License To Sell

License to Sell is a professional field guide to selling skills and market trends. It will help both the first-time salesperson and the seasoned pro with their ability to sell in today's business world and the electronic one. This book provides a glimpse into the future of selling and will equip today's salesperson with the professional selling skills needed to make the sale and remain competitive.

License to Sell is really two books in one. The first part focuses on 18 Sales Trends that will dramatically impact the way salespeople do business now and, more importantly, in the future. The second part provides both basic and advanced Sales Skills for 2000 and beyond which every professional salesperson must own and master to be relevant and valued by their organization and the customers.

What makes this book truly a "hands on - real world" development tool are the Missions. These missions are interactive exercises designed to get the reader thinking and applying what he's learned page after page, chapter after chapter.

Top Secret tips also offer valuable insights. These secret messages are quick, to-the-point learnings pulled from the reading. They underscore the key learning themes and will stimulate strategic thinking.

This book provides insight on how the application of the Sales Skills for 2000 and beyond will change as we move towards doing business electronically.

Think of License to Sell as a full-blown Master's course that has knowledge, workbooks, selected readings, and written exercises all wrapped into a 200-page book. Salespeople of tomorrow must earn their License to Sell to the customers of tomorrow. These customers will demand more expertise, more product knowledge, faster turn-around, more flexibility, and more product and service customization than ever before.

It will only be those salespeople who are Licensed to Sell - those who understand the demands of evolving new customers and possess the selling skills necessary to meet and exceed their needs - who will succeed. After reading this book and completing all the mission exercises, the reader will have earned his License to Sell.