| About the Author | Hi, I'm Mike Kaplan. I was fortunate to have built 3 multimillion dollar sales companies, including an Inc. 500 Winner. I attribute much of my success to my ability to sell, which helped me not only get into business for myself, but train hundreds of salespeople over the years and build large, productive sales forces. My experience teaching has shown me that everyone has the potential to be a great salesperson. It only takes three things: First, you have to know the fundamental principles of selling. No amount of trick techniques or gimmicks can replace an understanding of the underlying laws of sales and persuasion. Second, you have to know the precise steps that every sale must go through, and how to smoothly walk prospects through each. If you can't, you'll never reach your full potential as a salesperson. Third, you have to have a strong desire to succeed. I know that sounds trite, but it's true--the best salespeople are inevitably the most driven. Fortunately, once you have the first two prerequisites, this final one usually takes care of itself. Whether you're new to sales and have no experience or are a seasoned veteran looking for a way to boost your numbers, I can help you. In my book you'll find the most important principles, techniques, and training exercises that I isolated, tested, and codified during my 20 years in sales and sales training. Regardless of what you're selling, this book will help you sell more and sell faster. This just may be the only book you need to read on sales, but I'll let you be the judge of that. I hope you enjoy my book and I'd love to hear from you. Sincerely, Mike |
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