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Index
Contents
Foreword by Anthony Iannarino
Acknowledgments
Introduction: I Should Not Be Here
Section I: Your Mind Drives Your Success
1. Mondays Are for Selling
2. Your Monday Mission
3. It Is All About You
4. Sales Is Leadership. Leadership Is Sales.
5. Sales Is Not Your Job. Sales Is Your Lifestyle.
6. Annual Goals Are Just the Starting Point
7. Sales Is Not Customer Service. Do Not Confuse the Two.
8. Sell First and Negotiate Second
9. Be the Difference-Maker Others Will Value
10. Being Passionate About Sales Is What Your Customers Expect
Section II: Your Greatest Assets
11. Your Three Greatest Assets: Your Time, Your Mind, Your Network
12. Protecting Your Time—Discipline Is a Virtue
13. Building Your Mind
14. Your Network Is Your Best Investment
15. Sales Is Not a Solo Activity. It’s a Team Sport.
Section III: Minefields and Mind Traps
16. Apps and Hacks Don’t Control You. You Control Them.
17. Social Selling Is Neither Social Nor Selling
18. What Your CRM Is Not Telling You
19. Quit Thinking Marketing Will Get You Leads
20. Sales Is Not a Numbers Game. Sales Is a Quality Game.
21. Your Pipeline Needs To Be a Water Faucet, Not a Sewer Pipe
Section IV: Don’t Let Your Customers Control Your Mind
22. Speed Sells. Simplify the Process.
23. Asking the Tough Questions
24. The Value of Hearing “No”
25. Not All Prospects and Customers Are the Same
Section V: The Future of Sales
26. You Do Not Close a Sale. You Begin a Relationship.
27. Next-Gen Sales
28. Do You Have a Mind for Sales?
About the Author
Index
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