Archive for October, 2012

How It All Began

Posted in Sales and Life on October 18, 2012 by Daniel Jacobs


Many have asked how this book got its start. So, here it is.

Ah yes, I remember it well . . .

“It was a dark and stormy night. The wind howled and twigs and leaves scuffled and rattled past the house. I sat alone at my desk, the blank piece of paper in my typewriter mocking my best efforts at making words appear on the page, when it happened; a knock on my front door that changed my life forever.”

(With a tip of the hat to W.W. Jacobs for the excerpt from his 1902 novel, “The Monkey’s Paw”)

Well, okay . . . I admit; this book didn’t really start exactly like that.

But, now that I have your attention, you can relax; your search for the perfect sales book is over. This book was written for you, as a working professional. It is about action, not theory – and doing, not thinking.

It is clear, to the point, and relevant to your life as a professional salesperson. It doesn’t require anything from you other than your natural curiosity to find something that helps you do better at your job today.

And that’s what we’re all looking for, isn’t it?

My writing, memorialized in this text, “The Natural Laws of Selling” had its humble beginnings as a series of weekly sales tips and articles written for salespeople at an international marketing company where I was employed as a senior executive.

The sales personnel of the company were already professionals in their own right, and were very clear about what they needed from me. They wanted plain-speaking articles on sales that cut through the bull and delivered a message that focused on action not theory.

They were also adamant about what they didn’t want.

They definitely did not want an ivory tower, academic treatise on some hypothetical scheme of selling like the hierarchy of effects model, or any other complicated, unworkable psychobabble.

Anything not based on common sense application in the real world was summarily rejected.

But as this idea was in line with the focus of all my writings, we were seeing eye-to-eye.

Within the company, “The Natural Laws of Selling” soon became the go-to resource for everyday use for salesmen and women in the company.

Why? Because every article is chock-full of new discoveries based on basic selling principles, real-life experiences, reminders of what they already knew, plus relevant information for ready use in everyday selling activities.

Over time, it became clear that these writings contained new discoveries on the inner workings of selling not found in other writings on the subject.

Complexities were faced and stripped away, false assumptions and unworkable fads were exposed and discarded, and useless chatter was recognized and tossed aside.

The proven laws that were universally workable were underscored and clarified. The time-proven basics were strengthened through understanding and applicability in the real world of the working professional salesperson.

In short, the aim of the sales journal was simple: to focus only on what worked.

This single purpose remained as the guideline throughout the whole book. And what’s more, you don’t have to read the whole book from start to finish to benefit from the material.

You can scan through the titles until something catches your attention, sparks your imagination and inspires you to read it and use it. The value of the information will be instantly evident in your attitude and positive change in results.

Never before has all this material been assembled under one cover, ready for use.

I consider it no accident that it is now in your hands.

daniel w. jacobs
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