Due to the changing winds of fate, my sister Marty needed to take a job selling vacation timeshares in Las Vegas. Many, if not most, take the tour just for the offered goodies; it was an awfully harsh environment to learn in. We talked about relationship-based selling, how to do trial closes, and how to ask closing questions, all of which are written down here in Make. It. Rain. I recommended she get a few books on the subject. About a week later, we talked again, she said she had bought and read some books about selling but that she would rather eat dirt than have to read any more bullet points.
Since I started my love affair with selling at the early age of 15, I had a fondness for the subject that was easy for me to talk about, to tell stories about. She planted the seed for this book a great many years ago now. In my time working for Dale Carnegie Training, I came to deeply understand that telling and listening to stories is where real learning takes place. So, I set about writing a story-form sales training book that was built on the values learned working in a family business in a very small town. I have always enjoyed the art of selling, the people I have met, and the lives I have enriched by making damn sure the people got what they need, not what I needed them to have!
