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The Hourglass Principle: Maintaining Your Integrity in Life by Managing the Middle
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$ 13.49
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$ 14.99 |
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$ 1.50 (10%) |
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| Item Number |
598320 |
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Item Description...
In The Hourglass Principle YOU, the sales person, are that central point in the middle in which all the grains of sand flow. The difference is that in sales the grains of sand are information. All the information from your company that needs to be conveyed to a customer or prospect flows from you, the sales person, to the customer. Likewise, all the information from your customer flows from you to your company. That central point of information is YOU. How you choose to use that information flow defines who you are as sales person but also as a human being. It defines the type of sales person and the reputation you will carry throughout your sales career. In sales, there is no way to separate your career personality from your personal life. The two will always be linked together.
Being in the middle of a sales deal is where every sales person wants to be. In that position they have the ability to influence the direction of a deal and establish priorities that are the most important to the customer. Being in the middle allows the sales person to sway the customer to focus on their strengths versus their competitors strengths. It is crucial for sales success that you be the central point for any major sales opportunity. There are eight pillars of being in the middle that are your keys to success.
1. Be trustworthy
2. Keep your integrity Direct your moral compass
3. Become a person others want to follow
4. Treat as you want to be treated.
5. Admit your mistakes
6. Ask questions
7. Finesse not fight
8. Timing is everything
The Hourglass Principle was designed to keep you focused on what is in the center of the deal you are working and the center of your life. It is a focal point for the central core that defines you as a sales person and as a human being. If used as a continual mental reference then you will be able to keep your priorities intact. You will be able to focus your energy on what is truly important in your career and in your livelihood by not sacrificing moral values.
Gift of Grace Books was established to glorify God in thanksgiving for his abundant grace.
2 Corinthians 4:15 "All this is for your benefit, so that the grace that is reaching more and more people may cause thanksgiving to overflow to the glory of God." |
Item Specifications...
Pages 160
Dimensions: Length: 8.3" Width: 5.4" Height: 0.5"
Release Date May 1, 2009
Publisher BELIEVERS PRESS
ISBN 0982390904
EAN 9780982390900
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Availability 693 units.
Availability accurate as of Sep 03, 2010 02:01.
Usually ships within one to two business days from Johnson City, TN.
Orders shipping to an address other than a confirmed Credit Card / Paypal Billing address may incur and additional processing delay. |
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Reviews - What do our customers think?
 | Integrity for Life Jan 31, 2010 |
While "The Hourglass Principle" is primarily for Sales professionals, Ray successfully makes the book applicable for everyone's personal life as well as their career, whatever the focus. We are all sales representatives for our employers, no matter our role. People often think of sales as cold calls and slick talkers. That couldn't be farther from the truth. Sales is all about building relationships, and a big part of that is listening and understanding. The best sales people are those that listen and understand right at the middle of the hourglass. They know the needs of their customers, and the same goes for their employers. To have successful long term relationships you must find the right balance and make sure those two needs are met.
To be successful in sales, and in life, you need to have integrity. People need to trust you, and integrity is something that money can't buy. Nor can it be easily repaired if damaged. Throughout his book, Ray weaves in the "what" and the "how". The "what" being the skills, competencies, and moral standards you need. The "how" being the techniques he masterfully demonstrates to help you achieve success.
Outstanding book, and though a quick read, it's one to be referenced for years to come. | | |  | Great Read! Jan 4, 2010 |
| I would definitely recommend this book to anyone that is looking for a novel approach to sales. It was written in a clear and comprehensive way and provided me with tool and concepts that I could apply immediately. I have been in sales for 6 years and am always looking for ways to enhance my ability to close the deal and improve my numbers. I love the fact that throughout the book he has woven the concept of integrity. The biblical references were also a novel approach to the business of sales. Even if you are not a Christian, I think that the book is one that you can gain a lot of information and insight from. Thumbs up for The Hourglass Principle. | | | | Refreshing and Insightful Nov 8, 2009 |
Ray Kelly has done a wonderful job of bringing the joy and integrity back into the sales profession. This book is a good choice for the new salesperson, as well as a refreshing reminder to the professional salesperson. It's a must read to any sales training program. I personally enjoyed the scripture references to support the messages, while at the same time not being "preachy." The book is a quick read with easy-to-follow sections, headings, sub-headings and tip boxes. Nice job Ray!
-- Tiffanie Z. Lyon, Sales Expert, Author and Professional Speaker | | | | Praise for The Hourglass Principle Sep 17, 2009 |
| A must read book for any professional, The Hourglass Principle provides masterful techniques for achieving success while still maintaining honesty and integrity. A proven sales expert, Ray Kelly shares his lifetime of experience with readers explaining effective, faith-based approaches to selling, overcoming objections and dealing with dishonesty. Kelly's techniques are as applicable to the sales profession as they are to everyday life, proving the book's value to any reader. | | | | Solid review of Sales Fundamentals, with a focus on values Sep 10, 2009 |
There are many books and articles on sales, yet this one offers a slightly different approach. Anecdotal in approach, it offers a solid review of sales fundamentals in 5 easy to read chapters. I found the review of four skill levels to be interesting and the author's success examples are easy to follow and transfer.
Mr. Kelley is a Christian and readers should be aware that his beliefs in sales are reinforced by quotations from some Bible verses, particularly relating to issues on ethics, integrity and values.
I particularly liked the brief messages highlighted in boxes throughout the book that reinforced what he feels are important points.
Feedback is always welcome
John Hogan
HoganHospitality com
HospitalityEducators com | | | Write your own review about The Hourglass Principle: Maintaining Your Integrity in Life by Managing the Middle
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