sized chunks for the busy salesperson who wants practical advice on specific topics.Whether you're a seasoned sales pro or a novice, a sales manager who wants to launch the team to new levels of performance, or a small business owner struggling with the selling role, Uncommon Sense is the personal sales coach you need to shift your thinking, shift your habits, and shift your performance to new heights.

Contents:

Intro

Title Page

Copyright

Start here

Get results from this book

1

MAKE THE SHIFT: Rethink Your Way to Sales Success

Stop striving to be the best

Get relevant

Rewrite your selling ABCs

Kick off your shoes

Hit the pause button

Once in a lifetime!

Make the shift

2

ACCESS: Get in Front of Good Prospects Faster

Your prospecting mind-set matters

Stop kissing frogs

Caution: Incoming frogs

Evidence is TOP of mind

Why your messages fail

Never say this!

Stop calling high

3

ENGAGE: Take the Pest Out of Persistence

Drip!

Fill your arsenal

Circle the wheel of prospecting

E-mail and warm call, partners in prospecting

Don't fly solo

Social sense

Eureka! A live one

4

UNDERSTAND: Change the Rules of the Game for Bigger Wins

The game-changing quadrants

The A in ABC

Stop probing!

Can you hear me?

Ask the tough questions

5

POSITION: Make It Easy to Choose You

Turbocharge your presentations and proposals

Be the obvious choice

The discipline of less

Give your words a little CPR

Position to win at any price

The truth about closing

Position everything everywhere

6

ROADBLOCKS: Embrace "No" to Crush Barriers and Escape Black Holes

Rejection is cheesecake

EARN the right to yes

The enemy is your ally

Purchasing nonsense

Steer clear of the abyss

Price is a cop-out

Know why you lose

What lurks beneath the objection

Have the courage to say no

7

RETAIN AND GROW: Avoid the Shark Pool

Why you don't want customers

When results don't matter

It's all about expectations

The sale is not the finish line

Be the eyes and ears of your company

Put your advocates on the front line.

Not all referrals are golden

8

DISCIPLINE: Manage Your Greatest Sales Asset

Forget time management

Reset your GPS

Schedule and protect

Schedule everything, including nothing

Bubble wrap your peak performance

Three rules for getting it all done

Don't let technology dumb you down

Get off autopilot

Stop creating fiction

Watch your blind spot

Rethink your paralyzing questions

CONCLUSION: Make It Matter

The Frameworks at a Glance

Continue the Journey

Acknowledgments

Notes

Index.

Notes:

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9781773270104

1773270109