Honest Selling: How to Build the [Your Name Here] Sales System

I believe the world will be a better place if salespeople behave ethically, and if the salespeople who refuse to behave ethically are forced to find happiness ruining someone else’s profession.

In an effort to create that world …

I wrote this book in 2004. I just finished a full revision and posted the entire book for free on this website.

Cindy is just getting started with the full-blown copyediting effort, so please don’t hold it against her if you find errors she hasn’t yet spotted. (In typical fashion, I didn’t feel like waiting!)

My hope is the material in the book will both inspire salespeople to sell with honesty and high ethical standards, and give them the how-to guidance they need to get started.


Continue Reading

Sales Craftsman

Dad ran a small remodeling company. He built decks, finished kitchens and basements – that sort of thing. One day when I was 12, he was headed to a sales call for a huge deck and invited me to tag along.

I watched as Dad interviewed the Jones couple and got them to dream of life on their new deck – entertaining people from the office, barbecuing and sharing cocktails, just enjoying the space and building relationships that would last them a lifetime. It was a great project for Dad to get, and they were bonding with him like old friends catching up.

So I was kind of shocked when I heard Dad say, “You don’t want to hire me. I’m really good at building fast and ‘close enough,’ and providing bang for the buck. But I’m not a master carpenter, and that’s what you want.”  Then he dug out a competitor’s business card from his Rolodex and handed it to the couple, saying, “This is who you want to build your deck.”

A few months later, Mrs. Jones called Dad. “You’ll be hearing from our neighbors,” she said. “They asked us who built our deck, but we told them to call you.”

Dad never was a craftsman with wood, but he sure was a master craftsman with people. And that is why he succeeded at sales.


Continue Reading