The old “It’s hot, buy an ice cream” pitch is not going to work anymore. You need to come up with new and creative ways to communicate your marketing message.

No one likes to admit that they need help, especially if you’ve had previous successes that would blow the average person’s mind. But things have changed. And if you don’t change with them, you’re heading for an iceberg. I know that you have talent. You wouldn’t be in the position you are in right now if you didn’t. Now you just need to learn how to release that potential and adapt to the current sales market.

No excuses! Recession or no recession, the first step in this process is my “identify and rectify” formula. My father used to say that you can’t know where you’re going until you know where you’ve been. I think that all of those years ago, he was trying to teach me understanding and perspective. I had to truly know what was going on within my business to keep it going, but at the same time I also had to know exactly what was happening outside of my business in order to streamline my message.

Without both lines of perspective, the business model breaks down. So how do you achieve massive success when the odds are stacked against you? How, then, do you become that business that makes a profit by using new and innovative sales strategies?

Imagine for a moment that you have set up the most amazing business, with 100 staff members, pristine work areas and phones ringing off the hook. Now imagine that your office has a tall glass window leading out into the street. If you invite three different clients who have never dealt with you before to stand outside of that window in order to get an impression of your business and services, what do you think each would say?The first might be taken with how busy everyone seems but doesn’t like how your staff members eat lunch at their desks. The second might comment on the two staff members who were constantly flirting with each other, while the third may not notice anything except for how clean the window is.

Each of these clients has no idea what is going on within your business. They have narrow personal perspectives about how you operate based on their experiences outside the window.

In Rethinking Sales, you will read real case studies about real people and how they got help. You will find their stories moving and touching.

As we begin with my “identify and rectify” formula, you should always be fully aware that your customers are your business. A salesperson without a client is a burden to the business. Without them, you have nothing. It then stands to reason that in order to gain an understanding of your business climate, you need to understand the current psychology of your specific niche and target demographic.

In simple terms, learn what your customers want and then give it to them. It sounds simple, but it’s not. If it were, more people would be rich. Learn to become a killer salesperson that can motivate, stimulate and excite your co-workers and your clients.

Rethinking Sales has an essential message for every salesperson, no matter what stage of your career you are in and regardless of your age. You will find valuable lessons and tools that are crucial for any salesperson looking for success. The market is filled with hundreds of “how-to” books on sales. However, this book is different. My objective is to produce something of value that is significantly unique. I will share “how I did it” methods along with my real life experiences. I will pull away from the current negative sales stereotype by showing you a more positive view of sales as a noble, relevant and profitable career.

In this book, I am going to provide you with insight into sales strategies. I’m going to explain this process to you with easy-to-follow examples and anecdotes and will arm you with the various tools that you will need to become successful salespeople.

I have a strong track record in sales and extensive personal experience interacting with the best salespeople the world over. I’ve been there and done that. As a result, this kind of exposure has given me a unique background in the business world.

In Rethinking Sales, I draw from my personal experiences, along with these sales leaders, to create a phenomenal powerhouse of knowledge for salespeople. This type of information is extremely hard to find.

Let me impress upon you right now just how much your life can change by breaking through the chains that are holding you back. There is no great secret to making great sales in this day and age, only technique, passion and a quantifiable formula for success that most people choose to overlook.

Increase your sales revenues by tens of thousands of dollars and change your financial standings and lifestyle. Only you can make it happen!

In my sales career, I have been on all sides of the table, only to find out that the table is actually round!

About twenty-five years ago,  I started in the mailroom (actually did!), moved to finance (hated it!), and finally went on to my true calling – Sales! I was a superstar sales professional – shrewd and ambitious. My friends used to say that I could sell a watch to a watchmaker if I had to! (they were wrong I tried) I climbed the corporate ladder, and finally, here I am, a “CEO”. Sort of!. After all, if you are in sales, you truly are the CEO of your own company, regardless of who you work for.

I had fun with my work because i actually able to turn my hobby and passion in to a career. Then, suddenly, the sales game changed. Instead of having constant meetings with my usual attentive clients, I was staring into the abyss. There was no corporate branding to hide behind now. I was a desperately small fish in an ever-expanding pond. I had to learn how to sell in this new environment and economy or my business would nosedive.

And learn I did. A lot! I devoured business books. I clicked desperately through online websites, searching for that reason I wasn’t doing well. Hopefully, then, I could formulate a plan of action and solve whatever was holding my company back.

Let’s get serious.

• You’re worried about your current sales quota.
• You’re losing faith in your support.
• You’re beginning to think that there’s something you’re missing. I know that feeling all too well.

Why is it that one company thrives while another one fails? Is it because of a lack of skills? Bad communication techniques? Old and outdated work practices? Perhaps it’s all of them combined.

Maybe you’ve woken up and found yourself surrounded by new technologies, new sales techniques and new ways of doing business. Maybe you’ve allowed the market to get ahead of you and are now marooned on an island, drifting out to financial ruin.

There is a lot that you can learn from the knowledge I’ve collected here. During my turbulent, and at times, spiritual journey, I learned practical ways to identify and then rectify the problems I was having with my business. Call it a kind of roadmap to successful sales in the current