- Cover
- Title Page
- About the Author
- PART I: Fear Is the Greatest Enemy of Sales … and Positive Psychology Is the Antidote
- PART II: The 10 Critical Mindset Shifts for Dramatic Sales Growth
- 6 About These Critical Thinking Shifts
- 7 Proactive Selling versus Reactive Selling
- 8 Confidence versus Fear
- 9 Boldness versus Meekness
- 10 Optimism versus Pessimism
- 11 Gratitude versus Cynicism
- 12 Perseverance versus Surrender
- 13 Value and Relationship versus Products and Services
- 14 Taking Constant Communication Action versus Overplanning and Underexecuting
- 15 Making It Look Easy versus Laboring
- 16 Plan‐Driven versus Inquiry‐Driven
- PART III: How to Develop the Selling Boldly Mindset
- PART IV: From Mindset to Technique: Powerful Sales Growth Actions
- 21 About These Communications
- They Are All Communications
- I Know You Know This
- Don't Overcomplicate It
- Use “Easy” Language
- Do You Have a Few Seconds?
- It Doesn't Take Money to Make Money
- What If My Day Is Totally Reactive?
- Repeatedly and Systematically
- It's Impossible to Overcommunicate
- Simple, But Not Easy
- Designed to Set You Apart
- Quick Wins
- Give Customers and Prospects a Backscratcher
- 22 Focus on What You Can Control
- 23 Silence Is Money
- 24 Don't Forget about the Prospects
- 25 Use the Phone Proactively
- Four Hours a Week
- Telephone Scenes
- Nobody Calls Anymore
- Why Don't We Call?
- All the Good That Happens When We Call
- You Don't Increase Phone Hours by Trying to Spend More Hours on the Phone
- Leave That Voicemail!
- Who to Call?
- What to Say
- Set the Calls Up If You Wish
- Your Objections to Making Calls and My Responses
- 26 Always Ask for the Business
- 27 Tell Your Customers What Else They Can Buy from You
- Customers Niche Us, and We Niche Them
- How to Tell Your Customers about What Else You Can Sell to Them
- How to Ask This Question
- A Whopping 20 Percent of DYKs Close
- Do YOU Know What You Can Sell to Your Customers?
- Planning Your DYKs
- Column 1: The DYK Complete List
- Columns 2 and 3: DYK If/Then
- Column 4: DYK Top 10
- How to Use This Planner
- More DYKs = More Sales
- 28 Let Your Customers Tell You What Else They Buy
- 29 Following Up Will Make You Rich
- 30 Sell with Your Testimonials: Show Your Prospects How Happy Your Customers Are
- 31 “What Percent of Your Business Do We Have?”
- 32 People Love Giving Referrals—But We Hate Asking
- 33 The Power of Handwritten Notes
- 34 The Post‐Delivery Call
- 35 Putting It All Together with the “The One‐Page Sales Planner”
- 36 For Owners, CEOs, Executives, and Managers: This Is How to Implement Selling Boldly at Your Company
- 37 Now, Go Help More People More
- 21 About These Communications
- Acknowledgments
- Appendix: 100 Questions to Ask Your Customers and Prospects (and Yourself)
- Headline: 100 Revenue Growth Questions
- First, Some Questions to Ask Yourself
- Questions for Your Customers and Prospects
- To Increase Sales per Customer
- To Get Testimonials
- To Use Testimonials
- To Ask for Referrals
- To Ask for the Business
- To Follow Up on Quotes and Proposals
- To Check In Proactively by Phone
- To Follow Up after Delivery or Conclusion of Work
- And the Three Most Important Questions, from Me to You
- Index
- End User License Agreement
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