Today is the official publication date of my new book Selling Boldly. There’s still time for you to get into my free, live Selling Boldly webinar next week, and receive a free signed copy of the book mailed to you. All the details are here.  

 To celebrate the publication Selling Boldly, here is an excerpt from the book. In fact what follows is all of Chapter 16: Being Plan-Driven, versus Inquiry-Driven.

Fearful salespeople tend to not have a plan. 

They can’t predict or forecast their sales very well, nor can they predict with real accuracy which behaviors will lead to new sales. 

Worse, they are at the utter mercy of what’s incoming. 

Maybe a big order will come in. 

Or maybe a small one will. 

But maybe customers with problems will call all day long, and on this day or this week, you’ll sell very little. 

Fearful salespeople are afraid because their success is not within their control. 

In fact, whether they sell or not has very little to do with what they actually do! 

If an incoming caller needs a certain quantity of a particular product, that, and that alone, is what will be sold. 

The salesperson is fearful because he is not in charge of what’s happening. 

In fact, the salesperson is fearful because he often feels like things are careening out of control, from one incoming inquiry to the next.

This book addresses this terrible and painful issue. 

This book lets you take back control. 

It puts you in charge of your success. 

Want to sell more? Use the planning tools and systems in this book.

Want to sell more? Follow the simple instructions here to move from reactive selling to proactive selling. 

Want to sell more? Do more of the activities in this book. 

I don’t need hours each day from you. 

I’m not even asking you for half an hour. 

I just need a few minutes a day. 

Can you find a few minutes each day to make more money to take home your family? 

Because that’s my goal here: to help you make more money. 

You deliver incredible value to your customers. 

You deserve to make more money. And your family deserves all the good things that this money can buy. 

Want to sell more? Spend a little bit of time planning your sales, and be more proactive in communicating with customers and prospects.

 Proactive, positive, optimistic, happy, confident, and bold salespeople do something that’s immensely helpful to their sales success. It’s something that very few others do. These salespeople plan but also do. By creating a quick, easy, and straightforward plan using the planners I introduce in this book (which are the same ones my clients use), these salespeople are not at the mercy of what’s incoming. They feel in control. Their sales growth is strategic. They know the easy, proactive communications they must make each day to strategically grow their sales. Their growth is dependable because they own it. They control it. They plan it. And then they make it happen. They do the work and work the plan.

In this book, I teach you exactly what to do. And even though you probably already know most of what’s here, as we discussed earlier there is a difference between knowing what to do and actually doing it. 

Selling Boldly is about doing what you already know. 

It’s about communicating more with people who can buy from you. It’s about helping your customers and prospects more. 

This work is positive and pleasant. 

You’ll find that your customers and prospects will be happy to hear from you because they’re likely not hearing much from your competition. 

You’ll find your customers and prospects rewarding your effort with new purchases. 

The work is joyful and enjoyable. 

The work brings quick wins and nearly instant gratification. 

The work is not difficult. At all. 

It doesn’t require much time. 

It doesn’t cost a penny to do. 

The work, quite simply, needs to get done. 

Selling Boldly is about making sure you do the work.

I lay out the work in detail in Part IV, with scripts and step-by-step guidelines. 

I give you the tools to plan your communications. 

And then I’m going to ask you to do the work. 

It’s time to do the work. 

It’s time to sell more. 

It’s time to bring more money home to your family.