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Life is about results. After all the good intentions have been calculated,
somebody has to make something happen. Somebody has to cook the meals, somebody has to pay the rent,
somebody has to get the contract signed. That results matter is true of life in general; it is
especially true of sales. No matter what we sell, each of us is in a race against an inexorable
judgment- our quota. Whether this race is measured by the week, the month or the quarter, each
of us has a finish line, with an imperious judge at the end who demands: have you made your numbers?
At the race's end, our sales manager or boss is not interested in our good intentions or nice tries.
He does not want to hear about the sales we nearly made, could have made, or will make. His sole interest
is in the sales we did make. It is this inescapable pressure for results that defines selling, and
marks it as the most demanding and daunting of professions.
This book is about how to achieve results in this most demanding of professions.
Its purpose is to provide you with the selling skills, but more importantly, the psychological
competencies required to achieve selling success. For the truth is, selling is always an "inside job".
What people see, our behaviors and the results they produce, are always consequences, effects of
what they don't see, our inner state of either self-confidence or self-doubt, either our best self
or our diminished self. The battle in sales is always fought from the inside out.
This is not a new truth. But surprisingly it is a truth that few sales books give
proper emphasis too, or even acknowledge. There are plenty of books and courses available that teach
how to cold call and close, but not how to develop the confidence to do either. Books that stress
the importance of enthusiasm and burning desire to selling success, but none on how to acquire the
level of self-esteem necessary to experience such emotions. Books and courses that exhort us to
call at the top and to not accept the first "no", but none on how to develop the mental toughness
to remain steady in the face of these firestorms. We are thus left with a gap between knowing these
skills and the core competencies required to perform these skills, a gap between "I know" and "I can."
What's Stopping You? is the first book to close this gap; the first book to supply
this critical missing link. This book will help you develop the confidence to cold call and close,
the self-esteem to experience the enthusiasm and burning desire required for selling success and
the mental toughness to call at the top and keep asking after the first "no."
What's Stopping You? is more than just a sales book. It is a self-help manual for
sales professionals, integrating for the first time the science of psychology with the art of selling
to provide the techniques, strategies and practices to grow your selling skills and the core competencies
required to perform them.
What's Stopping You? My hope is that after reading this book, you will have only one
answer: "Nothing, I’m on my way." |
