97 Things to Take Your Sales Career to the Next Level

Byrd Baggett, Larry Cole

• Publisher: Turner
• Year: 2010
• Print ISBN: 9781596527492
• eBook ISBN: 9781618581174
• Topic: Business
• Subtopic: Sales
• Index: Business

Is your sales career green and growing or ripe and rotting? Whatever condition you find it in, 97 Things to Take Your Sales Career to the Next Level shares simple but practical insights to help you become a high-performing sales professional. Unlike other business guides, this handbook features easy-to-understand strategies you can begin practicing in just minutes for high payoffs. So take your sales career to the next level by learning how to:

• Develop positive, productive daily habits from the moment you rise
• Diminish stress, work overload, and problems from difficult clients
• Understand prospects' and clients' needs with the four social styles
• Develop confidence, trust, and greater self-motivation

Table of contents

• Praise for 97 Things
• Dedication
• Title Page
• Copyright Page
• Business Forecast
• Table of Contents
• Introduction
• 1 - Three steps to change
• 2 - Seven-step process to change
• 3 - You must let go to grow
• 4 - Greatness takes time to grow
• 5 - 2/24/90 Principle
• 6 - Values are the roots that determine the fruit
• 7 - Trust is the lifeblood of relationships
• 8
• 9 - Customers love humility
• 10 - Listen, listen, listen, and listen some more
• 11 - Less is more
• 12
• 13 - Stop, ask, listen, and think before you respond
• 14 - The likability factor
• 15 - The three things clients want
• 16 - The power of optimism
• 17 - SOW your way to sales success
• 18
• 19 - Success is how high you bounce when you hit the bottom —General George Patton
• 20
• 21
• 22 - We first make our habits and then our habits make us —John Dryden
• 23 - 20/80 principle
• 24
• 25 - Three steps to sales excellence and relationships that last
• 26 - If you burned bridges in the past, you better be able to walk on water in the future
• 27 - Today’s struggles become the footsteps for tomorrow’s successes
• 28
• 29 - Why are you afraid to risk?
• 30 - Why working harder doesn’t always work
• 31
• 32 - The rubber band syndrome
• 33 - The PC formula for sales success
• 34
• 35 - The PNP formula
• 36 - Selling differently to different people
• 37 - Confusing activity with getting results
• 38
• 39 - You receive what you share with others
• 40 - There is no = in relationships
• 41 - Are you good enough to get better?
• 42 - The gift of feedback
• 43
• 44 - Wisdom of the oak
• 45 - It’s not about you
• 46 - The power of self-talk
• 47 - 10,000 hours
• 48
• 49 - The power of enthusiasm
• 50 - Choosing to succeed
• 51
• 52 - The Law of Expectation
• 53 - Is your sales career a self-fulfilling prophecy?
• 54 - Getting in sync with Mother Nature
• 55 - Self-discipline is a key to success
• 56 - Time : manage it well
• 57 - It’s not the big things that hold us back
• 58
• 59 - You must change as the world changes
• 60
• 61 - You are literally unable to to perceive data right before your eyes
• 62
• 63 - The customer’s perception of you is more important than your perception of you
• 64
• 65 - When you’re being driven nuts
• 66
• 67 - I would like to fire my client
• 68
• 69 - What do I do now?
• 70 - Work your butt off, then enjoy the rewards
• 71
• 72
• 73 - Respect
• 74 - The Ph.D. of sales
• 75 - “When we change the way we look at things, things change the way they look.”
• 76 - When something comes up, let them know as soon as you can
• 77 - Eating your elephants one bite at a time
• 78
• 79 - What business are you in?
• 80 - Don’t quit before the blessing
• 81
• 82 - Three keys to growth
• 83 - Self-awareness is a key building block for your sales career
• 84 - Selling is the university of life
• 85 - Bury your ego. Don’t be the star. Be the star maker!
• 86
• 87 - Self-confidence
• 88 - “Low self-esteem is like driving through life with your hand brake on.”
• 89 - I made it! My personal story
• 90 - “If we make each and every moment count, we will have ‘enough’ time.”
• 91 - Everyone needs a coach
• 92 - Very important person
• 93
• 94 - “Obstacles are things a person sees when he takes his eyes off his goal.”
• 95 - “Here is a simple but powerful rule: Always give people more than they expect to get.”
• 96
• 97 - One more thing
• Conclusion