Chapter 2
What Makes a World Class Sales Pro
Selling the Value
CHAPTER OVERVIEW
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 ...
