Supremely Successful Selling: Discovering the Magic Ingredient

Chapter 1

A Charmed and Fulfilling Life

CONGRATULATIONS.

You are among the most highly esteemed and privileged. You are a partner in one of life's most noble professions. All of the world's commerce depends on you.

You are the power that turns the axle that spins the wheel that moves the shaft that activates the lever that fires the steam that drives the engine. You are the engine that makes it all happen.

You are a salesperson—among a select group who experience what George Bernard Shaw praised as: “The joy of being used for a purpose recognized by all as a mighty one.”

You've shown your eagerness to call on others for a product of importance to the buyer. You talk with friends, business colleagues, and even some people you don't know well.

That's what makes selling and your involvement so vitally important. And, at the same time, so immensely rewarding and exciting.

Your work is vital. Without you, your company couldn't exist. It couldn't sell its product, make a profit, provide its services, employ its people. You make it possible.

And your task is fun. Yes, just plain fun. You are one with Jack Welch, former CEO of General Electric: “I don't like this job. I love it.” You make a good living. Best of all, it's fulfilling.

Everyone you call on will have a distinct feeling about buying, and have a different perception of your product. Each person will be in a different position financially, will vary in her attraction for your product. She will send changing buying signals. She ...