Sales Person\', the Author, Spencer

¶ … Sales Person', the author, Spencer Johnson, provides the guidance for the reader on how to manage the sales process, from pre-call preparation through the sale itself and to managing activities after the sale. The theme is about the importance of looking at the process from the customer's perspective, and the guide those who would like to tailor it to their own selling situation. For example, in pre-call preparation, the reader is asked to think about how their product or service can convince others to purchase.

Johnson proposes that the key component to both personal and professional success is to build strong and trust-based relationships. Everyone is a salesperson and has something to sell, they are selling ideas, products, services, or even themselves. Honesty and integrity is an important part of the selling process. In this book, the author enlightens the salesperson's personal story who is pursuit to compile the meaning in his sales life. Johnson creates a theoretical situation in which he engages an incredible successful sales person to reflect his career and evokes specific people from whom he learned how to being succeed. The people who being interview in this book are relatively successful include a prosperous and respected salesman who is now being as a chairman of the board of a major corporation. There are several others such as the enthusiastic young man prolongs his learning process by schedules a meeting and seeks each out. The interviewees have found that they have working harder for ever less reward. The enjoyment of all the various aspects of a job is not existed and they need to work for long hours in a stressful job. In this book, the interviewees informed to the author the secrets of sales success.

Johnson introduces the integrity of 'selling on purpose' and the importance of helping others to obtain what they want, "...people [to] get the good feelings they want about what they bought and about themselves." He argues that success for a salesperson is to start helping the customer to get what the customer wants (explanation and/or persuasion, helping them to solve problems, fill their needs and achieve their own objectives) instead of to get what the salesperson wants. He suggests that this is a completely new viewpoint of the selling process from which one is trying to convince other people to buy. During this process, the salesperson is try helping people to get what they want although sometimes this process will against the wishes of salesperson. The interviewee states, "When I sell on Purpose, it's like swimming downstream." The important theme is once you understand that you are helping others to get what they want in return you will enjoying greater prosperity yourself.