THOUSANDS OF BOOKS have been published teaching salespeople how to improve their selling skills. For me, there was only one reason to write yet another: to make a difference in the professional lives of others. I strongly believe that the concepts outlined in this book, if applied, are game changers.
I’ve seen too many salespeople work too hard for the lackluster results they achieve, never attaining the income and satisfaction they desire and deserve. Why? Because they misdiagnose their sales challenges and, as a result, prescribe the wrong solutions. They focus only on improving their “hard” sales skills when, in fact, something far different than just poor selling techniques are getting in their way.
This epiphany came after observing ...