Terry Beck - High Performance Selling: Advice, Tatics, and Tools : The Complete Guide to Sales Success

Cover

Page 1

Advice, Tactics, and Tools. The Complete Guide to Sales Success

by Terry Beck

Page 2

Copyright 2001 by TwinBeck Productions, LLC

All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.

HIGH PERFORMANCE SELLING
Edited by Dianna Walsh
Typeset by John J. O'Sullivan
Cover design by Barry Littman
Printed in the U.S.A. by Book-mart Press

To order this title, please call toll-free 1-800-CAREER-1
(NJ and Canada: 201-848-0310) to order using VISA or MasterCard,
or for further information on books from Career Press.

The Career Press, Inc., 3 Tice Road, PO Box 687,
Franklin Lakes, NJ 07417
www.careerpress.com

Library of Congress Cataloging-in-Publication Data
Beck, Terry, 1962
High performance selling by Terry Beck.
p. cm.
Includes index.
ISBN 1-56414-552-2 (paper)
1. Selling. I. Title.
HF5438.25 .B397 2001
65 8.85dc2 1
00-069663

Page 3

To Staceyyou're always the reason I get there.

still falling t.

"You get by with a little help from your friends."

I would like to acknowledge my family, friends, and business associates who helped me take this book from nifty idea to completed project. Notably, I would like to thank:

Cindy Johnston, Daryl Papoushek, Neil Rackham, Tom Lang, Jocelyn Williams, Bell Canada, Chris Aiken, Rob Abel, Carroll Beck, Danielle Russella, Ed Cunicelli, Mark McCleary, Mike Holloway, Jim Clarke, Basil Beck, Bell Mobility, Maureen Harvey, William Grove, Greg Harris, Chantal Sirois, Julie Boucher, Momentum Systems, Barb Hackendorn, Xerox Canada, Karen Hayward, Jim Muzyka, Roddie Davidson, Dick Corner, Lany Warnock, Documentum, Albert Ianacci, Jacqueline Feeley, Linda Davila Sheftel, Mike Miles, Miller Heiman, Inc., Jenny Johnston, Scott Cook, and Sue Dezwart.

I would also like to express my sincerest thanks to my editor, Don Loney, for his patience, understanding, and diligence over the past year, as this project slowly took form and came to life. Thanks, Don.

Finally, special thanks to Steve Pawlick and Ken Gravelle, two great leaders at Xerox who helped me learn what sales is all about.

Page 4

This page intentionally left blank.

Page 5

Page 6