Th

e majority of sales books on the market focus

on a specifi c topic or aspect of selling. Others

provide a complete overview of the sales process. You can read books

on prospecting, cold calling, generating referrals, selling to executives,

and closing techniques, as well as dozens—if not hundreds—of diff er-

ent ways to sell.

Th

is book is a bit diff erent.

If you are like most sales professionals, you are very busy. You prob-

ably do not have time to read an entire book in one sitting. Th

at’s why I

have deliberately kept the chapters in this book brief and focused. Each

chapter concentrates on providing information on a specifi c aspect and

single topic of achieving sales success. From asking questions, to plan-

ning, to establishing trust, each of the chapters off ers practical advice

that can be used to improve your sales.

Th

is format allows you to read the chapters that most appeal to you

and that will have the best impact on your results.

Enjoy!

INTRODUCTION