When selling, you either make them fall in love with you or you sell for cheap.
Sales is an absolutely fantastic, marvelous profession. It is difficult, complicated, stressful, frustrating, lonely, but full of happiness and satisfaction that overwhelmingly make up for that less pretty side. It is a profession that doesn’t always get the recognition it deserves and we are the ones, the salesmen, who have to dignify it. This book tries to help to motivate, to inspire, to enjoy commercial work. It is a field in which there are two types of professionals: the pros and the rankers; those who have a methodology, those who prepare, those who worry about helping their clients on the one hand and bad people, tricksters and the well-connected on the other. I have tried to write a book that is practical, useful, applicable, simple, not at all complex and with a bit of humor, and explained without holding back any of the sales techniques and methodologies that I have seen work, that produce results. It is not a book of theory or philosophy. It is a book that gets to the point, that tries to give you ideas you can use immediately. Ideas that are organized phase by phase, step by step.
