Chapter 2

What Makes a World Class Sales Pro

Selling the Value


Imagine Your Future as a World Class Sales Pro

Exercise 2.1. Daydreaming

Exercise 2.2. Skills Ranking

Exercise 2.3. Prioritization and Accountability

Selling the Value of a Selling Career

What’s the real value of success in a selling career?

Rob is a friend of mine and he can sell. He is the number one investment advisor for a national firm and works in a bank.

He was a bit nervous when the bank changed hands. But the surprise he received on day one was completely unexpected. The new president called Rob into his office on the first morning after the buyout.

“Rob, I’m happy to meet you and appreciate what you’ve done in our community for many years, but there’s a bit ...

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