"Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust."

                --ZIG ZIGLAR

  "Motivation is the art of getting people to do what you want them to do because they want to do it."

                --DWIGHT O. EISENHOWER

"Being sincere is the easiest part of selling. It's simply a matter of caring about your customer and believing in what you sell. If you don't feel this way, my advice to you is to seek other employment or find a product to sell that you believe in."

                --JOE GIRARD

From your first cold call to sealing the deal, selling is a process--not an event. And whether you're an eager beginner or a sea-soned pro, the most successful salespeople are the ones who are always looking for ways to improve their performance. THE 100 GREATEST SALES TIPS OF ALL TIME is bursting with useful sales advice and inge-nious techniques of persuasion, compiled from the observations and insights of the greatest thinkers of the ages, from Aristotle to Ziglar. Here you will find enlightening suggestions and practical strategies for:

Overcoming obstacles

Profiting from mistakes

Eliminating sales resistance

Getting past the receptionist

Preparing an effective presentation

Identifying--and satisfying your customer's needs ...and much, much more.

The wisdom you'll find in THE 100 GREATEST SALES TIPS OF ALL TIME

Part 1   Motivation

Part 2   Preparation

Part 3   Presenting

Part 4   Service