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volunteers to come up front and act out a sales situation based upon yesterday’s lessons. I had watched dozens of salespeople come up throughout these particular sessions and the majority of students were challenged to execute the steps. I began to wonder what I had missed as a teacher that would help the students to grow. Then I realized that it was not about me.

A couple of gentlemen volunteered and came to the front of the class. They walked through the process unlike anyone I had ever seen! I was quite amazed at how well they had gravitated towards these steps. Later, during a break, I asked them what they thought their key to such success might be attributed. One gentlemen replied, “While most people were out last night enjoying themselves in this resort town, we decided that if we were serious about learning this then we could begin this night. So we ordered room service and sat in our rooms and practiced back and forth with each other until around 11 p.m.” I asked, “You mean you practiced in your room from 6 p.m. to 11 p.m.?” He replied, “Yes. We wanted to see if this could work for us. We found that the more we practiced the easier it got.”

What you read and what you do with it is up to you. Working with salespeople in a teaching, guiding position for over a decade has shown me that about 10% of salespeople apply themselves to consistent study, memorization and rehearsal until this material becomes a part of themselves. For those rare few who have gone this far, this book takes you to the levels that lie beyond this stage.

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