Good selling is a noble profession, honorably rooted in trust. There has been much rhetoric lately about the evil of business and those who create and selling specifically. Many business people are ashamed of the noble profession of selling due to a small segment of individuals. Many of you are reading this book because you want to learn how America's best business owners and top sales performers are growing their companies year after year. However, many of you (Business Owners, CEOs, Presidents), have informed me, "I didn't sign up to be in sales." Well, nothing happens in business until a sale is made. You are "officially" your company's Chief Sales Officer. Top business performers know you only stay on top by making continuous improvement a part of your process. We're going to talk a lot about process and a lot about trust because trust is the foundation upon which successful business is built. The behaviors and activities that build trust are also a process, and a process is something that can be taught and duplicated over and over again. This book will teach you those processes in ways that can be immediately applied. What drove me to write this book was my desire and mission to put 25 years and at least 50,000 hours of sales and sales management experience to work for you. By "you" I mean both business owners as well as front line sales leaders. This book is especially useful for business owners who find themselves (and often times rather unexpectedly) either managing a sales force or selling themselves (sometimes both) without any experience or training to back them up. In today's highly competitive markets, a company's greatest competitive advantage are individuals who have the ability to develop rock solid business relationships built on competence, integrity, compassion and, most of all - trust. The best sales organizations also demonstrate keen skill in communicating competitive advantages as well as planning and understanding the power of process. Let's get started