Why do salespeople quit just when they're starting to succeed? Why do they sabotage their best efforts and regulate their way back down into their "comfort zones"? Why and how do peers, family, and "friends" work to support the self-sabotaging behaviors (even though they may not mean to)?<br><br>These questions are tough to answer because the affliction itself doesn't make much sense – why would anyone work to destroy their own success? The reality is that many people do exactly that; they simply can't handle the success they're experiencing and seek to undo it using some very clever (and often hidden) strategies for "staying in struggle".<br><br>In this book, Greg Bennett, a renowned sales trainer and coach, will address five ways salespeople sabotage themselves through self-destructive behaviors, and the counter strategies these salespeople (and their managers) can apply to stop the destruction before it's too late.<br><br>Each segment on a self-destructive behavior includes a worksheet with strategies and exercises for salespeople to use, as well as several tips and ideas for sales managers who want to recognize these behaviors and work to keep their salespeople on a more positive path.
Оглавление
Greg BSL Bennett. Self Sabotage:
About Greg Bennett
Introduction
Meet the Enemy – US!
Self-Destructive Method 1: They discount their own success
Sales Worksheet
Self-Destructive Method 2: They deny the reality they’re experiencing
Sales Worksheet
Self-Destructive Method 3: They hang with the wrong crowd
Sales Worksheet
Self-Destructive Method 4: They make sure they’re “burned out” so they can “reward” themselves with counter productive behavior
Sales Worksheet
Self-Destructive Method 5: They get away from the fundamentals and seek more complicated answers
Sales Worksheet
Additional Materials
Additional Thoughts for Sales Managers:
Отрывок из книги
Greg Bennett has been a top sales trainer, consultant, strategist and coach since 1988. He has worked with hundreds of organizations and thousands of salespeople in a wide variety of industries, including extensive sales consultation and strategy development for over 180 professional sports teams and major universities across the US and Canada.
His strategies and techniques are considered by many to be the most realistic, user-friendly and “street smart” available anywhere. He focuses on the fundamentals of sales success, with a special emphasis on what he calls “Consultative Closing” strategies – designed to help consultative sellers, business owners and professionals become more effective closers.
.....
His first book, “Consultative Closing” was published in 2006 by AMACOM. He is also the author of “3 Pairs of Glasses” (iUniverse 2011) and “Make More Donuts” (ebook in production).
Bennett is founder of Bennett Sales and Customer Experience Consulting in Denver, Colorado. For more information, visit www.GregBennett.blogs.com
