This title is organized for easy reference: each chapter introduces a different tool, and gives examples of how to use it, as well as a unique visual exercise to help readers remember it when on a sales call. Author knows how to distill the sales process into the key steps that matter for success. A former top sales rep himself, Skip has trained thousands of sales professionals and managers worldwide both through his company M3 Learning. His impressive client list includes Virgin Atlantic Airways, Hewlett Packard, Bristol Myers, IDC, Oracle, Cardinal Health, and many other companies. Skip was recently chosen to present at an upcoming event with Anthony Robbins. He is well known expert among sales professionals, being a frequent contributor to sales publications including "Selling Power" and "Sales & Marketing Management."