Many books for salespersons have been published to date.
All of them have something interesting to say. For example. they might explore sales techniques. sales talks. persuasion techniques. methods by which you can win hearts and minds. the way you should conduct interviews. the act of selling something without getting rejected. or the principles of success.
Unfortunately. however. I have hardly ever heard anyone say that he or she had gotten results from having read such books and putting their content into practice. While there might be some who have managed to see temporary benefits from this process. I cannot imagine there are more than a tiny handful of people who thereafter continue to increase the size of their clientele.
Why is this so?
It is not that the author is teaching readers things that are not true or that
readers lack effort.
It is because the fundamentals that are important for interacting with clients
and. indeed. for performing one's work are missing.
The fundamentals can even be considered more important than anything else
for people as human beings.
I am now currently engaged in sales work for a foreign-affiliated company.
In the past. I have even received awards as someone who has outperformed everyone else in obtaining sales.
In 2009. I released a book called Place Your Bag Atop Your Handkerchief (DIAMOND. Inc.). which has since then been translated for the Korean. Taiwanese. and Chinese markets. At the same time. I also give around forty talks a year for people working for manufacturers and service industry companies. as well as tax accountants. lawyers. and other professionals in industrial sectors that are not always the same as mine.

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