On A Sales Call

Mike Smart, has over thirty years of hard-nosed commercial selling experience. This book is a must for any professional who is involved in the sales process; it will teach you new skills or remind you of the basics which should not be forgotten. A man walks into a square in Montmartre, an artist asks him if he would like his portrait done. He agrees. Less than ten minutes later the tourist has a fabulous painting in his hands. “How much?” He asks. “500 Euros Monsieur.” “How much?” exclaimed the man “But it only took you a few minutes to paint it!” “This is true, but it took me a lifetime to learn how…” Came the reply.

Mike Smart ABOUT THE AUTHOR -Over thirty years of selling experience, during which time I have sold, in the aggregate, contracts worth hundreds of millions of pounds; -Earned millions of pounds in commissions and bonuses; -Cold-called and built businesses from the ground up; -Hired, fired, coached and ran multi-national sales teams; -Presented to thousands of people; -Raised millions of pounds of funding, led a flotation process; -Bought, integrated, restructured and sold businesses; and -Hit quota more times than failed. I wouldn't be so arrogant as to suggest that I am, or ever have been, the best salesman in the world. I do, however, make claim to have been privileged to work with some of the best sales executives and professional buyers in industry, and have learned my craft along the way. I could have written a thousand pages, but that would defeat the object of this book. Pick it up, read it, put it down, and come back to it from time to time - if it makes you think about what you do, then it has added value to you as an individual, and that is good enough.