Why should reps care about books on sales? I firmly believe that all sales is a three-legged stool of product knowledge, sales ability, and hard work and that stool will not stand for long without all three legs. You may think you are being taught sales by your manufacturer or your dealership but that is seldom the case. Most of what they teach has more to do with the other two legs of the stool. I think it is also important for all of us to realize that NONE OF US know what we will be doing five years from now, this coming from someone who started selling copiers in 1981. Peter Drucker says, "Every business needs to prepare for the total abandonment of everything that it does." I think the same holds true of you and I. I may not be selling copiers but I will be selling something and what I am someday going to be, I am now becoming.
Do you see yourself as a professional? What profession does not require on-going training? Do you wish to make 6 figures? What profession pays six figures without an advanced degree? I would contend that this profession requires an advanced degree as well. The difference is that there aren't many classes that you can attend to advance yourself in sales but there are plenty of teachers. The hard part is that there are so many teachers, that you can read alot to gain alittle. This site will hopefully change all of that and send you directly to the resourceses that are most applicable to our industry.
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