The Inner Game of Selling

The Inner Game of Selling

Author: Ron Willingham

Publisher: Simon and Schuster

Published: 2011-10-25

Total Pages: 329

ISBN-13: 0743293835

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Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.


The Inner Game of Selling . . . Yourself

The Inner Game of Selling . . . Yourself

Author: James Borg

Publisher: Butterworth-Heinemann

Published: 2014-05-12

Total Pages: 189

ISBN-13: 1483193101

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The Inner Game of Selling...Yourself: Mind-Bending Ways to Achieve Results in Business offers tips on the art of successful selling not only for professional salespeople but also for anyone in business who wants to effectively get their viewpoint or message accepted. It argues that salesmanship requires no special skills but just draws upon a few basic personal qualities by "putting yourself into selling". Comprised of 12 chapters, this book begins with an overview of salesmanship as an art, focusing on selling as essentially about appealing to human nature. The reader is then introduced to three important techniques of persuasion that enable anyone to strike a chord in the mind of the other(s) and so an idea is accepted: empathy, sincerity, and perspicacity. The importance of questioning and listening in getting inside the mind of someone, as well as holding the audience's attention, is also emphasized. Subsequent chapters explain the importance of a good memory for a person in business who wants to sell himself/herself; the use of the telephone to communicate with potential clients; types of clients; four stereotypical salespeople; the process of negotiation; and the power of words in selling. The final chapter describes the fortunes of a sales manager, first to show how not to do it and then to demonstrate the art of successful selling. This monograph is intended for those in business who wish to know how to sell themselves and how to be able to read people.


The Inner Game of Work

The Inner Game of Work

Author: W. Timothy Gallwey

Publisher: Random House

Published: 2001-10-17

Total Pages: 258

ISBN-13: 1588361292

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A groundbreaking guide to overcoming the inner obstacles that sabotage your efforts to be your best on the job—part of the bestselling Inner Game series, with more than one million copies sold! “If you feel like you’ve sunk to a new mental low on the job, this book has the potential to pump you up and help you to regain your ambition.”—Rocky Mountain News No matter how long you’ve been doing it or how little you think there is to learn about it, your job can become an opportunity to sharpen skills, increase pleasure, and heighten awareness. And if your work environment has been turned on its ear by technology, reorganization, and rapidly accelerating change, The Inner Game of Work offers a way to steer a confident course while navigating your way toward personal and professional goals. • Change a rote performance into a rewarding one • Work in the mobility mode rather than the conformity mode • Overcome fear of failure, change-resistance, boredom, and stagnation • Find a coach or become a coach (and see why that makes a difference) The Inner Game of Work challenges you to reexamine your fundamental motivations for starting work in the morning and your definitions of work throughout the day, changing the way you look at work forever.


The Inner Game of Selling

The Inner Game of Selling

Author: Ron Willingham

Publisher: Simon and Schuster

Published: 2011-10-25

Total Pages: 329

ISBN-13: 0743293835

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Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.


The Inner Game of Investing

The Inner Game of Investing

Author: Derrick Niederman

Publisher: John Wiley & Sons

Published: 1999-04-29

Total Pages: 216

ISBN-13: 9780471314790

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Unlike other investment books that dole out one brand of advice toa potentially diverse readership, this unique book guides you toyour own best personal strategy by showing you what types of stocksfit your individual style. Written in a witty and engaging style bysecurities analyst and long-time financial columnist DerrickNiederman, The Inner Game of Investing reveals the Seven StockMarket Personalities: The Bargain Hunter, The Visionary, TheContrarian, The Sentimentalist, The Skeptic, The Trader, and TheAdventurist. You will be amazed to see how your own psychologicalattributes and predispositions interact with the market and howthey may be blinding you to both habitual mistakes and goldenopportunities. Niederman's invaluable insights extend into other aspects ofinvesting, including widely held, but often misguided beliefs aboutthe irrationality and efficiency of the market, the psychologicalnuances of dealing with market professionals, and the generalpsychology of analyzing stocks. The Inner Game of Investing shines a light into areas of yourpersonal investment process. This is one book that could change theway you invest and raise your stock market skills to a level younever thought possible.


The Inner Game of Stress

The Inner Game of Stress

Author: W. Timothy Gallwey

Publisher: Random House

Published: 2009-08-18

Total Pages: 241

ISBN-13: 1588368955

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A unique and empowering resource to overcoming stress and stabilizing your mental health in today’s volatile world—part of the bestselling Inner Game series, with more than one million copies sold! “Tim Gallwey is one of the great teachers of our time. In this day, when many talk of accelerating learning in organizations but few have actually done it, the words of a master are timely indeed.”—Peter M. Senge, author of The Fifth Discipline: The Art and Practice of the Learning Organization Renowned sports psychology expert W. Timothy Gallwey teams up with two esteemed physicians to present an invaluable guide for managing everyday stress. Gallwey explains how negative self-talk undermines us and leaves us feeling helpless and unhappy—and he shows that we have the means to build a shield against stress using our abilities to take childlike pleasure in learning new skills, which can help us rest, relax, and trust our own judgement. With his trademark mix of case histories and interactive worksheets, Gallwey helps us tap into our inner strengths with these practical tools: • the STOP technique: Learn how to Step back, Think, Organize, and Proceed with a more conscious choice process, even in the most chaotic circumstances. • the Attitude tool: If you’re feeling resentment, try gratitude. • the Magic Pen: Develop the ability to open up your intuition and wisdom. • the Transpose exercise: Imagine what the other person thinks, feels, wants—and develop empathy, kindness, and better relationship skills. • the PLE triangle: Use your goals for Performance, Learning, and Experience to redefine success and enhance enjoyment. You don’t have to be an athlete to keep your life in perspective and your performance at its peak. A one-of-a kind guide, The Inner Game of Stress allows anyone to get in the game and win.


The Maverick Selling Method

The Maverick Selling Method

Author: Brian Burns

Publisher: Brian Burns

Published: 2009

Total Pages: 129

ISBN-13:

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The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors. What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the buying decision How to marginalize any competitor How to close the deal in a predictable manner before your competitor even knows they have lost What Mavericks do differently How you can become a Maverick


The Psychology of Selling

The Psychology of Selling

Author: Brian Tracy

Publisher: Thomas Nelson Inc

Published: 2006-06-20

Total Pages: 240

ISBN-13: 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.


Continuous Sales Improvement

Continuous Sales Improvement

Author: Eric Lofholm

Publisher: Morgan James Publishing

Published: 2021-07-06

Total Pages: 270

ISBN-13: 1631955225

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What’s the secret to succeeding at sales? In Continuous Sales Improvement, master sales trainer Eric Lofholm reveals the simple but powerful strategy he’s taught to tens of thousands of students that anyone can use to improve their sales performance. Eric’s message is that those who are not good at sales can become good, and those who are already good can become great simply by making small, continuous improvements in four key areas: self-improvement, sales skills, product and service knowledge, and technology. He gives readers a game plan for making improvements in each of these areas and provides hundreds of detailed strategies, practical exercises, and actionable instructions to use immediately to begin improving sales results. Each chapter includes a convenient at-a-glance summary, and there’s a quick-review guide so that readers can easily use Continuous Sales Improvement as an ongoing reference. Continuous Sales Improvement includes case studies from legendary figures in the history of sales, plus interviews with some of today’s top performers. It also includes tips for selling in specific industries, including real estate, insurance, financial services, and network marketing. Those who are a salesperson, a sales trainer, or just a business owner who wants better sales results, Continuous Sales Improvement is a must-have.


Same Game New Rules

Same Game New Rules

Author: Bill Caskey

Publisher: Caskey Achievement Strategies

Published: 2004

Total Pages: 226

ISBN-13: 0975851039

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23 INSIGHTS THAT WILL RADICALLYCHANGE YOUR APPROACH ANDPROFOUNDLY CHANGE YOUR RESULTSFinally, a book that teaches you how to thinkSame Game, New Rules provokes a deeper level of thought aboutselling and achievement in business. As the rules of selling change,thinking must change as well. For the sales professional, antiquatedthinking will lead to way too much work for way too little money.This book raises the professional seller to a new level of awarenessabout selling and achievement. it does it by giving the readernew ways to think about the old game of selling.