Table of Contents
Introduction xv
1 The Birth of a Salesman 1
Turning Point, Take One 5
Initiative Is My Favorite Word 8
Endurance for the Win 13
Let Fear Drive Your Success 16
None of This Works Without Confidence 17
2 The Power of Yes 21
Saying Yes = Selling More 28
An Unexpected Sales Weapon: Improv 30
Every Deal Is Another Scene 32
Planet Confidence: Where Everyone Wants What You're Selling 35
One Risk at a Time 36
A Confession: Shyness Sucks 38
3 Work for the Deal 45
Zero Fear: How to Transform People into Clients 48
The Perfect Balance 54
The Serhant Way of Working the Deal 58
The Wow Moment 59
4 The Master of Follow-up 69
F-1: The Follow-up 69
F-2: The Follow-Through 77
F-3: The Follow-Back 81
5 The Seven Stages of Grief Selling 89
The Stages of Every Sale 93
The Serhant Tool Kit of Emotions 100
The Indecisive Client: Push, Pull, and Persist 103
The Element of Surprise 106
6 You Need to Get FKD 111
Time Stealer Versus Time Manager: How to Manage Your Workload 114
Ryan's Day 115
The Finder, Keeper, Doer Method 119
Let Me Save Your Sanity 126
7 The Four Tenets of Work 133
Work for Your Career, Not the Job 135
The Four W's 137
Positivity: The Oil That Keeps Everything Running 147
8 Be the One Who… 151
Every Product Has a Story-You Just Have to Find It 153
Every Salesperson Needs a Hook 160
When You're at Work, You Are at Work 164
Let Your Inner Freak Flag Fly (and Have Fun) 166
What's the Icing on the Cake? 168
9 How to Fail Smarter 173
Six Reasons Balls Fall and Kill Your Deal 183
If You Ever Feel Like Quitting, Please Read This First! 189
When You Face Your Biggest Failure Every Day 191
10 Do It Right NOW 195
There Is No Obstacle Too Big for You to Get Over 199
Do More! 201
How Do I Incentivize Myself to Reach My Goals? 205
What Does the Future You Look Like? 213
Acknowledgments 217