PREFACE
Imagine. You’re cruising down a sunny highway with your left eye on the road, and your right eye glued to a fuel gauge that’s hovering ominously above “E.” In just under one mile, you’ll approach two adjacent gas stations that sell only one grade of gas: premium. One station’s premium is 90 octane, the other, 93. Question: which gas would you choose if there was no price difference?
“The better stuff—the higher octane, of course, Drew!”
That makes sense, right? Absolutely. Then why is it that so many salespeople go through their entire careers without ever putting the highest-octane sales techniques to work?
Why do they—day after day—continue to use the same old prospecting techniques … the same tired old pitches … and the same old closings ...
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