How You Make the Sale: What Every New Salesperson Needs to Know

If you need to sell anything and you need a wise friend who is an expert in the field to guide you, this is the book for you. Mr. McNair comes from a background of successful selling AND training. He competently leads the reader through a concise summary of selling principles and psychology and restores a context of integrity and service that is often missing in a discussion of the art of selling. I found the narrative clear, humorous and exceedingly heartening. This book is a keeper, one for every briefcase!

This is not your usual sales manual! Frank McNair's book actually became my personal coach. There are practical, ethical and helpful ideas from someone who's willing to share his "tricks of the trade." McNair's writing is accessible and engaging. I felt he was on my side! The book boosted my sales and confidence. I only wish I had come across it earlier. I'm buying it now for my whole sales team.

I have worked with Frank for many years and was looking forward to his new book. It exceeded my expectations and is a MUST for anyone involved in sales. A truly how to guide.

This is the common sense way to educate new salespeople. It takes the fear and tension out of it and makes it a conversation with a specific goal. I particularly like the section on "It's OK to ask for the order"--many times we forget this point! Jerry Hancock [...]

I had a chance to look at a preview copy of this book, and it is -- quite simply -- the best sales book I have ever read. Too many sales books are full of hot air and exhortation, but not this one. "How You Make the Sale" walks the reader through a disciplined, logical process to help him or her learn the fundamentals of selling. No hot air, no tricks, and no BS. Just sound principles of good honest selling, illuminated by on-target illustrations and stories from the author's career in sales. The book's title indicates it is intended for New salespeople, but I found it well suited for EVERY salesperson -- and even for those who manage salespeople. I was delighted to read this book and recommend it highly. I only wish it had been available when I began selling, because that would have saved me lots of pain and suffering. Buy this book. You won't regret it.