This book is for those who spend their working life influencing people. It is for those engaged in selling products, services, ideas or opportunities and who want to be better at it.
If your job involves persuading people you will discover some very helpful approaches, techniques and ways of thinking that you can apply immediately.
There are two ways that this book is different from the multitude of others about selling. Firstly it is all about a ‘Mindset’ and how you can strengthen yours and prepare yourself for success.
Secondly it is different because it provides you with powerful coaching questions and exercises that you can use to coach yourself.
Chapter 1
What is Selling?
How you actually define ‘Selling’ is making a huge impact on your success and your quality of working life! Take some time to recalibrate its meaning and discover a richer and more helpful definition. We cover issues of process, persuasion, decisions and actions.
Chapter 2
What is Sales Management?
This might not be your job title…but it is your role! Read about the need for you to be largely ‘self-managing’ and how you can gain competitive advantage with this.
Chapter 3
A Sales Mindset
Your mind is ‘set’ in the ways that you see things and think about them. This chapter helps you to recalibrate and ensure that you fully engage with a sales mindset. Your mindset is like an ‘auto pilot’ on a plane - it works great if programmed correctly!
A key element of this is ‘focus’ and you are encouraged to think about…
- Focus on Focus
- Focus on Professionalism
- Focus on Persuasion
- Focus on Opportunities
- Focus on Technique
Chapter 4
An Enterprising Mindset
In this chapter your read about the ‘YOU plc’ model. This is a game changer! This is a model that provokes you to see yourself as a business rather than an employee and there are a multitude of advantages in doing this. The author has been coaching and consulting for nearly 20 years and in his experience this is the ‘model’ that makes the biggest difference in those who engage in self development.
Chapter 5
A Value-Add Mindset
How much is a dead fish worth?
This is a very important question for every sales professional because your answer reveals your mindset when it comes to adding value. In this chapter you are introduced to the ‘Two Fish’ analogy and this is a powerful opportunity to engage in new thinking and approaches. It will boost your commercial awareness and business acumen.
Chapter 6
An Engaged Mindset
In this chapter we talk about what ‘engagement’ really means. It provides a useful ‘formula’ that that you can use to sense check your approach and know which areas to address.
Chapter 7
A Practical Mindset
Chapter 7 provides a 40-point self-assessment checklist together with a wide range of tips, hints and techniques. It provokes you to carefully consider your Outlook and Approach and to note whether it is poor, ok good or expert level.
You are also provoked to consider how you go about Planning for your working life. The tips and hints will make a helpful difference.
Meeting Preparation is also evaluated and valuable advice given.
The Leading Meetings section has 5 questions that provoke you to think about ways of keeping control and maximising your influence.
Other sections include Participating in Meetings, Presenting Products and Solutions and Closing the Sale.
This checklist has proven to be an invaluable tool for refreshing your approach and tactics.
Chapter 8
A Summary
This chapter summarises the models, tactics and useful techniques. It is a handy reference guide.
‘A Sales Mindset’ is a practical guide and a self-coaching tool for the business-to-business sales professional. It has 160 pages of tips, hints and techniques.
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About the Author
He has a unique ability to provoke thought and trigger helpful discoveries. His focus is on enabling participants to discover the practical tips, hints and techniques that are relevant to their everyday business life. Jonathan developed the coaching methodology known as ‘Discovery Coaching’ and this proven approach helps individuals to develop their business approach and maximise their performance. He is an inspirational coach who motivates individuals to exceed their goals. |
Jonathan Frost is the Managing Director of Discovery Coaching Limited. Working across Europe he has assisted hundreds of sales professionals, sales managers and sales directors over the last 19 years. He consults for organisations, develops sales training programmes, implements workshops and provides 1:1 coaching.