Would you like to be the best of the best in sales? Have you read a lot of sales books and still not happy with your ability to increase sales? Then maybe it is time to step out of the box and read Robert K. Cooper’s book, Get Out of Your Own Way: The 5 Keys to Surpassing Everyone’s Expectations.
In this not so easy read because of the numerous thought provoking concepts and questions posed by Cooper, you have the ability to understand why you are probably in your own way. Cooper brings international research coupled with personal stories and an easy to read writing style to help you better know you so you can secure better sales results.
The 5 keys for sales success are:
- Direction
- Focus
- Capacity
- Energy
- Impact
Being a avid fan of Arthur C. Clarke, the first quotation in the first chapter sold me on this book. Clarke said: The only way of discovering the limits of the possible is to venture a little way past them into the possible.
If individuals truly want success, then they must be willing to be uncomfortable. Cooper shows them with his 5 keys how to deal with that state of being uncomfortable.
Habits can be a good thing or a bad thing. For example, a good habit Cooper contends is investing 15 minutes a day thinking about where you wish to go (big picture), what you doing to get there (actions) and where you can do better (making course corrections).
Another personal favorite is Cooper’s definition of self-directed behavior where he believes this is proactive behavior. As an educator, executive and sales coach, I have been using this term for over 15 years compared to being a life long learner that is passive behavior.
This book contains many gems and “AH HAs”. After you read it once, then reread it 2 more times to gain the full value. By taking this action, you can increase sales.
You Are Your Greatest Obstacle to Professional Sales Success
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