Publisher's Synopsis
In the beginning of my sales career, I always thought I would sell because there really wasn't anything else I wanted to do that looked like I could earn what I thought was decent money in the early seventies. It paid the bills and was a pretty easy. Over time I realized that I could make really good money and feel good about it and take care of my growing family. And then passion kicked in. I had help from good mentors that honed what I did and they started referring to me in terms like "straight shooter," "shooting from the hip" and my all-time favorite, "Street Smart." One of the most fulfilling activities I have had throughout my sales career was working with people that were striving to be successful. Where ever I have been, most sales people want to hear what other sales people are doing to be successful. They want that hidden advantage. I have always enjoyed sharing stories from the road and experiences that I feel can help them become more successful. In this book, I have brought all of these stories and experiences together. "Surround the Job" is my sales philosophy that I formalized through my years on the "street." Sales is a system, and, like any system, it needs a little oiling now and again. Personally, I keep the system moving with a couple of statements. My sons would call them anecdotes - nuggets of wisdom accumulated over the years, handed down from a parent, peer, or mentor. In this book, I will walk you through the process I call, "Surround the Job," that I have honed over my 40] years of sales experience. I will use these guiding statements to provide you with the resources and guidance to successfully surround the job and close sales. A lot of sales books and seminars act like weight-loss commercials. They make grandiose promises and sometimes they deliver. However, the goals remain shortsighted and transient. They concentrate exclusively on a singular element, such as growing leads. They fail as a result. My process differs. It focuses on principles and processes before delving into specific techniques or components. It might take longer to learn because of that, but it will always deliver real, long-term results.
