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Welcome to The Power of Selling
You’re about to go on a journey that will take you to places you can’t even imagine. Think about being able

to get what you want in life. While that may sound far-fetched, it’s not. You really can get what you want,

if you learn to use the right skills. That’s what this book is about.

Selling is a skill that everyone uses every day, no matter what they do for a living. Want to be successful?

Learn how to sell. “You can have everything in life you want, if you will just help enough other people get

what they want,” according to famous sales expert, Zig Ziglar. That means listening and connecting with

people, understanding their needs, what they want, what motivates them, and then capturing their

imagination with a reason to buy…from you (Ziglar).

This book is different from other textbooks about selling. While it uses the traditional selling tenets as its

foundation, it adapts the concepts to the rapidly changing world of business in today’s environment,

including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting

with customers. In addition, this book is filled with many unique approaches to traditional topics. For

example, Chapter 10 “The Presentation: The Power of Solving Problems” covers how to create an elevator

pitch for your product as well as for your personal brand; Chapter 13 “Follow-Up: The Power of Providing

Service That Sells” explains Net Promoter Score, a nontraditional method of measuring of customer

satisfaction; and Chapter 15 “Entrepreneurial Selling: The Power of Running Your Own

Business” addresses how selling can help you realize your dream of being an entrepreneur and starting

your own company.

There are four special features that make this book interesting and interactive:

1. Links to videos, Web sites, articles, and podcasts. The focus on real-world experience and

sales professionals is carried throughout the book. Not only will you learn from real examples, but

you’ll also learn from current events.

2. Video ride-alongs. The best way to learn selling is to experience it. And just about every

salesperson starts out in sales by going on ride-alongs with an experienced salesperson or manager to

learn how selling is done firsthand. In order to provide the experience of a ride-along, each chapter

starts with a short video featuring a sales professional who shares personal insights and practical t

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