Book description
What does it take to become a high-performing salesperson?
This book reveals the eight best practices you need to master in order
to become a top producer. The 8 Best Practices of High-Performing Salespeople
follows the stories of real sales professionals, relating their
experiences and challenges first-hand. The 8 Best Practices of
High-Performing Salespeople
is like a private coaching session for those who want to increase sales
and build lasting value in their business. It offers practical advice
and simple strategies from the best in the business, even letting you in
on actual situations and conversations. No matter what business you are
in, adopting the 8 Best Practices
will increase your revenue and allow you to reach your full potential.
"Norm Trainor brings you concrete advice and sheer wisdom on the
'inner game' of sales. Much beyond just learning about breakthrough
sales performance from the best in the business, reading this book is
like getting private coaching sessions from someone who has mastered how
you can constantly surpass yourself in creating client capital."
-Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica
"Norm Trainor has proven that he's the master of relationship
selling. He has shown how to achieve excellence as a salesperson and,
more importantly, how to manage success to become a thriving business
owner. This book has value for salespeople wherever they are on their
career journey."
-Steve Stacey, Vice President and Director, Nesbitt Burns Inc.
"This book is a must-read for any sales professional who wishes to
grow their practice in the future."
-A. A. (Art) Schooley, General Manager, Manulife Financial
"Norm Trainor gives the reader a fast, easy-to-understand journey
to success. This book is a must-read for the ambitious salesperson-it is
loaded with useful information."
-S. Ross Johnson, Retired President, Canadian Operations, The Prudential
Insurance Co. of America Norm Trainor
began his career as a sales professional in the life insurance business
in 1970. In 1975 he left the insurance business to help other
salespeople become high performers. He began Wilson Learning
Corporation's Canadian operation in 1975 and not only became their
managing director, but was also Wilson Learning Corporation's leading
salesperson. He is now a principal of the Covenant Group, specializing
in salesforce effectiveness, business and practice management and
customized learning programs. he has worked with the 20 largest life
insurance companies in Canada, the 5 largest banks, and a number of
trust companies, mutual funds and securities dealers. In addition, he
has worked extensively in the computer, telecommunications, office
products and automotive industries. Norm's academic background includes
post-graduate work in psychology and the behavioral sciences. He speaks
at conferences and seminars around the world and writes regular columns
for the Canadian HR Reporter
and Investment Executive
. He lives in Toronto with his wife Wendy and their three children,
Ryan, Shauna and Sloan.
Donald Cowper, a former insurance broker, is now a writer, and
coauthor with David Cowper and Andrew Haynes of Mega-Selling.
He is also the coauthro with Kevin Guest and Andrew Haynes of Youth
Violence: How To Protect Your Kids.
Andrew Haynes, former publisher of The Species Review, a
Canadian high-tech magazine, is a writer, and coauthor of
Mega-Selling and Youth Violence: How To Protect Your
Kids. He lives in Toronto with his wife, Christine.
