Most of the salespeople we train are veterans. Once in a while we encounter a group of ‘newbies’ fresh out of college, but for the most part our target audience on a weekly basis is filled with experienced professionals who are looking for something constructive and practical that will enable them to take their respective games to the next level. Even if you are not a career salesperson, you will be selling yourself throughout you career, from your very first career opportunity to every interaction your have afterward.
Given the recent shift in focus toward cost effectiveness and profitability, your involvement in business will surely touch the sales process at some point, thus creating an opportunity for you to positively influence customer relationships. Whether you manage a small business or are a high-ranking executive in a Fortune 500 company, or if you support the sales organization in a technical or customer service role, you are definitely selling yourself every day.
This is both an exciting and scary time for salespeople, and you can be sure that the current competitive environment will test the mettle of every sales organization. But, as the saying goes, "When the going gets tough, the tough get going."
Have you ever noticed that the best athletes in virtually every sport always want the ball in their hands when the game is on the line? I have noticed that the same thing is true in sales—the best salespeople are the ones who step up and make good things happen whenever a sale is on the line.
If you aspire to be "a gamer" in the profession of sales, this book is definitely for you.