Publisher's Synopsis
If you as a salesperson feel that something is holding you back from making a lot more sales, then this book is for you. If you as a sales manager cannot understand why you cannot train and motivate your agents to achieve more sales, then this book is for you. If you as the spouse of a salesperson cannot understand how your other half can work so long and hard to produce so little income, then this book is for you. If you have never understood why 80% of the salespersons can only sell 20% of the goods and services while the 20% sell 80%, then this book is for you. If you want to know how I have learned to change the 80% Personality to the upper 20% Personality, then this book is for you. Actually, SALES SELF-SABOTAGE is about achievement and could apply to anybody desiring to achieve more in any endeavor such as business, relationships, winning golf tournaments, breaking world's records in sports, and so forth. The book targets salespersons because in our 2013 economy the scarcity of jobs has driven millions into sales. The personality barriers that seem not to affect salaried individuals suddenly become huge when money must be earned on a day-to-day basis as in straight-commission selling. It is the Purpose of this book to identify the many unconscious personality barriers that cause self-sabotage to achievement and to describe methods being used to change the 80% Personality to the upper 20% Personality by removing those barriers in a relatively short amount of time. Although this book can be read in one sitting, you will find it an invaluable Handbook for identifying symptoms of the various personality barriers that prevent high achievement. All you have to do is read the "symptoms" of each chapter on traits and drivers to find which one is holding you back--then fix it or get it fixed. If you're not reaching your sales goals, this book is for you. Super-selling is not simply about cold calling and presentation. It's about recognizing and overcoming unconscious personality traits and "drivers" which can sabotage your selling ability and even your personal relationships. Identifying, owning, and overcoming these traits and drivers can change not only the way you sell, but can also change your life. Sound impossible? It's not nearly as difficult as you may think. In Sales Self-Sabotage, Lane Stokes helps you uncover those parts of the personality that don't serve you well. He explains the difference between traits and drivers, and shows you how important it is to make the distinction between the two. You will see how these things can be changed from negatives into positives so that you will not only experience super-selling but also better relationships with your family, friends, and everyone you meet.
