LOOK INSIDE THE BOOK

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elevations that most people are not aware exists. And through this exposure, you will have the opportunity to decide how much you would like to come to understand. How far would you like to travel into an understanding of this profession that will separate you from other salespeople, forever?

This is also a book about life change. If a doctor were to learn only of medicine and know nothing of himself and his appeal during bedside consultations this doctor would miss one half of the equation. If an individual enters into a relationship and knows nothing of herself, she may find herself blaming her partner for their unhappiness. Finally, if salespeople enter the field of selling and know nothing of the steps in the selling process nor of their own fears during customer interaction then, as you shall see, they become the obstacle to the sale.

Have you ever met a salesperson that you did not enjoy the interaction? Did this same salesperson seem unaware of how annoyed you were with them? And, at the same time, have you ever met a salesperson that you did like? Did you find that this person was more focused on you instead of his own agenda?

Selling is thought to be the art of doing something to someone that they may not be fully aware is being done to them. Some people have said, “That salesperson could sell ice to an eskimo!” Yet I wonder why anyone would want to “sell” something to someone that did not have a need for that item.

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