7BELIEVE IN WHAT YOU’RE SELLING

Contrary to the impression you may have gotten from this and other books of mine, I’m a very easy-going guy. I rarely get angry—at least in public—and I try to remain on an even keel in most of my personal and professional life.

There is, however, one thing that’s guaranteed to get me going. That’s if someone suggests that I’m lying or exaggerating.

I know I shouldn’t rise to the bait, but it just bends me the wrong way. I’ve spent a great deal of my professional life building a reputation for honesty, and I hate to see anyone tear it down. The point was driven home to me recently in a conversation I had during a sales call.

I sell sales training. I’ve done it for a lot of years and, if you’ve read the blurb on ...

Get Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB) now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.