Art = the exciting, personal skills you bring

It’s where your attitude, creativity, intelligence, business sense, problem solving skills, personality, humor and overall expertise are injected into the sales process. Skilled coaching can help you refine these skills to the level of art.

Science = information and process

The not-so-exciting area of professional selling that uses methods and metrics to refine processes.

Sales Success = the good stuff

Your payback! It’s the return on your investment of time, energy, effort and risk. Success is often in direct proportion of how much “art” and how much “science” are integrated into your selling process. The higher the integration, the more rewards. Profit. Peace of Mind. Stability. Growth. Recognition.... and of course, money.

I liked the balance of content: too many books focus on just one area of the sales process and, as a result, become one-sided. I also liked the way the book was structured, with lots of summaries and "how to do it" sections.

The more I read, the more I believe this book should be REQUIRED reading for my sales team! It is virtually a step-by-step guide, a so-called "script" for those who want one. This is one of the best sales books I've ever read!

I just received my copy today. This is an EXCELLENT Book. I'm only halfway through the first reading, but its already provided some tremendous guidance for plotting my next move for a direct opportunity. I try to read more every opportunity I get!

Mr. Martin takes a direct and strictly business approach. I Love it!

We all know there is no hard and fast recipe, but Jim's list of questions on p. 48 should be distributed to our team!

Jim's approach really gets to the heart of what we need to know as early as possible in any qualification dialogue.

What I like most about the approach you espouse is that it's highly professional and thorough.

It's intuitive and true; summarized and stated better than I've seen anywhere.

The planing & qualifying are the BEST parts of the book.

What I enjoyed about this book was its focus on real world situations. The actual examples and suggested dialog made a lot of sense (not just theory).

I've become calmer when presenting and negotiating. It's taken a lot of the pressure off me when I'm talking to a prospect.

I've been selling for several years and thought that I was doing everything I should to close sales until I read your book.

If someone is serious about sales, they should be reading all kinds of sales books. However, if I had to give someone only one book, this would be it.