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So I, the author, honor you the reader, that you have chosen to read this book and do not mean in any way to imply that this is the only path.  For there are many authors with great words of wisdom.  This book is intended to provide a comprehensive look at the steps of selling and the levels by which salespeople may choose, or not choose, to grow.

Mahatma Ghandi once said, “The truth is always changing.”  I have found that truth is a constant while my understanding of the truth is always growing.  This is what this book is about, a
deeper understanding as to what is occurring in the profession of
selling and consequently that of life.

While traveling on a plane an individual next to me asked what I do vocationally.  I replied, “I am an author and a teacher that helps individuals and salespeople to grow.”  He was a quiet
individual that did not speak a lot yet possessed a high ability to listen and hear what was being spoken.

He said, “I am not a slick talker and I am not an extrovert so I could never be a salesperson although I have wanted to try selling.” 

To which I responded, “It is the quiet ones that often outperform the talkative ones especially when they have an understanding of the sales process.  I have found that the quiet ones, by their very nature of being quiet, invite the customer to talk more and thus understand more about their customers desires.”

He said, “You have given me hope.” 

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