|
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
decided to break down (a good sign that change is on the horizon) and asked the owner of that company what I could do to sell more product like everyone else. He gave me these immortal words of motivation:
"Glenn, your problem is , you're too honest and
need to learn to be more deceitful."
After hearing this comment, I proceeded to do what any individual lacking great courage might do — I quit!
Those words echoed in my mind as I headed off to hide in graduate school. One day, about a month after I began my classes, I wandered into the book store and discovered that there were books written about selling! On that day, I made a new decision. I decided at that moment that I was going to study everything I could find about the profession of selling.
I dropped all my classes and began to work part time while studying full-time. I studied six days a week for the next six months. I memorized steps, phrasing, qualifying questions, upscale presentation steps, closing — in short every part of the sales process.
Eight months after leaving my sales job, I called the owner back! You see, I decided that lying was not going to be a part of my
*24*
| 
