LOOK INSIDE THE BOOK

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One of those rare salespeople who has studied, practiced and persisted to reach Level Seven shared with me the changes Level Seven has made for her.

In April of that year, I asked, “Prior to reaching Level Seven what successes did you experience in your sales career?”

Reply, “I work with about 30 other salespeople in my company. One month during my four years of selling I was the fourth highest salesperson. I was so excited to be the fourth highest salesperson in the company!”

I asked, “Has anything changed for you since you have reached Level Seven?”

Reply, “I achieved this (Level Seven) back in December. Since January, I have been the number one salesperson in the com-
pany!”

Understand that there are times when you focus on the outside, on the skills, verbal responses, transitional phrases, body language and personality types of others and then there are times of great distress as the focus shifts from the outside to the inside. The inside focuses upon what you are thinking, fearing or pondering while the customer is speaking (more on this in Levels Four through Seven).

This book is about the sales steps — the area that lies outside of a salesperson. It is also about what goes on inside a salesperson’s

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