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Based on a mindset that says My success can only follow the success of my customer,A" Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his Service to his customers, or improve his Economics (by increasing his revenue or reducing his costs), or enhance his Life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach is being used today in leading organizations and produces measurable sales improvement. You'll feel like you have a personal sales coach as you read - because both Real and Not-Real practices are highlighted. The authors make you question your own approach while offering solid encouragement. Not only practical, pragmatic wisdom (like which tech toysA" help and which ones hinder your sales effectiveness) but also mindset and values mark this engaging book. Living and selling On Purpose are as important as your track record. Tools like the Opportunity Board, Sales Call Planner, Discovery Planning Chart, Skills and Practices Checklist, Presentation Planning Tool, a Bibliography, and a Proposal Writing Tip Sheet will improve your performance immediately. Based on the authors' 70+ years of experience as sales pros, sales managers, and sales VPs in large corporations, this is an enlightening book that packs an amazing amount of practical wisdom into a two-hour read.
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About the Author

Keith Hawk and Michael Boland share more than 70 years of experience in the world of selling. They've been on-the-street sales professionals, sales managers, and sales VPs of large corporations. They have consulted with hundreds of sales executives and have conducted over a thousand seminars to help them improve sales performance.

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