CHAPTER 1
The Opportunity and the Challenge
In striking contrast to most corporate positions, sales provides an opportunity for those who want to operate with a good degree of autonomy and independence. It remains the only profession where individuals are judged according to a dollar-and-cents standard. And for those willing to sacrifice the security of a consistent paycheck, sales can be extremely lucrative.
Listen to what David Oreck, inventor of the famous lightweight vacuum cleaner, told us he thought the three most wonderful words in the English language were: “I’ll buy it.”
His approach to selling starts with listening to his customers. One of his customers asked him, “How can I get my teenager to clean his room?” At first David just laughed. ...
Get How to Hire and Develop Your Next Top Performer, 2nd edition: The Qualities That Make Salespeople Great, 2nd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
