Who Is Steve Clark and Why Should You Read This Book?
In his thirty year sales career he has made over 10,000 sales calls. He has sold pest control services, pots and pans, security systems, vitamins, laundry detergent, life and health insurance, annuities, mutual funds, stocks and bonds and school service products.
In 1996, Steve was making $53,000 per year as a salesperson and he had over $40,000 of credit card debt. Taking out a second mortgage on his house and borrowing $10,000 from his Mother, he set out into the world of sales and marketing consulting with zero clients, zero income, a wife and two pre-teen daughters.
It was a gutsy leap of faith that has paid big dividends!
Today as founder and CEO of New School Selling he consults and coaches hundreds of sales executives and business owners each year in Australia, Canada and the US.

STEVE CLARK is Co-Author with Dan Kennedy of Peak Performers and the author of the audio book, Cultivating an Abundant Mentality, the audio programs Live Down Under, Golden Keys to More Effective Sales Management, Prospecting to Fill the Pipeline, Tools and Tactics of Profitable Persuasion. The business development processes he has developed and writes about in this book are revolutionizing the selling world. Today he earns more in a month than he used to earn in a year. In this book he shares his "secret sauce" and "puts the hay down where the goats can get it" by giving you his proven, easily understood strategies and tactics so you can do the same. In addition to his duties as CEO, he is a US Coast Guard Captain who sport fishes out of Navarre, Florida.

"WHO IS STEVE CLARK AND WHY SHOULD YOU LISTEN TO HIM
CHAPTER 1: PROSPECTING
Understanding the Biggest Problem in Sales
The Importance of Prospecting
What is the Purpose of Prospecting
Referral Magic
Prosper Prospecting Mentality
What Keeps You From Prospecting Regularly?
A Prospecting System That Guarantees Results!
When All Else Fails Go To Work
CHAPTER 2: ATTITUDES
Excellence or Mediocrity
Focusing On the Wrong End of The Problem
Only Decision Makers Can Get Others to Make Decisions
Need for Approval
Overcoming Need for Approval
All for Twenty Dollars
I Couldn't Sleep Last Night
It Is Not How You Feel That Determines How You Act
Coming to Terms: 21st Century Demands
How To Become A Top Performer
Stuck In A Comfort Zone
The Five Stages Of Sales Mastery
Ghosts, Goblins and the Boogey Man-
Be careful who you listen to
Be Thankful for What We Have
Happiness Is A Learned Skill
Positioning Your Business in This Crazy Market
Is It Real or Is It Imagined
Ten Principles Of Subconscious Programming
The Carpenter
Who You Are Does Make A Difference
CHAPTER 3: QUALIFYING
How Much Info Should You Give Away In A Proposal?
Let Me "Think It Over"
To Qualify or Disqualify
How Much Does It Cost To Give A Proposal
Qualify or Disqualify Early
How To Gain An Initial Commitment
From The Prospect Before The Appointment
CHAPTER 4: DEVELOPING TRUST AND RESPECT
Everything is a Commodity
Stop Acting Like a Salesperson
Why People Judge You Instantly
Why Do Prospects Resist Salespeople?
Buying is an Emotional Decision
Watch Your Tonality
Emotion vs Logic
What Are Buyers Afraid Of
When You Think You Are In Heaven And
Find Out You Are In Hell
CHAPTER 5: PAIN
What Really Motivates Prospects to Buy
Pain vs Gain
Selling Is A "Whole - Brainer"
Getting the prospect to talk about his problems
CHAPTER 6: SALES MANAGEMENT
Why Sales Training Doesn't Usually Work
Coaching to Win
How to Coach Like a Pro
What Makes a Great Sales Force?
Effective Sales Management
Sixteen Areas That Sales Training Will Improve
The 10 Most Common Sales Force Hiring Mistakes
You Can't Shrink Your Way To Excellence
Not Everyone Is Trainable
What Kind of Sales People Do You Have Working for
You and Do You Know How to Manage Each of Them
Why Do So Many Small Businesses Eventually Fail
Why Is Change So Difficult
Six Human Motivators
Where Are All of the Job Applicants
CHAPTER 7: GOALS
If You Don't Know Where You Are Going.....
Are You Living an Intentional Life
How To Get What You Really, Really, Really Want
Begin With The End In Mind
As You Begin The End Of The Quarter Here Are A Few
Things To Think About!
CHAPTER 8: STRATEGIES AND TECHNIQUES
Are Buyers Really Liars
Transactional Buyers vs. Relationship Buyers
Understanding The Cast of Characters
Crises or Opportunity
What Happens Next?
Ten Sales Basics
Are You Asking The Right Questions?
Are You Really Listening?
Been There Done That
Gaining Trust By Reading The Prospects Mind
How Do You Develop Loyal Clients
Quit Vomiting On Your Prospects
What Motivates Prospects To Make A Decision
Repositioning Your Competitor's Strength
Become a Doctor of Selling
The Art of Asking Effective Questions
Everything Is Considered A Commodity
How to Avoid The Commodity Trap
What To Do When The Prospect Just Wants You To Bid
Why You Should Not Listen To Most So Called
Marketing Experts
Why Do Businesses Lose Customers
Your Limbic Brain Conspires to Keep You from
Making Good Decisions
How Emotionally Intelligent Are You
Establishing Agendas
Understanding Prospects Buying Styles
Sales Jobs Still Seen With Contempt
Look Who Is Using Direct Response Marketing To Boost Sales
Are You Going To Be Relevant In The Future
Who Is In Control
The Difference Between Winners and Losers
Can Your Brain Be Tricked By Price?
Ten Creative Ways to Raise Your Prices and Fees
Most Managers Don't Have a Clue