Kick Your Own Ass: The Will, Skill, and Drill of Selling More Than You Ever Thought Possible BY Robert Johnson

Kick Your Own Ass: The Will, Skill, and Drill of Selling More Than You Ever Thought Possible BY Robert Johnson
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Kick Your Own Ass:

The Will, Skill, and Drill of Selling More Than You Ever Thought Possible

BY Robert Johnson



Wiley

255 pages May 2010



BUSINESS & MANAGEMENT / MARKETING & SALES / GENERAL MARKETING & SALES /





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!





TABLE OF CONTENTS:

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¡ªGreat 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.





AUTHOR INFORMATION:



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.