Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance
Acknowledgments xv
Definitions xix
I ntroduction xxi
PART I
Dealing with Discomfort
1 “Well, This Is Awkward”
Understanding Sales Discomforts 5
2 Getting Your Inner Boldness On Sales Boldness in Action 19
3 That Nagging Squirminess Discomforts and Decisions 37
4 Story Time Rationalizations and Other Bad Habits 55
5 The Gut Check Where Discomfort Leads and What Is at Stake 75
PART I i
Developing Boldness
6 Let’s Do This Thing! The Remedy 97
7 The Boldness Workout Strengthening the “Boldness Muscle” 111
8 Retraining Your Brain Building Bold Thought Patterns 125
9 Big Problems in Little Packages Handling Everyday Discomforts 139
10 Handling the “Gotchas” Developing Autoresponses for Surprise Discomforts 157
11 The Advanced Course Dealing with Big-Time Discomforts 165
12 Go! 179
PART I i i
Putting It All to Work
13 The Customer’s Mission Current Dissatisfaction 197
14 The Customer’s Mission Future Promise 213
15 The Customer’s Mission Cost and Fear 225
16 Putting It All Together The Buying Formula 235
Afterword 249
Index 253
"Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling
"This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." -- Brian Tracy, bestselling author of Unlimited Sales Success
Includes interviews with Daniel Pink, Larry Winget, Linda Richardson, and many others
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.