Weldon Long - Consistency Selling: Powerful Sales Results. Every Lead. Every Time.

PRAISE FOR
CONSISTENCY SELLING

Wish Id been a witness to the brainstorm that caused Weldon Long to write this book. Its simple genius! You cant accidentally produce good results. Effective selling involves implementing a process. Weldons process is clear cut and has been proven to generate results. I highly recommend that you read this book, then do what he says to do!

Tom Hopkins, author of How to Master the Art of Selling and When Buyers Say No

As vice president of sales for an organization with a market capitalization of over seven billion dollars, we are always looking for more reliable processes that generate consistent and sustainable sales results. Weldons principles regarding the sales hallway will help anyone build those powerful results. The information in this book can completely transform your sales outcome if implemented on a consistent basis.

Gerry D. Heard, vice president of sales,
Service Corporation International

Over the last thirty years, I have read hundreds of books on sales. Finally, here is a book that demystifies the sales process in everyday language anyone can understand. It will take the reader to the top of the sales ladder! Weldon Long has done it again! Read this book; invest in copies for your sales team, and be prepared to lead the field. Simply profound and profoundly simple!

Mark Matteson, best-selling author of Freedom from Fear and international sales trainer

The thing I love most about this book is how the sales strategies are sharedits not just what you should do but how. The stories and examples of prospect and customer conversations really show you HOW it should sound so you can put the skills into action. Great for anyone in sales from novice to experienced seller wanting to step up their game.

Andrea Waltz, coauthor of Go for No! Yes is the Destination, No is How You Get There.

F.M. Alexander once wrote, People do not decide their futures, they decide their habits and their habits decide their futures. Consistency Selling presents a straightforward, step-by-step sales process that is directly related to sales success. From my experience both as a practicing consulting and clinical psychologist and working in large corporations, success (and failure) is often linked to attitudes and beliefs. Consistency Selling addresses the role and necessity of the right mindset to achieve sales success and outlines how to achieve that mindset.

Ed Nottingham, PhD, author of Its Not as Bad as It Seems: A Thinking Straight Approach to Happiness and Consulting & Clinical Psychologist

Jim Rohn stated, The same wind blows on us all. What matters is not the blowing of the wind but the set of the sail. Never before in our history has the availability of data and information been so readily attainable. While this can be good, that very availability can lead to an intense battle for (and therefore confusion in) the space in the mind of any sales person. Now more than ever, sales people have to be diligent about executing on a repeatable, reliable sales process to stay focused and on task. The absence of one is like being at sea with no ability to navigate; you will end up wherever the waves lead you. Consistency Selling prescribes an outstanding solution to the challenge of staying on course. If you want consistent, positive results, you have to read this book.

Dave Russell, Vice President of Field Sales,
a Fortune 100 company

When I built LightSpeed VT, I knew I had created the most advanced virtual training platform in the world. But I also knew that nothing happens until something gets sold, so I devoted myself to becoming a sales expert. In Consistency Selling, Weldon Long has simplified the selling process by focusing on key behaviors that drive buying decisions. Read this book, implement his simple system, and watch your sales grow faster than ever before.

Brad Lea, CEO, LightSpeed VT

I have interviewed thousands of people on my Sirius XM show, but very few have had the impact of Weldon Long. People loved his interview. And the same happened when I put his interview on my podcast. People went crazythey love Weldon Long! Not only does he have an inspirational personal story, but he offers empowering insights and amazing ideas on building success! This book does the same. It inspires, empowers, and helps you grow your business! Read it, re-read it, and then share it with everyone you know. You will see what I say is truehe is incredible!

Dr. Willie Jolley, Hall of Fame speaker, best-selling author of An Attitude of Excellence and A Setback Is a Setup for a Comeback, and host of The Willie Jolley Wealthy Ways show on podcast and Sirius XM Radio.

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 and author are not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional should be sought.

Published by Greenleaf Book Group Press

Austin, Texas

www.gbgpress.com

Copyright 2018 Weldon Long

All rights reserved.

Thank you for purchasing an authorized edition of this book and for complying with copyright law. No part of this book may be reproduced, stored in a retrieval system, or transmitted by any means, electronic, mechanical, photocopying, recording, or otherwise, without written permission from the copyright holder.

Distributed by Greenleaf Book Group

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Cover design by Greenleaf Book Group

Cover images Kenkuza/ Tiko Aramyan. Used under license from Shutterstock.com

Publishers Cataloging-in-Publication data is available.

Print ISBN: 978-1-62634-545-4

eBook ISBN: 978-1-62634-546-1

Part of the Tree Neutral program, which offsets the number of trees consumed in the production and printing of this book by taking proactive steps, such as planting trees in direct proportion to the number of trees used: www.treeneutral.com

Printed in the United States of America on acid-free paper

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First Edition

This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession. You are the engines of commerce, because nothing happens until something gets sold.

CONTENTS

FOREWORD

BY STEPHEN M. R. COVEY

Some might think that spending thirteen years in state and federal prison as part of a larger dysfunctional life would be poor qualification for writing a powerful, practical, and inspiring book on sales. But in Weldon Longs case, the exact opposite is true.

Weldon is an extraordinary example of what my father, Dr. Stephen R. Covey, called a transition personsomeone who choses to stop the transmission of negative tendencies from one generation to another and start passing on those things that tap into the more noble impulses of human nature. In merely five years, Weldon went from being broke, homeless, and a recently released felon to creating a fast growing, Inc. 5000 company with over $20 million in sales and becoming an award-winning author. Both the quality of his life and the contributions he is making today are absolutely remarkable. Before my fathers passing, he regarded Weldon as a friend and as one of the finest examples of a transition person he had ever known.