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

I said, “When hope meets strong preparation that individual can be as successful at selling as he or she chooses. The question is, will that individual align hope with preparation?”

He nodded in understanding.

The Author’s Story Begins . . .
I stepped into selling for my first time back in the 1970’s. I tried for four years to sell product at the semi-annual expos our company held. These public sales events were much like the Olympics are to an athlete, they tested an individual’s sales ability like a stopwatch checks an Olympian’s speed.

I did all right at selling outside of these events but really had a hard time with success in selling when it came to cold leads wandering around a big expo hall.

Note: Reference to a “lead” or a “prospect” refers to people that salespeople hope will someday turn into a customer. A customer is a person that purchased or currently owns your product. Throughout the remainder of this book I refer to any persons, whether they own or do not own your product as a customer. I separate these terms only when it applies to a specific situation.

After four years of trying to sell, I sold a total of zero units in four years — an impressive record that would rival the lowest producing of all salespeople worldwide. Most salespeople would probably have moved on sooner than I had chosen. Yet, I

*23*