The message I have for salespeople is based on the knowledge and experience I

have acquired from over 34 years of real world selling, sales management, sales

training and management of customer service/support centers. The knowledge and

insights I want to pass along with my book have not been learned in sales

training classes and seminars I have attended or books I have read. The finer

selling and human relation techniques I have developed and presented in my book

have been learned in the real world of selling.

This book is intended to make salespeople aware of the advanced techniques of how

to become a successful professional salesperson. These techniques will enable

salespeople to attain a higher level of professionalism, confidence, enthusiasm

and success when selling. They will be able to separate themselves as true

professionals from the crowded field of other capable sales people in their lines

of business.

My objective is to pass along the knowledge and insights that I have acquired

throughout my years of real world selling. This book identifies common selling

mistakes and how to avoid them. This book will also reveal to you the many

proven, successful selling techniques that I have learned and developed over the

years. By learning, understanding and applying these finer techniques of selling,

you will be able to further develop your existing selling talents, abilities and skills

into your own personalized "art form" of selling!

Another purpose of this book is to present guidelines on how to develop, practice

and implement techniques for successful, professional selling based on common

sense and ethics.

Using a common sense approach towards selling will build upon the fact that

becoming a successful salesperson involves maintaining a positive frame of mind.

It has to do with how you think. It has to do with how you approach selling in

your mind and place trust in your intuition. A successful salesperson's two most

valuable assets are their mind and their time.

Ethics is presented as a key approach. Ethics is such an important topic that I

felt the need to instruct salespeople on how to professionally develop and earn

their customer's confidence and trust based on ethical business practices.

This book will present information and examples on how to develop professional

selling skills based on ethical standards. These standards will relate directly

to your moral character. The strength of you character will be based on your

ability to develop and adhere to high moral standards and principles that will

help to set you apart from other salespeople.

This book is divided into two sections. The first section examines "Selling

Essentials." In the second section, I focus on the "Secrets Of Selling" where I

reveal my "110 Fundamental Secrets Of Professional Salespeople."

The information, suggestions, techniques, strategies and insights in this book

are candid, straightforward, realistic and in focus. They are presented in a

condensed form so that they can be easily remembered, referred to and applied on

a daily basis. The chapters are designed to be easily read, digested and

implemented by the reader. The brevity of some chapters is intended to appeal to

people seeking real world, practical, no-nonsense answers to making themselves

better salespeople and, therefore, making their sales team more effective.