Your Goals: Let’s make sure you get the most from these articles. Do you have goals and objectives for your sales and career? Think about what inspired you to get this book. Write down things that you want to get from these articles; your goals for reading this book.

Unconscious Mastery: I suggest that one of your goals be unconscious mastery. That doesn’t mean selling while sleep walking. It means practicing while awake. As with anything you practice, these sales skills can become part of you; skills that you improvise with. As you practice these skills, you will get more and more out of them. You will become more and more strategic. As you get natural with each skill, your brain will make room for more. Brain research has shown us that the skills you practice become like reflexes. Your brain does this so that you can add layers and layers of skills. This makes you able to pick and choose your sales techniques like a jazz musician does riffs.

Practice Right: To practice right, you have to keep leverage in mind. Your learning is leveraged by picking a few skills and making them your focus of practice for a week or a month. That means you need to get your highlighter out and mark this book as you go. Mark the skills that you feel you would most benefit from now. I have made them easy to digest with my own italics, bold print and numbering. But nothing beats your own highlighting.

There is structure and flow to this book. You could go through one article at a time in order. That would work. But you might actually be better off scanning through the titles and picking the ones that most attract you. There are sections that you will want to go through in order though. My sales processes are very engineered pieces that fit together just so.

I’m honored that you have chosen me to instruct you. I’m going to do my very best to make it enjoyable and profitable!