Turn the tables on the social dynamics of sales - stop chasing prospects and start closing deals
Sales Badassery: Kick Ass. Take Names. Crush the Competition is a no-nonsense guide to transforming your entire attitude to sales, turning the old way of doing things on its head to shift all the power to you. The common myth of sales strategy tells you to approach a prospect from a position of deference - they hold the superior position, forcing you to supplicate, beg, make undue concessions, and be at their beck and call during and after the sale. This indispensable work shows you that levelling the playing field is not enough, you need to slant it in your direction. The innovative Sales Badassery philosophy enables you to turn yourself into an unstoppable sales powerhouse, taking no prisoners along the way.
Best-selling author Frank Rumbauskas has distilled years of successful sales experience into an effective sales philosophy. This invaluable book provides the tools and guidance for transforming ordinary salespeople into top-level businesspersons. Regardless of what you sell, the proven techniques of this essential resource will empower you to:
- Transform yourself into a Sales Badass, respected by your customers and feared by your competitors
- Stop sucking up to your prospects and never accept the word “no”
- Adopt a zero-tolerance policy for disrespectful and unreasonable customers
- Convert customers into colleagues to expand your contacts and increase referrals
Sales Badassery: Kick Ass. Take Names. Crush the Competition is a must-read for everyone tired of chasing prospects and selling their souls for the sake of a sale. This transformative approach to sales will enable you leverage your power, conquer your competitors, and steer your goals in the direction you always wanted.
Table of Contents
Preface xi
1 Sales Badasses are Instantly Likeable 1
The Three-Step Strategy to Instant Likeability 4
2 Sales Badasses Never Dress Like Shit 13
A Very Disappointed Princess 13
3 Sales Badasses Never Chase or Beg 25
A Very Sad (and Broke) Cold Caller 25
Why Chasing and Pursuing are Losers’ Strategies 29
The Wanting-It Tax 34
Cat Theory 38
4 Sales Badasses Always Assume They’ll Win 47
The Power of Autosuggestion in Sales Badassery 48
Practical Goal Setting and Achievement 49
“Impossible” Sales Easily Closed with This Mindset 50
Overcoming Your Limiting Beliefs - Sales Badasses Have None 51
Mental Movies 57
The Psychology of Good Clothes, Revisited 58
Limiting Beliefs Common to Salespeople 59
5 Sales Badasses are Powerful to the Very End 63
A Primer on Negotiating 63
What Is Power in Sales? 65
Power in Negotiation 67
Keys to Power and Sales Success 68
6 Why Selling Is a Loser’s Strategy 71
How to Succeed in Sales 72
Why Avoiding Selling Benefits Sales Badasses 73
The Sales Badass Is Very Hands-on 75
The Yes Ladder 76
Going Under the Radar for Easy Sales 78
Selling and Programming Walls 79
7 Boldness Is for Losers: Sales Badassery Self-Confidence 83
Show Me, Don’t Tell Me 84
8 Sales Badasses Never Seek Approval 89
“Just a Few Dollars” 92
Approval-Seeking Behaviors 96
Ditch Your Secret Excuse 98
9 Sales Badasses are Human Lie Detectors 101
Detecting Lies: Quantity Over Quality 103
The Verbal Deceptive Indicators to Watch For 103
The Body Language of Deception 111
Putting It All Together 113
10 Persuasion the Sales Badassery Way 115
Customers Always Come First 117
What Motivates You to Sell? 119
How Misguided Persuasion Hurt Me 120
The Law of Compensation 123
Sales Badassery Persuasion 126
Making Honest Persuasion Your Foundation 134
11 How to Become a Prominent Sales Badass 137
Becoming Prominent in the Twenty-First Century 139
The World Won’t Beat a Path to Your Door 140
Podcasting: Today’s Mainstream Radio 142
Dominate Your Space with YouTube 149
Live Video 153
LinkedIn 156
Facebook and Twitter 159
Speaking to Attain Prominence 162
12 Networking the Sales Badassery Way 169
The Loser’s Networking Strategy 169
How One Man Became “Mayor” of His City 171
Zero to $20,000 a Month Through Networking Badassery 174
My Favorite Networking Venue 178
13 Sales Badasses Think Big! 181
Your Results Will Never Exceed Your Thoughts 181
The Ass-Backwards Sales-Goal-Setting Method 182
How to Train Your Mind to Produce Big 184
The Death Knell of Goal Achievement 188
Goals Turned Obsessions 189
Epilogue 193
Acknowledgments 195
About the Author 201
Index 203
