The Inner Game Of Selling Yourself
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| Author | : Ron Willingham |
| Publisher | : Simon and Schuster |
| Total Pages | : 329 |
| Release | : 2011-10-25 |
| Genre | : Business & Economics |
| ISBN | : 0743293835 |
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.
| Author | : James Borg |
| Publisher | : Butterworth-Heinemann |
| Total Pages | : 189 |
| Release | : 2014-05-12 |
| Genre | : Business & Economics |
| ISBN | : 1483193101 |
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.
| Author | : W. Timothy Gallwey |
| Publisher | : Random House Trade Paperbacks |
| Total Pages | : 193 |
| Release | : 1997-05-27 |
| Genre | : Sports & Recreation |
| ISBN | : 0679778314 |
The timeless guide to achieving the state of “relaxed concentration” that’s not only the key to peak performance in tennis but the secret to success in life itself—now in a 50th anniversary edition with an updated epilogue, a foreword by Bill Gates, and an updated preface from NFL coach Pete Carroll “Groundbreaking . . . the best guide to getting out of your own way . . . Its profound advice applies to many other parts of life.”—Bill Gates, GatesNotes (“Five of My All-Time Favorite Books”) This phenomenally successful guide to mastering the game from the inside out has become a touchstone for hundreds of thousands of people. Billie Jean King has called the book her tennis bible; Al Gore has used it to focus his campaign staff; and Itzhak Perlman has recommended it to young violinists. Based on W. Timothy Gallwey’s profound realization that the key to success doesn’t lie in holding the racket just right, or positioning the feet perfectly, but rather in keeping the mind uncluttered, this transformative book gives you the tools to unlock the potential that you’ve possessed all along. “The Inner Game” is the one played within the mind of the player, against the hurdles of self-doubt, nervousness, and lapses in concentration. Gallwey shows us how to overcome these obstacles by trusting the intuitive wisdom of our bodies and achieving a state of “relaxed concentration.” With chapters devoted to trusting the self and changing habits, it is no surprise then, that Gallwey’s method has had an impact far beyond the confines of the tennis court. Whether you want to play music, write a novel, get ahead at work, or simply unwind after a stressful day, Gallwey shows you how to tap into your utmost potential. In this fiftieth-anniversary edition, the principles of the Inner Game shine through as more relevant today than ever before. No matter your goals, The Inner Game of Tennis gives you the definitive framework for long-term success.
| Author | : W. Timothy Gallwey |
| Publisher | : Random House |
| Total Pages | : 241 |
| Release | : 2009-08-18 |
| Genre | : Self-Help |
| ISBN | : 1588368955 |
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.
| Author | : Brian Tracy |
| Publisher | : Thomas Nelson Inc |
| Total Pages | : 240 |
| Release | : 2006-06-20 |
| Genre | : Selling |
| ISBN | : 0785288066 |
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.
| Author | : Ron Willingham |
| Publisher | : Currency |
| Total Pages | : 239 |
| Release | : 2003-06-17 |
| Genre | : Business & Economics |
| ISBN | : 0385509561 |
“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
| Author | : Frank Bettger |
| Publisher | : Simon and Schuster |
| Total Pages | : 220 |
| Release | : 2009-11-24 |
| Genre | : Business & Economics |
| ISBN | : 1439188637 |
A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on: • The power of enthusiasm • How to conquer fear • The key word for turning a skeptical client into an enthusiastic buyer • The quickest way to win confidence • Seven golden rules for closing a sale
| Author | : Kevin ELKO |
| Publisher | : AMACOM Div American Mgmt Assn |
| Total Pages | : 225 |
| Release | : 2009-01-28 |
| Genre | : Business & Economics |
| ISBN | : 0814413021 |
How do you measure greatness? Whereas “excellence” is about becoming the best you can be at one particular thing, greatness moves you past routine success and onto a new plateau where your achievements are more meaningful and satisfying. It is a deliberate act of finding the best in yourself and making choices from a different mindset. It’s a way of seeing a special kind of "more" in your life. And while achieving greatness inevitably leads to profit and phenomenal success in business, it's also—surprise!—a profoundly satisfying way to live. This revelatory book contains a powerful step-by-step process showing you how to: develop a clear idea of who you are and what you want • cultivate a positive new orientation from which better choices can be made • generate action in yourself and create unusual impact on others • overcome information overload • create a built-in mechanism to generate this sort of greatness consistently Filled with inspiring examples from sports and business, this book points the way to a life lived more deeply and filled with joy, passion, success, excitement, and peace.
| Author | : Barry Green |
| Publisher | : Doubleday |
| Total Pages | : 236 |
| Release | : 1986-02-21 |
| Genre | : Music |
| ISBN | : 0385231261 |
Suggests techniques for overcoming self-consciousness and improving musical performances, shares a variety of exercises, and includes advice on improving one's listening skills.
| Author | : Mary Cheyne |
| Publisher | : |
| Total Pages | : 332 |
| Release | : 2017-01-24 |
| Genre | : |
| ISBN | : 9781542618632 |
Are you looking to take your public speaking to the next level?Whether you are a brand-new speaker or an established professional, you've come to the right place."Present" Yourself in Public Speaking fills a huge gap in public-speaking education. While most public-speaking books and courses rehash the mechanics of public speaking, this book provides a rare insight into the psychology of public speaking. For example, you may have heard that public speaking is people's number one fear in life. It turns out, most people are usually not afraid of public speaking at all; it's public judgment that they most fear. This fear and ones like it impact people's ability to connect authentically and authoritatively with their audience. The other major player affecting authentic connection with audiences is the "inner critic." Every human being has an inner critic, and everyone who speaks publicly has had to deal with their inner critic on some level. Now factor in the idea that every person in the audience has an inner critic also, and you begin to see the challenge! Using the techniques laid out in this book, Mary Cheyne was able to transform from a shy, self-conscious computer programmer into a world-class public speaker, culminating in a 2nd place win in the 2009 World Championship of Public Speaking, out of 25,000 contestants from 14 countries. She has now been a professional speaker and trainer for the better part of a decade.The insights, tools, and advice in this book, derived from Mary Cheyne's years of real-world experience teaching and presenting to thousands of people, will permanently transform your experience of public speaking. "Present" Yourself in Public Speaking addresses:* Detailed insights about how and why you, as a human, have an inner critic and self-doubt.* Practical tools and processes, so you can snap yourself out of it when your inner critic takes over.* A simple process to eliminate self-doubt as well as concrete ways to build self-trust.* Common myths about public speaking and how they hold you back.* How to be real and relatable to your audience.* An easy-to-follow formula for authentic stage presence.* A long-term inside-out path to public-speaking mastery, so you can continue to improve, no matter what level you are currently at.Are you ready to break through to your best self and shine through authentically on the stage? Are you ready to finally tell your inner critic to shut up, so the real you can speak up?
