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MICHAEL ST. LAWRENCE & STEVE JOHNSON are partners and cofounders of Outsell, a sales training and consulting business. Before they founded the business, St. Lawrence was vice president of product development and national accounts at Dale Carnegie. Steve Johnson was in the sales training field for 10 years and also worked at Dale Carnegie. Their clients include Merrill Lynch, Pacific Bell, Blue Cross, Dean Witter, The Trane Company, and The Money Store.
Find the highest achievers in any industry and you'll find a legion of winners who know how to OUTSELLwhose drive, confidence, and persuasiveness power them to the top and keep them there. To join this exclusive club, you don't need an Ivy League education or an alphabet soup after your name, but you do need to understand the basic principles, absorb the positive attitudes, and learn the fundamental skills you will find in this book.
If You're Not Out Selling, You're Being Outsold is your roadmap to the impact zonethat high-reward arena where ideas are communicated with power, accepted, and acted upon. Top sales professionals Michael St. Lawrence and Steve Johnson give you a crash course in OUTSELL, the seven business principles that will help you become stronger, more disciplined, more persuasive, and a magnet for opportunity. By following these principles, gleaned from face-to-face interviews with hundreds of world-class outsellers, you'll learn to:
This book is for people who want to live competition and breathe successnow! No matter what you're sellingproducts, services, ideas, yourselfwhat you learn here will start producing results immediately. And by applying these lessons every day, you'll achieve a lasting success that can only improve over time.
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