December 2012
Intermediate to advanced
240 pages
4h 54m
English
book
SOAR Selling: How To Get Through to Almost Anyone—the Proven Method for Reaching Decision Makers
by David Hibbard, Marhnelle Hibbard
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CHAPTER 3MINDSET: ITS CONNECTION TO CALL RELUCTANCE AND TOP PERFORMANCE
Definition of Mindset
We are going to speak about mindset throughout this book and the impact it has when it comes to driving net new business. The word mindset, as used in the context of this book refers to:
1. A mental inclination, tendency, or habit
2. A fixed state of mind
3. A particular way of thinking: a person’s attitude or set of opinions about something
Why Call Reluctance Exists: Seven Surprising Facts That Impact a Salesperson’s Mindset
In the course of training a multitude of salespeople across the globe, one of the things we have discovered is a lack of mindset when it comes to achievement, particularly when it comes to prospecting achievement. Generally speaking, ...