LOOK INSIDE THE BOOK

1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33

The dictionary defines the act of selling as the following:

Sell (v). To exchange or deliver for money or its equivalent, as goods, services, or property; dispose of for a price. To give up or surrender, often treacherously or dishonorably, in exchange for a price or reward. To promote the sale of; cause to be sold. To cheat or dupe. To convince of the worth or desirability of something. To take unfair advantage of. To betray the trust or faith of. To undervalue one’s self or another; fail to appreciate the worth of. (The Tormont Webster’s Illustrated Encyclopedic Dictionary, 1990 edition.)

Selling is the process of exchanging goods. Yet sometimes along this line the motive may be hurtful or deceptive to the buyer. This implies that both may or may not be happy in the exchange. Somewhere between these two lies a lot of uncovered ground! We shall explore both sides of this equation and why there is such a separation. Why are some salespeople so honorable and yet some, in the same profession, operating with a self-serving motive?

For those of you who have been in sales, those of you who have just started and those of you who are considering this as an occupation, please understand one simple truth; the more you invest in yourself, the more enjoyable and profitable this profession will be for you. The belief that a person must be deceitful is the belief of a person who is afraid and knows no other path.

There are choices here, as we explore both the path of fear and manipulation, as well as the path of integrity and openness. As

* 12 *