Synopses & Reviews
Here's a book about the mind-game of selling. With a set of proven exercises and a series of techniques, this book will help you develop the inner vision of a winner. This is not just a book for salespeople-it is a practical and direct means for anyone who has to put across an idea, to convince someone to act.
Synopsis
Here's a book about the mind-game of selling which the author believes is where many sales are won or lost. Drawing on the best principle of professional selling, Richard Gerson adds the component of developing the inner resources of a superior athlete that can be drawn upon to perform at the highest level. He believes that anyone who believes in being a winner, can be a winner. He shows, through a set of proven exercises and a series of techniques, how to develop the inner vision of a winner.
Synopsis
Here's a book about the mind-game of selling.
Table of Contents
Preface Introduction Part 1: The Inner Games of Sales and Sports Seven Keys to Winning The Salesperson as Athlete Benefits of Winning the Inner Game The Inner Game and Peak Performance Reaping the Rewards Part 2: Habits of Inner Winners Ten Habits of Inner Winners 1. Projecting a Positive Attitude 2. Creating a Positive Self-Image 3. Communicating Effectively 4. Learning Continually 5. Loving Self and Others 6. Setting Goals 7. Relaxing 8. Visualizing 9. Identifying Personal Values 10. Maintaining Health and Well-Being Part 3: Overcoming Obstacles Mind Games Your Two Selves Primary Obstacles to Success Performing Under Pressure Stress Management and Your Positive Self Part 4: Motivating the Inner Winner Where Does Motivation Come From? Positive Self-Image Eight Steps for Improving Self-Image Goal Setting S.M.A.R.T. Goals Outcome-Oriented Goals A Ten-Step Process for Achieving Goals Motivation Peak Performance and High Performance Part 5: Your Game Plan Establishing a Game Plan Techniques Technique 1: Pattern Tracking Technique 2: The Power of Rituals Technique 3: Anchoring Technique 4: Mnemonics and Acronyms Models Model 1: The Eight Ps of Powerful Performances Model 2: C-ing with Your Mind Model 3: R-R-R-R-Roaring to the Inner Winner's Circle Model 4: Seven Steps to Peak Performance Exercises Exercise 1: Breath-Awareness Relaxation Exercise 2: Muscle-Awareness Relaxation Exercise 3: Visualizing Success Exercise 4: Affirmations You ARE Great! Additional Reading