Amp Up Your Sales

Foreword

“It’s not what you sell. It’s how you sell.”

Let’s take a quick look at where we are. Three societal and technological changes over the past few decades have totally disrupted business and irrevocably changed selling.

Globalization, a force that’s been occurring for thousands of years, has made the world a smaller place—and it’s brought new, competitive entrants from just about everywhere. Your marketplace is now crowded. You look a lot like your competitors, and they look a lot like you.

The Internet has disintermediated whole industries, like book sales (think Amazon.com), television (think Netflix, Hulu, and YouTube), and newspapers. If a salesperson can’t add value to a buying decision, that purchase can be made via a quick and easy ...