Sales people today are dealing with a more sophisticated and knowledgeable client base. Not only do they need to understand the client well enough to sell the client, but they must also turn their client into a powerful center of influence for them.

Many sales people work too hard! They’re working hard at the wrong end of the sales spectrum. Changing how the sales person works is a change in attitude.

Sales people must become an advocate for their clients by:
• Commitment to the objective
• Importance over urgency
• Using a system that works…everytime…all the time
• Making prospecting work
• Selling “why it’s important to the customer”
• Letting them buy!

Steve A Klein has spent the last 30 years of his life practicing the art of selling. As a result, he developed this method to help salespeople remove the psychological shield that keeps the prospect from buying. This workshop covers Attitudes, Tracking Activity, a Nine-Step Sales Process and Change.

Understand…
…why “Scorekeeping” is a sales requirement for success!
…the nine sales steps to high income!
…why those nine steps are imperative to develop life-long clients!
…how not to “run red lights” with your prospects and clients!
…how to get your prospect to pull down their “garbage can lid!”
…how to close the “gap” between where your prospect is now and where you’d like them to be!
…why there are nine sales within every sale!
…why you need to “own” your prospect’s problems!
…how to “Change” yourself and others!

Learn…
…how to earn four times the money in one fourth the time!
…the “18 Critical Things to Remember” during your sales presentation!
…how to “track” yourself to sales success!
…how to “negotiate” a sale, rather than “close!”
…how to receive up to “400” referrals each month!
…a “follow-up” system guaranteed to produce results!
…how to “condition” yourself for change!
…how to develop a sales plan for success!
…why this is a “one-of-a-kind” sales manual”
…how to “See the Whites of Their Eyes!”

Endorsements

Most people get into “sales” because they want to make a lot of money and/or control their own time. But, very few ever earn the income they dreamed of because they never “get it.”

Steve A Klein wasn’t a “born salesman” when I met him over 20 years ago. However, he was bright, followed directions well, was committed to high achievement, and learned quickly. Because he learned how to become successful in sales…he is able to now share success requirements with you in a way you can understand and put to use for your success.

Sell When You See the Whites of Their Eyes! is the result of over twenty years of personal sales success and his determination to “Earn four times as much money in one-fourth the time.” Steve has been able to accomplish this goal because he understands the incredible power of Mental Attitude, Results Tracking, and the continuity of the Selling Process.

Many books are written with a little knowledge and a lot of theory. Steve has the respect of everyone who has watched his progressive success. He has written this book as a celebration of his success and his desire to share these skills with you. “Steve’s stuff” works in every line of sales.

If you were to read only one “sales” book in your lifetime and expect to learn the “art” of selling, you are holding that book in your hands right now.

Steve “got it” and now…you can, too.

Ben Bellus Friend and Business Associate for 20 plus years
Managing General Agent
American Income Life Insurance Company
Des Moines, Iowa

Great athletes are diligent in their preparation. Steve Klein is no less diligent in his preparation as a great salesperson.

I had the privilege of managing Steve early in his career, and I assure the reader of this book that the contents are based on thousands of hours of study, preparation, fact-finding and face-to-face sales presentations.

This is an opportunity to advance your sales career by learning from a truly professional salesperson.

Bill Cochran
Business Owner
Friend and Business Associate
Pigeon Forge, Tennessee