2

The Sales Process

“The man in the chair”—that poster I described in the first chapter—jogged me out of my mindset as a programmer and turned me into a salesperson. The more time I spent with sellers, the more I realized that selling was not actually new to me; it was what I did every day.

Selling had already been a valuable tool for me. I used selling to convince a woman to marry me. I received a commission on performance of my radio station because I had sold the boss on my abilities. I had sold an auto dealer on a better price for that green Pontiac with the white racing stripes. (Don’t laugh; it was the 1960s. Racing stripes were groovy. Pontiacs were, too.)

Who sells? Once again, here are the words of one of the nation’s leading sales motivators, ...

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