Kick Your Own Ass: The Will, Skill, and Drill of Selling More Than You Ever Thought Possible

Praise for Kick Your Own Ass
"Kick Your Own Ass is a tremendously powerful book about the mechanics of human success . . . that just happens to teach you how to sell."
—John Jantsch, author of The Referral Engine and Duct Tape Marketing
"There are so many books on sales, so many. But, this book does something the others don′t. It tells you that it isn′t closing that makes the sale, but will. It tells you that it′s the character of the salesperson that differentiates the most successful from the hangers–on. And it then tells you exactly how to develop the will, the character trait so essential to success. As you do so, you will find yourself creating an entirely new world. Read it."
—Michael E. Gerber, bestselling author of the E–Myth books
"Everyone knows they control their own destiny, but few have the will to do it. Buying this book means you have the desire to improve your sales performance. Kick Your Own Ass explains how to evaluate, plan, and successfully execute the steps of change we all strive for, yet have never achieved. A great read!"
—Greg Kirshe, President, United Solutions
"Kick Your Own Ass should be the last sales book you ever read. Rob Johnson outlines the steps that it takes for sales success–personal motivation and responsibility, competitiveness and a desire to do right by the prospect–and then tells you how to do it. Read Kick Your Own Ass and then kick your sales career to the next level!"
—Taylor Macdonald, award–winning channel executive

Spis treści:
Acknowledgments.
Foreword.
Introduction.
SECTION I THIS IS HARDER THAN IT LOOKS.
CHAPTER 1 The Arc of Your Potential.
CHAPTER 2 Your Raise Becomes Effective When You Do.
CHAPTER 3 The Will, Skill, and Drill of Selling More Than You Ever Thought Possible.
CHAPTER 4 One Golf Lesson Doesn’t Make You a Golfer—Great Potential Requires Great Work to Realize.
SECTION II ENGAGE YOUR WILL.
CHAPTER 5 Debunking the "Sales Personality" Myth.
CHAPTER 6 The Will Killers.
CHAPTER 7 Fire Yourself Up: Five Simple Steps to Engage Your Will.
SECTION III ESSENTIAL SKILLS.
CHAPTER 8 The Logic and Emotion of Selling.
CHAPTER 9 Create Your Own Unique Super Successful Sales Process.
CHAPTER 10 Build Your Own Ocean of Opportunities.
CHAPTER 11 Develop Your Trust and Positive Intent.
CHAPTER 12 Learn the Subtleties of Power Listening.
CHAPTER 13 Gather the Facts and Develop a Value Proposition.
CHAPTER 14 Engineer a Decision: Helping Your Customers Buy.
CHAPTER 15 Don’t Screw Up: Handling Questions, Concerns, and Objections.
SECTION IV THE DRILL: SUCCEED EVERY DAY.
CHAPTER 16 Create Your Super Simple Sales Success Plan.
CHAPTER 17 Come Out Swinging: Execute Your Sales Plan Every Day.
CHAPTER 18 Intensity, Velocity, and Mentorship: Spin Up the Arc of Your Potential.
About the Author.
Index.

Nota biograficzna:
Robert Early Johnson is the head of all sales training for Sage North America, the leading supplier of business software for small and medium–sized businesses to over six million customers worldwide. He is Sage′s "front man" for transforming businesses and working to improve sales performance for Sage employees, partners, and customers worldwide. Previously, Johnson developed the Sage Sales Academy, an award–winning training program that has helped thousands of salespeople change the trajectory of their careers.

Okładka tylna:
Praise for Kick Your Own Ass
"Kick Your Own Ass is a tremendously powerful book about the mechanics of human success . . . that just happens to teach you how to sell."
—John Jantsch, author of The Referral Engine and Duct Tape Marke ting
"There are so many books on sales, so many. But, this book does something the others don′t. It tells you that it isn′t closing that makes the sale, but will. It tells you that it′s the character of the salesperson that differentiates the most successful from the hangers–on. And it then tells you exactly how to develop the will, the character trait so essential to success. As you do so, you will find yourself creating an entirely new world. Read it."
—Michael E. Gerber, bestselling author of the E–Myth books
"Everyone knows they control their own destiny, but few have the will to do it. Buying this book means you have the desire to improve your sales performance. Kick Your Own Ass explains how to evaluate, plan, and successfully execute the steps of change we all strive for, yet have never achieved. A great read!"
—Greg Kirshe, President, United Solutions
"Kick Your Own Ass should be the last sales book you ever read. Rob Johnson outlines the steps that it takes for sales success–personal motivation and responsibility, competitiveness and a desire to do right by the prospect–and then tells you how to do it. Read Kick Your Own Ass and then kick your sales career to the next level!"
—Taylor Macdonald, award–winning channel executive