Author: Stephen Wren

THE FOLLOWING IS AN EXTRACT FROM THE INTRODUCTION OF THE CHEMISTRY OF SELLING WHICH WILL BE AVAILABLE TO PURCHASE THROUGH THIS WEB SITE IN APRIL 2012.

It represents Stephen’s feelings on the urgency and relevance of the subject matter to 21st century sales and service environments given the current economic climate.

As this work neared completion, the world was in the grip of an economic down turn the likes of which hasn’t been seen in my lifetime. Few will escape its effects by the time we experience recovery but sales teams will bear its brunt more than most.

Long periods of prosperity can create complacency which fosters mediocrity. However when times are tough, there is nowhere for mediocrity to hide. Such is the case in Australia as it is elsewhere.

The sciences and chemistries that are fundamental to one’s ability to create relationships (the essence of which is contained in these pages) are now more important than ever before.

Thats because in the world of selling, the ability to create and maintain relationships makes you bulletproof. The chemistry that exists between partners is the fuel that keeps the fire burning. The fire that wards off predators.

I’ll be blunt.

This book will make a difference for you! Immediately! Whilst the subjects it covers are not new, the ‘intel’ provided is. That’s because your abilities, resourcefulness and uniqueness are the only variables you have complete control over.

I will show you how!

Whilst I’m a newcomer to this ‘author business’, I’ve been showing sales teams ‘how’ for about 9 years of a 30 year career.

Happily, I have to report that the ones who subscribe to my offerings experience several things. Primarily they seem immune to trends. Additionally, they make a lot of money. This gets them noticed and they end up running things. Then their teams make a lot of money.

It’s time to share this with the industry I owe so much to.

By the way; the ones that don’t, tend to twiddle their thumbs, anxious for the next customer to come to them. They are at the mercy of external things that they cannot hope to control.

The bottom line folks; trends are largely records of other people’s mediocrities.
Do not subscribe to them as parameters governing your opportunities.

During good times or bad, excellence is always an investment that pays off. Therefore the only parameters for you to consider, now and forever more, are the boundaries of

• Your will
• Your skill
• and your conscience.

I will be the ‘tonic’ for your skill by providing you with options.

This will impact your will as having options always will do.

Your conscience is mostly a personal issue; however, having options keeps you from being desperate. Desperation often tests ones conscience. This applies to you whether you are embarking on a career in sales or have been selling for years.

A note to managers:

If you lead a sales team, ingrain this notion into your people now!  Stop wasting money on the bloody-minded media and invest in the very people who will ensure you keep your job; your team.

If this is something that interests you; read on.

Intel: Part of Speech: n

Definition: abbr. for intelligence, esp. military or business; information

Source: Dictionary.com