,PREFACE ,MY /ORY IS AB H[ ,I W5T F A LABOR] J B>ELY 8MAK+ 5DS MEET0 6MY CURR5T POSI;N ( HELP+ O!RS R1LIZE _! POT5TIAL 0MA/]+ ! >T ( PROFES.NAL SELL+4 ,9 #AIHI1 PRIOR 62G9N+ MY C>E] 9 ! SALES 9DU/RY1 ,I 0 ! [N] (A BUSI;S ,I 0 N "PICUL>LY FOND (& _H A*IEV$ ONLY A MODICUM ( SU3ESS4 ,X 0 A SMALL 3CRETE 3/RUC;N -PANY4 ,?\< ,I 0 ! -PANY PR9CIPAL1 ,I AL "W$ Z A PHYSICAL LABOR] 9 ! BUSI;S & _H AN ANNUAL 9COME ( LESS ?AN 4#BE1JJJ4 ,I 0 LIV+ ON ! ,\T] ,BANKS ( ,NOR? ,C>OL9A1 A VAC,N DE/9,N 7OR S X SEEM$7 ": ALL MY PE]S 7 MAK+ =TUNES SELL+ R1L E/ATE4 ,I DECID$ A *ANGE 0 9 ORD]4 ,I SOLD MY BUSI;S & MOV$ NOR? 6,WILLIAMSBURG1 ,VIRG9IA 6RCV MY "R;L %>E (! F9ANCIAL REW>DS (A C>E] 9 VAC,N [N]%IP SALES4 ,NAIVE1 Z MO/ NEW SALESPEOPLE >E AB :AT X TAKES 6SU3E$1 ,I 0 C]TA9 ,I WD D WELL4 ,MY FRS & FAMILY H ALW ASSUR$ ME ,I _H ! 8GIFT ( GAB10 S ,I KNEW ,I CD CAPTURE A PROSPECT'S 9T]E/4 ,? NEW C>E] WD 2 A SIMPLE "UTAK+4 ,I WD MEET NEW P1 DESCRIBE ! (F]+1 & AT ! 5D ( \R 3V]S,N1 MY PROSPECT WD GIVE ME A *ECK4 ,X SOON 2CAME CLE> ? 0 N A R1L PICTURE ( H[ A PROFES.NAL SALESP]SON E>NS AN 9COME4 ,FOLL[+ S"EAL MON?S ( FAILURE1 MY PROJECT DIRECTOR SU7E/$ T ,I EI G ELSE": TO 8SP9 MY :EELS0 OR 3SID] ANO!R C>E] *ANGE4 ,HAV+ 9VE/$ ALL ! PROCE$S F ! SALE ( MY 3CRETE -PANY 6RELOCATE1 ,I 0 F9ANCI,Y 9SOLV5T1 EMO;N,Y DRA9$1 & 2REFT ( ANY O!R JOB OPPORTUNITIES4 ,9 MY DESP],N1 ,I 3V9C$ MY EMPLOY] 6ALL[ ME ANO!R #AE "DS 6PROVE MY WOR? 6! -PANY1 & ESPECI,Y 6MYF4 ,I IMMLY DID :AT ANY 2G9N+ SALESP]SON WD D 9 ? SITU,N4 ,I BE7$ & PL1D$ ) E FAMILY MEMB]4 ,F9,Y1 MY "M1 MY SI/]1 & AN AUNT ALL 2CAME PR\D [N]S ( 9T]VAL VAC,N HOMES4 ,I 0 A H]O 9 MY [N EYES4 ,N[ ,I 0 C]TA9 MY POSI;N 0 SECURE4 ,UN=TUNATELY1 MY EMPLOY] 0 N Z IMPRESS$4 ,9 8 EYES1 SALES 6FAMILY MEMB]S 7 N A B>OMET] ( "O'S SELL+ ABIL;Y2 ,I WD H 6PROVE MYF 9 ! >5A ( R1L LIFE 9 ! M>KETPLACE4 ,I 0 GRANT$ ANO!R #AE-"D 8/AY10 MY LA/ OPPORTUN;Y 63V]T A PROSPECT 6A CU/OM]4 ,ONCE AG ,I FELT DESP]ATE4 ,I W5T 6\R -PANY L\NGE 6COLLECT MY ?"\S &1 0*.E PICK$ UP A MAGAZ9E & R1D AN >TICLE ON SALES T LOOK$ 9T]E/+4 ,=TUNATELY1 T >TICLE PROVID$ ME )! F/ BE/ ADVICE ,I "E RCVD4 ,X SU7E/$ A SIMPLE SOLU;N 6A*IEV+ SU3ESS 9 SALES3 ,SEEK C\NSEL F ! NUMB] "O SALES P]SON 9 YR -PANY4 ,F9D \ :AT HE OR %E IS DO+ 6A*IEVE SU3ESS1 & SIMPLY D ! SAME4 ,I DECID$ 6APPROA* ,M>Y1 A TREM5D\SLY SU3ESS;L LADY 9 \R -PANY4 ,%E EPITOMIZ$ SU3ESS 9 ! VAC,N [N]%IP 9DU/RY4 ,%E 0 N ONLY NUMB] "O 9 ! -PANY1 B "O (! TOP SALESPEOPLE 9 ! C.TRY 9 H] PROFES.NAL NI*E4 ,I PRES5T$ ,M>Y )! >TICLE & EXPLA9$ MY DILEMMA4 ,I 0 BROKE1 AB 6BE FIR$ & 0 SEEK+ ADVICE4 ,WD %E %>E ! SECRET ( H] SU3ESS ) ME8 ,H] RESPONSE IS ET*$ 9 MY MEMORY4 8,MY]S1 ,I AM =TUNATE T ,I LIVE Q A 4T.E F "W & H A LOT ( DRIV+ "T40 ,TOT,Y 2WILD]$1 ,I ASK$ 8,:AT DOES DRIV+ "T H 6D ) SU3ESS 9 SALES80 ,AT T MO;T1 ,M>Y PRODUC$ AN AUDIO CASSETTE S]IES 0,ZIG ,ZIGL>1 EXPLA9+ T %E LI/5$ 6TAPES EN R\TE 6"W EA* MORN+ 6$UCATE H]F 9 SALES TE*NIQUES4 ,I 0 AMAZ$4 ,X 0 A REVEL,N 6ME T "! 7 BOOKS & TAPES T ACTU,Y T1* P H[ 6SELL6 ,I 0 N"E A MODEL /UD5T1 S ! 3CEPT ( LE>N+ SALES TE*NIQUES F ^! 0 TOT,Y NOVEL 6ME4 8,CD ,I BORR[ YR BOOKS & TAPES80 ,I ASK$4 ,6MY SURPRISE1 ,I EXP]I;ED :AT SALESPEOPLE FE> ! MO/ ''' REJEC;N4 ,M>Y REFUS$ 6L5D ME H] MAT]IALS4 ,%E S(T5$ ! BL[ 0SU7E/+ T MY BORR[+ H] TAPES WD N H ! SAME RESULT Z MY PUR*AS+ ! TAPES4 ,IF ,I 7 6BUY ! TAPES1 ,I WD LI/5 ) M 3C5TR,N & 3VIC;N4 ,%E DID1 H["E1 GIVE ME A CATALOG ( AUDIO & VIDEO SELEC;NS4 ,I _H ! CATALOG1 YET NO IDEA :AT 6PUR*ASE F/4 ,?\< 0TITLE AL"O1 ,! ,PSY*OLOGY ( ,SELL+ & ,TW5TY ,F\R ,CLOS+ ,TE*NIQUES SEEM$ L GD PLACES 62G94 ,S1 ,I _H :AT SEEM$ 6BE ! ANSW]1 YET "O MAJOR OB/ACLE EXI/$--F9.ES4 ,I 0 AB 6BE FIR$1 MY RES]VES 7 EXHAU/$1 &! ?"\ ( 9VE/+ 4#ABJ 0 OV]:ELM+4 ,B ,I 0 -MITT$1 N S M* 6SU3ESS1 B 6N LIMP+ BACK 6MY HOMET[N & ADMITT+ 6FRS & FAMILY T ,I _H FAIL$4 ,I PLAC$ ! ORD] & _H ! TWO TAPES %IPP$ EXPRESS4 ,M>Y 0 "R2 ! FACT T ,I _H 9VE/$ MY [N M"OY PROMPT$ MY 9T5SE /UDY ,=! NEXT #AE "DS1 ,I ROSE "O H\R E>LI] ?AN USUAL1 WAT*$ ! VIDEO ,TW5TY ,F\R ,CLOS+ ,TE*NIQUES1 & 9 ! EV5+1 WAT*$ X AG4 ,2T APPO9T;TS DUR+ ! "D ,I DEV\R$ ! AUDIO S]IES ,! ,PSY*OLOGY ( ,SELL+4 ,I ?"\ & LIV$ ! TWO-TAPE S]IES4 ,I 0 REW>D$ )A SALE 9 T #AE-"D P]IOD4 ,DUR+ ! FOLL[+ #AE "DS1 ,I 9VE/$ E AVAILA# FREE H\R 6! TAPES & )9 #CJ "DS _H E>N$ #H #AJ1JJJ 9 -MIS.NS4 ,I _H E>N$ 9 #CJ "DS :AT WD H TAK5 ME SIX MON?S 6E>N 9 MY 3CRETE-P\R+ JOB4 ,? M>K$ A NEW 2G9N+ = ME4 ,S9CE !N1 ,I H /UDI$ SALES & M>KET+ TE*NIQUES1 Z WELL Z NEW AV5UES = P]SONAL DEVELOP;T1 N"E LESS ?AN #CJ M9UTES A "D & "S"TS Z M* Z #H 6#AJ H\RS DAILY4 ,OV]ALL1 ,I H B5EFIT$ 0DEVOT+ ?\S&S ( H\RS 6/UDY+ BOOKS & TAPES & 6ATT5D+ VALUA# SEM9>S4 ,ALL ^! S\RCES ( 9=M,N & 5C\RAGE;T H M1NT ! DI6];E 2T SU3ESS & FAILURE 9 MY LIFE4 ,?ANK Y ,M>Y4 ,I AM A P]5NIAL /UD5T ( SALES & P]SONAL DEVELOP;T TRA9+ &A FIRM 2LIEV] T SELL+ IS A LE>N$ & PRACTIC$ SKILL4 ,ANY"O -MITT$ 6SEEK+ ! K1 -MITT$ 6/UDY+ ! TE*NIQUES1 & MO/ IMPORTANTLY -MITT$ 6TAK+ ! NEC TRA9+ 6P]FECT 8 OR H] SKILLS IS CAPA# ( AN IMM1SURA# DEGREE ( SU3ESS4 ,:AT IS (F]$ 9 ! FOLL[+ PAGES W PROPEL Y 6SU3ESS4 ,X HAS MADE AN 9CR$I# DI6];E 9 ! C>E]S ( MULTITUDES ( O!R SALESPEOPLE4 ,X ,W D ! SAME = Y1 GU>ANTE$4 ,S /RAP YRF IN4 ,HOLD TI