Shiv Khera - You Can Sell: Results are Rewarded, Efforts Arent
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YOU CAN
SELL
RESULTS ARE REWARDED, EFFORTS ARE NOT
SHIV KHERA
Copyright 2014 Shiv Khera
All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means whatsoever, without prior permission in writing from the publishers.
BLOOMSBURY PUBLISHING INDIA PVT. LTD.
www.bloomsbury.com
ISBN: 978-93-82951-54-4
First published, 2010
Revised and updated edition, 2012
New edition published by Bloomsbury, 2014
Published by Bloomsbury Publishing India Pvt. Ltd.
Vishrut Building, DDA Complex, Building No. 3
Pocket C-6 & 7, Vasant Kunj, New Delhi 110 070
Printed and bound by Replika Press Pvt Ltd, India
The content of this book is the opinion of its author. The publisher and the author in no manner are liable for any opinion or views expressed. While best efforts have been made in preparing this book, the publisher and the author make no representations or warranties of any kind and assume no liabilities of any kind with respect to the accuracy or completeness of the content and specifically disclaim any implied warranties of merchantability or fitness of use for a particular purpose.
The publisher believes that the content of this book does not violate any existing copyright/intellectual property of others in any manner whatsoever. However, in case any source has not been duly attributed, the Publisher may be notified in writing for necessary action.
The AUTHOR and the PUBLISHER specifically disclaim any liability, loss or risk whatsoever and to whomsoever, personal or otherwise which is incurred or likely to be incurred as a consequence, directly or indirectly of the use and/ or application of any of the contents of this book.
This publication is designed to provide accurate information with regard to the subject matter covered. It is sold and bought with the understanding that neither the AUTHOR nor the PUBLISHER is engaged in rendering professional services. If experts assistance is required, the services of a competent professional person should be sought.
For savings on bulk/corporate purchases, please contact:
Tel.: +91-11-26148804. Email: .
Website: www.shivkhera.com.
This book is dedicated to those professionals who bring pride to their profession through ethical selling. To them, the sky is not the limit.
Selling is nothing but the transfer of enthusiasm from the seller to the buyer
Shiv Khera is the founder of Qualified Learning Systems Inc. USA. An author, educator, business consultant and a successful entrepreneur, he is a much sought-after speaker.
He inspires and encourages people, making them realize their true potential. He has taken his dynamic personal messages to opposite sides of the globe, from the U.S. to Singapore. His 30 years of research, understanding and experience have helped people on the path of personal growth and fulfillment.
Shiv Khera is the author of 16 books including the international bestseller You Can Win, which has sold over 2.76 million copies in 16 languages. His other books are creating new records. His clients include Lufthansa, IBM, HP, Citigroup, HSBC, Canon, Nestle, Mercedes Benz, Johnson & Johnson and many more.
Tens of thousands of people have benefited from his dynamic workshops internationally in over 17 countries and millions have heard him as a Keynote Speaker. He has appeared on numerous radio and television shows.
He has been recognized by the Round Table Foundation and honored by Rotary International and The Lions International.
His trademark is:
Winners dont do different things, they do things differently.
Contents |
Preface |
Unless there is a change in behavior, learning has not taken place. Transformation only takes place when information is internalized. Most people who fail in life do so not because they lack talent but because they lack the burning desire.
In one sense, it is a cookbook. It lists the ingredients the principles you will need to follow to become successful, and gives you the recipe for mixing them in the correct proportions. Above all, this is a guidebook a step-by-step, How to book that can help you turn dreams into realities.
You Can Sell will help you establish new goals, develop a new sense of purpose, and generate new ideas about yourself and your future.
The concepts in this book cannot be absorbed by casual browsing or in one reading. It should be read slowly and carefully, one chapter at a time. Dont move on to the next chapter until you are sure you understand every concept in the chapter you are reading.
Use this as a workbook. Write marginal notes for yourself. Use a highlighter as you read and mark those words, sentences or paragraphs that seem vital, or especially applicable to you. As you read, discuss the concepts in each chapter with your spouse, partner, or a close friend. A second (and hopefully frank) opinion from someone who knows your strengths and weaknesses can be especially helpful. One of the purposes of this book is to help you create an Action Plan for the rest of your life. If you have never created an Action Plan, it defines three things:
1.What you want to achieve.
2.How you expect to achieve it.
3.Target date to achieve it.
As you read this book, keep a notebook handy. Divide it into three sections your goals, the stages in which you plan to reach them, and your timetable for success.
By the time you finish reading this book, your notebook will be the foundation on which you can build your new life.
The principles in this book are universal. They are applicable in any situation, organization, or country. As Plato said, Truths are eternal.
Throughout the book I have used the masculine gender, only for the purpose of ease in writing. The principles apply to both genders.
Acknowledgments |
I want to recognize the support of my wife, my son-in-law and my staff, whose diligent efforts have made this book possible.
This book is an essence of my personal selling experience, the learning and training provided to me by my teachers, mentors, and thought leaders who have inspired me. I am sharing knowledge which I have internalized during my 35 years of experience in the field of selling. I have learned from many people, much wiser than me. Even though it is not possible to give credit to each one separately, I am deeply indebted to all.
I wish to express my gratitude to those who may have contributed to this work directly or indirectly even though they remain anonymous.
A Chosen Profession |
ONE OF THE HIGHEST PAID PROFESSIONS IN THE WORLD IS THE PROFESSION OF A COMMISSION SALES PERSON.
Many times, I have been asked what profession I would pick if I had a rewind button and I could live my life all over again. Would I be a doctor, an engineer, an attorney or an accountant? My answer is, I have respect for all these professions, but the only profession that I will pick, and pick much earlier in my life, would be that of a commission salesman, not a salaried salesman.
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