Part 1 Mind-Set: The Beliefs and Behaviors of Sales Success
Self-Discipline: The Art of "Me Management"
Optimism: A Positive Mental Attitude
Caring: The Desire to Help Others
Competitiveness: A Burning Desire to be the Best
Resourcefulness: Finding a way or Making One
Initiative: Taking Action Before it is Necessary
Persistence: Breaking through Resistance
Communication: Listening and Connecting
Accountability: Owning the Outcomes you Sell
Mastering the Mind-Set Elements to Create Influence
Part 2 Skill Sets: The Abilities Of Sales Success
Closing: Asking for and Obtaining Commitments
Prospecting: Opening Relationships and Creating Opportunities
Storytelling: Creating and Sharing a Vision
Diagnosing: The Desire to Understand
Negotiating: Creating Win-Win Deals
Business Acumen: Understanding Business and Creating Value
Change Management: Building Consensus and Helping Others Change
Leadership: Producing Results with and Through Others
Exercising The Skill-Set Elements to Create A Competitive Advantage.
