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Rebirth Of A Salesman

Losing your edge? Take an honest look at yourself before making your next sales call.

This story appears in the January 1999 issue of Entrepreneur. Subscribe »

A million books have been written about effective sales techniques. So why should you be sold on reading If You're Not Out Selling, You're Being Outsold (John Wiley & Sons) by Michael St. Lawrence and Steve Johnson? The answer has propelled it onto the bestseller lists. St. Lawrence and Johnson run Outsell, a Manhattan Beach, California, sales training and consulting firm, and they draw on 23 years of combined experience on the front lines--and the wisdom of those they know who are at the top of their sales games.

In the book, St. Lawrence and Johnson discuss the fundamental business skills, persuasion techniques, living habits and personality traits that underlie success and with which you'll inevitably boost your company's sales. "There is a tremendous tendency today to seek out new ideas, new approaches and new strategies at such a dizzying pace that we deprive ourselves of the opportunity to master the essential attitudes and skills that can transform our results," say the authors.

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