Flip the Sales Process

The subject of selling, like any other subject, is full of false information simply because times change. Things that worked yesterday, yesteryear or a century ago may no longer hold true today. When I came into sales some 30 years ago, I read everything I could on sales. And whatever the old pros and masters said I should do I took as gospel.

I learned something from all the great sales trainers, such as Zig Zigler, Tom Hopkins, Brian Tracy and Jeffrey Gitomer. I read all the sales books, such as "SPIN Selling," and even the corporate stuff from Books Group, Sandler, Solution Selling, IBM, Janek and others.