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The serving mindset : stop selling and grow your business

By: Brock, Farnoosh
Title By: Stanier, Michael Bungay [Foreward by]
Publisher: New York : Skyhorse Publishing, c2018.Description: xvi, 185 p. ; 24 cm.ISBN: 9781510741959Subject(s): Customer services | SellingDDC classification: 332.6 BR SE Online resources: Location Map
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Item type Home library Call number Status Notes Date due Barcode Item holds
REGULAR University of Wollongong in Dubai
Main Collection
332.6 BR SE (Browse shelf) Available Jan2019 T0061301
Total holds: 0

Intro; Title Page; Copyright; Contents; Dedication; Foreword by Michael Bungay Stanier; Introduction: Does this Apply to You?; My Story; The Problem is in Your Thinking; How Do You Think about Sales?; Why We Hate Sales So Much; But First We Have to Decide; The Premise of This Book; Can You Hear the Heartbeat of Your Business?; The Missing Piece; Mindsets and Limiting Beliefs; What is a Mindset?; Abundance vs. Scarcity; Guiding Principle: Your Mindset Must Enable Your Path at All Stages of Life, Not Block It; Doing the Mindset Work; What are Limiting Beliefs and Guiding Principles? The Five MindsetsMindset One: You Are Not Selling. You Are Serving.; Guiding Principle: Serving is Your Competitive Advantage; Limiting Belief One: "Sales is Sleazy. I Don't Want to Be Sleazy."; Limiting Belief Two: "Sales is So Hard. Sales is Such a Struggle."; Guiding Principle: You're Not Selling Anyway; Is Serving Right For You?; Mindset Two: Enable Your New Identity to Emerge.; Limiting Belief: "If I Get Good at Sales, I Won't Be Able to Stay Technical."; Guiding Principle: Your Expanded Identity Clears the Way to Your Profitable Business Mindset Three: Care About Your Prospects and Show It.Limiting Belief: "I'm Not Good with People. I'm an Introvert. I'm Shy. I'm X."; Guiding Principle: Infuse Your Curiosity with Empathy; Mindset Four: Charge Appropriately for Your Services.; Limiting Belief One: "If I Can't Make a Small Sale, How Can I Possibly Make a Big One? Obviously, I'm Already too Expensive."; Limiting Belief Two: "People Won't Pay for the Higher Price, Because They Can Get it Cheaper Elsewhere." Limiting Belief Three: "Who Am I to Charge High Prices? I Feel Guilty about Charging a Lot. I Feel Shame Around Receiving Money."Limiting Belief Four: "I Might Offend Them With My High Prices."; Guiding Principle: Insist on a Commitment that Matches the Investment.; Mindset Five: Address Voiced And Unvoiced Objections.; Limiting Belief One: "If I Don't Address it, it Will Go Away on its Own. It Will Sort Itself Out."; Limiting Belief Two: "It's None of My Business to Probe Into Their Budget, Their Reasoning, Their Excuses. It's Impolite to Go There." Limiting Belief Three: "If They Don't Say Anything, Then They Must Not Have Any Questions or Objections."Guiding Principle: Discover the Gift in Every Objection; Mindsets in Action; Guiding Principle: You Must Dismantle Your Limiting Beliefs and Start Fresh; The Marketing Myth and the Confidence Ladder; Don't Let Them Give Serving a Bad Name; Love Your Prospects Regardless; Conclusion; Acknowledgments.

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