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.
Frank J. Rumbauskas
John Wiley & Sons Inc
Country of Publication:
29 March 2019
Professional and scholarly
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
FRANK J. RUMBAUSKAS is the author of Selling Sucks, The Never Cold Call Again Online Playbook, and the New York Times bestseller Never Cold Call Again! Frank spent the first half of his sales career cold calling. Finally, after years of effort, he perfected a system of lead-generation techniques that catapulted him to the top of sales at Lucent Technologies, and has since changed the lives of countless salespeople around the world.