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1、Prefaceellingisagreatprofession.However,itisaprofessiontoSwhichmanyarecalledandforwhichfewarechosen.Whatexactlydoesthatmean?Simplythis.Therearelotsofsalespeople.However,thereareveryfewrealsalesprofessionals—peoplewhoarewellcompensated,delivergreatvaluetotheircustomer
2、s,andexperiencelong-termcareersuccessyearafteryear.Thisbookcouldhelpyoujointheranksofthegreatones.Butwhetherthathappensistotallyuptoyou.Asyou’lldiscover,salesisasciencethat,whenpracticedcorrectly,becomesanartform.However,noteveryonehasthetalenttobeagreatartist.Unfort
3、unately,thesameistrueforsales.Successfulsellingrequireswork,study,diligentpractice,andendlesshoursofwork.Theunansweredquestionissimplythis:howhardareyouwillingtowork?Nostrategy,tactic,technique,orprincipleinthisbookwillworkunlessyouwork.Thechallengeisyours.Thisbookis
4、nowyours.Nowit’stimetomakeitscontentyours,too.However,here’stherealsecret.Thethingsthatwillmakeyousuccessfulinsalesarenotforsale.Theyarealreadyinsideofyou.Nowyoumustdecidewhetherornottoletthemout.Thatchoiceisyours.ixxPrefaceWhyReadThisBook?Whetheryouarearookiesalespe
5、rsonoraseasonedprofes-sional,thereareideas,concepts,strategies,andtoolsinthisbookthatwillhelpyoupropelyourcareertothenextlevel.Thecontentshavebeenhonedthroughover30yearsofsales,salesmanagement,executivesales,training,andsalescoachingexperiencewithhundredsofthousandso
6、fsalespro-fessionalsworldwide.Whetheryousellsmall-orbig-ticketitems,aproductoraservice,business-to-businessorbusiness-to-consumer,therearehundredsofideasinthisbookthatcanprovetobeinvalu-abletoyoursalescareer.Butactionisimportant.Don’ttaketheideasandjustthinkaboutthem
7、.Takethemtothefieldandapplythem.Salesideasthatstaywithinthepagesofabookareworthless.Salesstrate-giesarethingstobeuseddaily—tobetested,modified,adapt-ed,orchangedasneededinordertomakethemfityouruniquesituation.OverviewoftheBookInthefirstchapteryou’llbewelcomedtothewor
8、ldof21st-cen-turysellingandlearnwhatreal,professionalsellingisallabout.You’llalsolearnthetwobiggestmistakesthatsalespeoplemakethatc
