Uncommon Sense : Shift Your Thinking. Take New Action. Boost Your Sales.

Cover -- Title Page -- Copyright -- Contents -- 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 -- Make the shift -- 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 -- Make the shift -- 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 -- Make the shift -- 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 -- Make the shift -- 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 -- Make the shift -- 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 -- Make the shift -- 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 -- Make the shift -- Conclusion: Make It Matter -- The Frameworks at a Glance -- Continue the Journey -- Acknowledgments -- Notes -- Index.

Description based on publisher supplied metadata and other sources.

Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.