So, You're New to Sales

After the legendary sales trainer Zig Ziglar narrates the foreword, sales expert Bryan Flanagan delivers his own Ziglar-like collection of aphorisms, mnemonic lists, and tips on professional selling. Flanagan doesn't have his mentor's melodic speaking voice and doesn't project his beliefs with the same spiritual depth. But without Ziglar's celebrity and sonority, what becomes prominent in this lesson is Flanagan's clear thinking and ability to articulate the basic skills and actions that successful salespeople use. Selling is a process, Flanagan says, a system that can be perfected and used repeatedly to target the right prospects, develop an emotional connection, understand their needs, articulate solutions, and ask for the sale. With Flanagan's own journey to mastery as a humble backstory, this is an accessible and optimistic primer. T.W. (c) AudioFile 2011, Portland, Maine