Kerry Johnson - Peak Performance Selling: How to Increase Your Sales by 80% in 8 Weeks

Peak Performance Selling

Also by Kerry Johnson

New Mindset, New Results

Why Smart People Make Dumb Mistakes With Their Money

Willpower

Mastering Self-Confidence with NLP

Phone Sales

Sales Magic

Trust-Based Selling

How to Read Your Clients Mind

Peak Performance Selling

How to Increase Your Sales by 80% in 8 Weeks

Kerry Johnson, MBA, Ph.D.

Published 2019 by Gildan Media LLC

aka G&D Media

www.GandDmedia.com

PEAK PERFORMANCE SELLING. Copyright 2019 by Kerry Johnson. All rights reserved.

No part of this book may be used, reproduced or transmitted in any manner whatsoever, by any means (electronic, photocopying, recording, or otherwise), without the prior written permission of the author, except in the case of brief quotations embodied in critical articles and reviews. No liability is assumed with respect to the use of the information contained within. Although every precaution has been taken, the author and publisher assume no liability for errors or omissions. Neither is any liability assumed for damages resulting from the use of the information contained herein.

FIRST EDITION 2019

Front cover design by David Rheinhardt of Pyrographx

Interior design by Meghan Day Healey of Story Horse, LLC

Library of Congress Cataloging-in-Publication Data is available upon request

ISBN: 978-1-7225-0178-5

eISBN: 978-1-7225-2275-9

10 9 8 7 6 5 4 3 2 1

Contents

Preface

M any people claim that the keys to success are goal setting and goal planning. But that is only the beginning. Success comes from goal getting. To achieve the results you want, you must first understand the psychology of producing those results.

Why do people succeed or fail?

Why do New Years resolutions rarely make it to year-end?

What are the stressful effects of change?

Why do many people fear doing things that yield high rewards?

This book discusses why we need goals and what goals can do for us. It will provide you with a blueprint for attaining goals. It will help you analyze how much effort you will need to achieve your goals. It will also show you how to cope with the stress that might result from increasing your sales performance quickly.

The Peak Performance Program

This book will provide all the information youll need to increase your business dramatically. The basis of this program, which is .

Changing old habits or establishing appropriate new habits will be an integral part of your performance program. Research has shown that correct habits are the gateway to achievement. Forming and modifying habits are critical factors in goal getting (see ).

Part of the program is to become involved in a performance partnership (see ), since it is much easier to achieve goals when you have to be accountable to someone else and when you have someone to share your successes with.

The elements of this program are designed so you can produce a personalized program that can help you achieve your goals. Applying the programwhich you will adapt for your needs, using your personal goals and behavior as a foundationyou can work over the next six to eight weeks to get what you want.

Applications

You can apply your performance program to virtually any situation in your life for which a goal can be set. Results are guaranteed if you follow your program faithfully.

The successful applications are widespread. People have taken off weight and maintained the self-discipline to stay on their diets. Parents have radically improved their childrens behaviors. Managers in all types of businesses have drastically improved their own and their employees performance. Using this program over the past several years, my staff has witnessed some incredible results. All of those who completed it have increased their performance and profitability at least 80 percent over an eight-week periodand some as much as 400 percent over the same period! But more importantly, these people have kept their high levels of performance over many months and years.

How This Book Can Increase Your Business

All of us can achieve much more than we do. In fact, right now you could probably name several things you would like to do differently in both your personal and business life. Some of these modifications could very well mean the difference between $125,000 per year and $550,000 per year.

This program will help you develop a system to assist you in achieving greater productivity and better performance in your current job. The bottom line is you can achieve greater satisfaction and make more money. This program can help you make quantum leaps in your productivity and, as a result, in your income.

First, we will examine what prevents you from achieving maximum performance. There are important psychological barriers to hitting your goalscertain behaviors that make you a slave to your own insecurities. Understanding what these behaviors are and what they do will help you overcome these obstacles.

Second, we will examine the four greatest fears: fear of success, fear of failure, fear of embarrassment, and fear of rejection. We also look at how these fears may be sabotaging your success and your ability to achieve. We will examine the success characteristics of some of the worlds richest, most famous, and most successful people. From them we can learn a lot about setting and planning objectives, as well as how to make these objectives work for us.

Finally, we focus on habits, habit patterns, and how they affect us. We help you understand how habits are formed, why many habits are so difficult to break, and how to modify or change present habits or form new ones. Doing this will help you achieve what you conceive and believe you want. You will be introduced to the psychological concept of conditioning and study its relationship to achievement. You will also learn how it can be used to change or modify your habits.

Coping with Change

Change is one of the most difficult processes we face. Nevertheless, change is a constant, dynamic part of life; it occurs regularly. And it can bring on stress. You will learn how about how stress helps you on the one hand and, on the other, how to manage stress as a part of the performance process. To become and remain productive, you will need to learn to cope with stress. This book will introduce you to many stress-management techniques. We also cover ways to keep you from burning out while your performance is skyrocketing and you are increasing your profitability.

Finally, we combine all these factors into a program to achieve your goals.

The Facts versus Psychological Performance Skills

In this book, we will concentrate on behavioral or psychological performance skills. Companies often help us in two areas: technical and administrative skills. They improve technical skills by educating you about their product, sending you to school to learn how to use their processes, or otherwise assisting you in carrying out your job more effectively.

Many companies spend thousands teaching employees about a jobs technical aspects so they will perform successfully. For example, if you sell life insurance, your company will teach you all about products like whole- or term-life insurance policies. If you are a bedframe salesperson, you will learn about 10D bedsprings. When a new product emerges, such as universal life insurance or 10F bedsprings, the company is quick to provide all necessary data and training to enable you to successfully market the product. In financial services, they may also even teach you about taxation, financial planning, and accounting.