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Recently, a friend of mine told me that his brother was selling a product from door to door and that his brother said he had to use questionable tactics to get people to buy his product.

Note: While I have written the word “product,” it is meant to embrace both tangible and intangible products as well as services.

It is a choice to engage in manipulative means to meet one’s own needs. At least it is a choice as long as individuals are conscious of their motives.

I began to consider telling little exaggerations and/or omitting the complete truth to sell product. I considered this only when I did not understand the profession of selling.

When one understands -

there is no need to deceive

When there is a lack of understanding of the sales process other tactics may become more attractive. Yet when a complete understanding is present, the need to deceive is replaced with understanding. When one understands (the sales process, the customer and one’s self), there is no (longer a) need to deceive.

This is a book about understanding the sales process, the customer and one’s self.

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