Tim Smith - Loyalty-Based Selling : The Magic Formula for Becoming the #1 Sales Rep

Cover

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LOYALTY-BASED SELLING

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The Magic Formula for Becoming the #1 Sales Rep

Tim Smith

AMACOM

American Management Association

New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

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This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.

Grateful acknowledgement is made to the following sources for permission to reference and/or reprint their works and materials:

Day-Timer, Inc., One Day-Timer Plaza, Allentown, PA 18195-1551 (pages 111118).

HOPE Publications, Kalamazoo, Michigan, (616) 343-0770 (page 89).

Tha Gallup Organization, 301 South 68th Street, Lincoln, NE 68510 (page 44 and page 146).

USA TODAY, copyright 1997 (page 38).

The Guerilla Group, 1002 Walnut, Suite 101, Bolder, CO 80302 (page 44 and page 132).

Franklin Covey Co., 2200 West Parkway Blvd., Salt Lake City, Utah 84119-2099 (pages 111118).

Library of Congress Cataloging-in-Publication Data

Smith, Tim

Loyalty-based selling : the magic formula for becoming the #1 sales rep /

Tim Smith

p. cm.

Includes bibliographical references and index.

ISBN 0-8144-7104-8

1. Selling. 2. Customer loyalty. I. Title.

2001 Tim Smith.

All rights reserved.

Printed in the United States of America.

This publication may not be reproduced,

stored in a retrieval system,

or transmitted in whole or in part,

in any form or by any means, electronic,

mechanical, photocopying, recording, or otherwise,

without the prior written permission of AMACOM,

a division of American Management Association,

1601 Broadway, New York, NY 10019.

Printing number

10 9 8 7 6 5 4 3 2 1

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You are a great performer. You wouldn't be reading this if you were content with being average. Like many other superstars, you probably skip the Preface of many books you read because you want to get right to the good stuff. At the same time, you probably feel a tinge of guilt after you skip it. You worry that you have missed a kernel of wisdom that might make you even better.