Simply a book about selling in the real world with proven techniques that actually work Rick Wilcoxon has over forty years of personal sales experience and since 1980 he has trained more than 400,000 salespeople throughout the world. He has trained the sales teams at many of America's most successful companies and in his new book he outlines 111 proven techniques to help the new salesperson and the seasoned veteran become even more successful in their daily sales efforts. Whether you sell a service, a product or an idea, these concepts will provide you a significant edge over your competition and can have a dramatic impact on your ability to persuade your customers and potential clients. A Few of the Concepts Included: Specific techniques to gain more appointments. Numerous effective methods to better respond to the price objection. Proven methods to encourage your clients to voice their dissatisfaction about your competition. Seven words and phrases to never use when asking for a referral. Where to sit in the client's reception room. Three questions your customers need to know about you that most salespeople never even consider. How to capture your client's focused attention. How to establish immediate credibility over your competition. "Doles things out in nice, bite-sized chunks, one usable idea at a time." - Tom Meylan "More than lives up to its title. It is organized in a format that makes it an excellent reference book." - Frank Vezzi "Lots of good content. No fluff, right to the point." - Frank Johnston "Useful sales ideas I have not found anywhere else that have helped me make more money." - Keith Huber "Whether you are a seasoned salesperson or an intern learning the skills of sales, this book has lasting value." - Joe Burris