Mr John R Schafer

I have been a groom, a busboy, a switchboard operator, a dishwasher, a sales clerk, a land surveyor, a civil engineering technician, a restaurant manager, an automotive shop manager, a telemarketer, a temporary worker for a firm computerizing Child Support Records, a sales representative, a sales manager and a sales director.

25 years ago I began my sales journey. I possessed what I thought was raw talent and was eager to succeed. I completed my company's sales training courses and thought I was prepared to begin successfully selling. I was wrong. I made all the mistakes new sales people make. Since those early days I have spent the rest of my career as a student of sales, determined to improve my skills. I have listened to tapes, read books, attended seminars, taken online courses, participated in numerous company sponsored sales trainings, picked the brains of successful sales reps, learned from the reps I managed and slowly learned from my own mistakes.

It is my hope that the snippets of insight contained in this book will help those new to the profession as well as the veterans of the craft.

Good Selling.