Hitting your (Sales) Target

You go into your meeting and you think, “I’ve got to make that sale.” That’s like sighting in on the bullseye and forgetting about gravity. You have a good chance of ending up in the dirt, 30 meters short of your goal. […]

Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies… from creating scripts and establishing credibility, to securing the meeting and setting criteria. They show how to capitalize on every step from the waiting room to small talk, maximizing opportunities to learn about a potential client and their needs. These easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success.
   --Publishers Weekly, April 28, 2014