The 8 Best Practices of High-Performing Salespeople

What does it take to become a high–performing salesperson?

This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High–Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first–hand. The 8 Best Practices of High–Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential.

"Norm Trainor brings you concrete advice and sheer wisdom on the ′inner game′ of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital."
Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica

"Norm Trainor has proven that he′s the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey."
Steve Stacey, Vice President and Director, Nesbitt Burns Inc.

"This book is a must–read for any sales professional who wishes to grow their practice in the future."
A.A. (Art) Schooley, General Manager, Manulife Financial

"Norm Trainor gives the reader a fast, easy–to–understand journey to success. This book is a must–read for the ambitious salesperson–it is loaded with useful information."
S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America

"Norm Trainor brings you concrete advice and sheer wisdom on the ′inner game′ of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital."
Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica

"Norm Trainor has proven that he s the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey."
Steve Stacey, Vice President and Director, Nesbitt Burns Inc.

"This book is a must–read for any sales professional who wishes to grow their practice in the future."
A.A. (Art) Schooley, General Manager, Manulife Financial

"Norm Trainor gives the reader a fast, easy–to–understand journey to success. This book is a must–read for the ambitious salesperson it is loaded with useful information."
S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America

"On my return from Singapore to Zurich, I found your manuscript waiting on my desk...I do wish I had been able to read it sooner because I would have liked to have been able to share some of the advice with the 500 people I had trained in Singapore and the 750 people in Bratislava. I regard your book very highly and would recommend it to any person who is interested in becoming a true professional in the insurance industry. They will benefit from the expertise and experience you have successfully reproduced in this book."

Eric Westacott,

International Life Insurance Marketing Adviser, Representing the largest life & health reinsurance company in the world

"You are an incredible writer! You can spin a story so well that I can′t wait to turn the page and see what happens next. And it all makes sense! Once I began reading the book, I could not put it down until I wash finished. you speak great truths about what works for high–performing sales people. This is not just a book of how–to′s, but a clear philosophy of what makes a successful businessperson. You make your points well, and the stories you use to describe the process are compelling something that everyone of us can identify with. It has already helped me refocus on important issues in my own business, and it will benefit every single salesperson and businessperson who reads it."

Mary Lou Gutscher, President, ML Communications Inc.

"This book is must–reading for anyone wanting to excel at sales. With remarkable clarity, Norm Trainor gives the clues to the inner conflicts that every so often block our success. The book provides a path with proven strategies for facilitating decision making with today′s more informed and sophisticated clientele."

Dave Reid, President,

Equinox Financial Group

"The 8 Best Practices of High–Performing Salespeople identifies the need to plan for success, earn the right to be of service, to honor your commitments, and to effectively self–manage. Norm Trainor′s philosophy is right on it′s the only way to achieve high–quality relationships that result in mutually beneficial results."

June Donaldson, MBA, President,

Donaldson & Associates, Inc.

"I am most impressed with The 8 Best Practices of High–Performing Salespeople. Trainor′s ability to convey key information in the form of stories makes for an easy read, yet is profound in its insight."

Steve Buchholz, President,

The Inventure Group

"A thoughtful, timely and richly detailed publication. Well worth the time to ready!"

Suzanne Mlekuz, Development Manager,

Great West Resource Centre

"The author takes a novelist′s approach in this ′How to′ book outlining 8 key steps to high performance in sales. Required reading for those wanting to pursue excellence in their profession."

Grant Sylvester, Chairman & CEO,

Money Concepts (Canada) Inc.