Effortless Competence

This book began as a series of articles written when I was employed as a Senior Executive Vice President at a high-tech, business-to-business international marketing company many years ago.

My aim was not to reinvent the wheel or even be on the cutting edge of the newest fad of sales tools and technology. It was simply to look underneath the fashions prevalent in today’s books on selling and discover the nature of the basic principles and natural laws upon which all successful sales are based.

With this in mind, I started by reading some of the thoughts and observations of the wisest, most experienced and successful authors of sales books.

I used their writings to begin my own quest to isolate the fundamental principles of selling and use these to build a solid bedrock foundation for my own book on the subject.

As I worked my way down to bedrock in the subject to selling while researching my own book, I discovered one important thing. I became able to see exactly why some books on selling worked, and some didn’t.

Whether intentionally or not, if the author based his techniques or methods on the basic laws of selling, it worked. If he or she only focused on tactics, systems or procedures, it didn’t.

Why? Here is the answer:

Effortless competence and excellence in selling is based on the mastery of the fundamentals.

Now, here are a few quotes from authors of sales books that do fit the guidelines of a focus on fundamentals.

Tom Hopkins,You are your greatest asset. Put your time, effort and money
into training, grooming, and encouraging your greatest asset.”

Og Mandino, “Always do your best. What you plant now, you will harvest later.”

Jeffrey Gitomer, “Obstacles can’t stop you. Problems can’t stop you. Most of
all, other people can’t stop you. Only you can stop you.”

 Zig Ziglar, “Your attitude, not your aptitude, will determine your altitude”

Harry Beckwith, “People do not buy products for their features, but for the
way their company does business.”

John C. Maxwell, “No one wants to be sold, but everyone wants to be

Dale Carniege, “15% of business success comes from professional ability, the
rest from your “ability to express an idea and to arouse enthusiasm.”

 Elbert Hubbard, “To avoid criticism, do nothing, say nothing, be nothing.”

Jack Canfield, “In sales there are usually four or five “no’s” to get a one yes.”

 Joe Girard, “The elevator to Health, Happiness & Success is out of order –you’ll have to use the stairs – one step at a time.”

 Daniel Jacobs, “The natural laws of selling are no different from the common-sense methods of dealing with people. Understand people and you’ll understand all selling. 


One Response to “Effortless Competence”

  1. Pat Lyon Says:

    I want to say that this article is awesome, nicely written. I’m looking forward to reading more. \

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