Richard F. Libin
It doesn't matter what you do, where you come from, or where you're headed. This book is about you. Why? Because everyone is selling something everyday; because everyone is a salesperson - parents, teachers, consumers, employees, sales professionals and even politicians. Every day you are trying to sell something, from the time you get up until you go to bed. You negotiate, communicate and you try to influence the way people think. Like it or not, selling is an essential skill. Who Knew?
Over the years, however, poor behavior and techniques, bad consumer experiences, and inferior portrayals by the media of salespeople, have created negative stereotypes of salespeople. Many of the best business schools and universities avoid teaching courses on how to sell. As a result, many who embrace sales as a career are not properly trained or qualified. They don't truly understand how to sell. In the end, buyers continue to have bad experiences and the negative stereotypes are perpetuated.
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