Publisher's Synopsis
If your work in any way involves sales, IF I CAN DO IT, YOU CAN, TOO! will serve as an easy-to-follow instructional text, a source of incisive wisdom, a motivational guide, a go-to reference book, a good read filled with lively personal vignettes and memorably useful examples. This is a volume that presents an holistic approach to sales. It provides solid advice, proven techniques, guidance on personal principles and practices, hearty encouragement. Scott S. Paterick, who freely admits being amazed at his years of business success and decades as member of the Million Dollar Round Table, truly believes what the title states: "If I can do it, you can, too!" The book had its origins in Scott's overcoming of personal adversity. It took shape through his decision to share what he has learned in a way that inspires others and that allows them to adapt the information he provides to readers' own individual styles/business models/goals/situations. His consistent emphasis is on how sales functions as a service to others, how it must be rigorously client-centred. That said, a noteworthy aspect of the book is its attention to the healthy habits, balanced lifestyle and personal growth that he commends to all those engaged in sales. Given Scott's belief that sales success derives from whole persons using the fullness of their resources, it is not surprising that the book advocates developing broad interests, strong principles, self-discipline and desirable personal traits. The chapters of this book are topically specific -- focusing on such things as listening, hard work, common sense, instinct, humility, etc. -- in a way that enables easy access for targeted re-reads. Scott's goal is explicitly educational (Latin origin meaning "the process of drawing out"). He encourages readers to draw out their own latent talents, to draw out new awareness of creative expression, to draw out helpful understandings generated by the experience/knowledge of others. This book endorses a disciplined approach to sales; it is loaded with down-to-earth practical examples for everything from client acquisition to scheduling to office management. Yet the tone is consistently conversational with an abundance of stories, observations and personal insights. The format invites "pick-it-up-whenever" reading. And both the final chapter and the "Take-Aways" segment encourage readers to engage in self-monitoring of progress toward personal goals. For anyone with a career in sales -- newbies or veterans -- the materials in IF I CAN DO IT, YOU CAN, TOO! will provide business-building insights. They will also prompt productive ongoing reflection.
