Here’s a book about the mind-game of selling. With a set of proven exercises and a series of techniques, this book will help you develop the inner vision of a winner. This is not just a book for salespeople—it is a practical and direct means for anyone who has to put across an idea, to convince someone to act. Table of Contents Preface
Introduction Part 1: The Inner Games of Sales and Sports
Seven Keys to Winning
The Salesperson as Athlete
Benefits of Winning the Inner Game
The Inner Game and Peak Performance
Reaping the Rewards Part 2: Habits of Inner Winners
Ten Habits of Inner Winners
1. Projecting a Positive Attitude
2. Creating a Positive Self-Image
3. Communicating Effectively
4. Learning Continually
5. Loving Self and Others
6. Setting Goals
7. Relaxing
8. Visualizing
9. Identifying Personal Values
10. Maintaining Health and Well-Being Part 3: Overcoming Obstacles
Mind Games
Your Two Selves
Primary Obstacles to Success
Performing Under Pressure
Stress Management and Your Positive Self Part 4: Motivating the Inner Winner
Where Does Motivation Come From?
Positive Self-Image
Eight Steps for Improving Self-Image
Goal Setting
S.M.A.R.T. Goals
Outcome-Oriented Goals
A Ten-Step Process for Achieving Goals
Motivation
Peak Performance and High Performance Part 5: Your Game Plan
Establishing a Game Plan
Techniques
Technique 1: Pattern Tracking
Technique 2: The Power of Rituals
Technique 3: Anchoring
Technique 4: Mnemonics and Acronyms
Models
Model 1: The Eight Ps of Powerful Performances
Model 2: C-ing with Your Mind
Model 3: R-R-R-R-Roaring to the Inner Winner’s Circle
Model 4: Seven Steps to Peak Performance
Exercises
Exercise 1: Breath-Awareness Relaxation
Exercise 2: Muscle-Awareness Relaxation
Exercise 3: Visualizing Success
Exercise 4: Affirmations
You ARE Great! Additional Reading Objectives To explain the basic principles of sports psychology as they are applied to business To describe the similarities between selling and athletics To explain the need for mental skills training in sales To demonstrate how to create a winning mindset To show the importance of winning the inner game first
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