Dear Fellow Sales Professional:

I want this book to be the most important book you will ever read in your sales career.

Actually, I want you to look back at this and someday say that this was the most important book you've ever read in your life. I know that is a strong statement, but let me tell you why. Years ago, I was introduced to a sales philosophy and given a set of tools and techniques that changed all my sales results, and literally changed my life. I went from a struggling salesperson who hated his job, hated prospecting for business, and hated rejection, to a success. I went from driving a beat‐up Nissan hatchback to driving a new Mercedes Benz. I went from struggling to pay my credit cards each month to buying my first home and furnishing it just the way I wanted it. I went from dreading waking up every morning to waking up with an enthusiasm and confidence I had never known was possible. And it was all from learning and practicing the habits and techniques I am going to teach you in this book today.

Please don't think I'm bragging, because I am not. Instead, I like what Anthony Robbins said once: “I am not telling you these things to impress you, but rather to impress upon you.” What I'm trying to impress upon you today is that if I—a failing and resentful sales rep who thought that life should have dealt him a better card (I was too good to be cold calling as an inside sales rep! I should be doing something more interesting and prestigious with my college ...

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