Changing the Game: The New Way to Sell

As others have pointed out, Larry Wilson broke new territory in approaching the sales process as a counselor to the customer. I have had this book for years and I re-read it every now and them to remind myself of the valuable lessons it contains. And I am not even in sales...

Larry Wilson, a sales superstar in the Life Insurance business, was a champion of looking at your own attitudes about selling, your company, your products, your marketplace, your competition,your prospects, and your customers. You might think this may be nothing new, but at the time it was not the prevailing thought about selling and "salesmanship". A good book to see the evolution of selling. Helps to empower salespeople to be more in control of their own selling success!

Larry Wilson was one of the best life insurance salemen the world ever saw. He could have sold anything. In his book, he shares his secrets of success. While some of his secrets may be nothing new now, he was one of the first to understand training people to be successful sales people. Out-of-print, this book will be a valuable addition to your library.