The old sales paradigm that has been around since the days peddling snake oil is based upon the seller getting the buyer to do what the seller wants the buyer to do. Any means justifies the end. Any persuasive, convincing, manipulative technique is justified in order to earn commission. This has been going on for so long and is so pervasive in our society that there is little trust in salespeople, in consumer goods and services, in big business, and in government. Even though the customer has evolved to distrust this old sales model, the old paradigm is still being taught and practiced. It is time for a new sales model. It is time for Sales out of Service.
This book, which is more accurately described as a sales training manual, introduces and teaches a new sales paradigm that is based upon honesty, integrity, relationship, and service. It is for those who want a long-term career in sales and customer service, a career that affords you financial freedom, and success.
Sales out of Service evolved empirically over the course of twenty years. Norman Cohn started the Utah College of Massage Therapy with $200 and grew it into a $40 million dollar business with seven schools in four states. In a competitive industry, his schools excelled qualitatively and quantitatively. Sales out of Service permeated his schools influencing everything from management to the students’ classroom experience. He attributes the growth and success of his business to this new model of sales and customer service.
Everything contained in this book comes from on-the-court experience quantified by specific measurable results. The information is neither theoretical or pie-in-the-sky wishful thinking. Sales out of Service has been proven to be effective in a service based competitive industry. This new paradigm makes it possible for anyone to succeed selling any product or service no matter the price. You do not need a college education, a certain type of personality or any special talent. You just need to be a person who is willing to work hard, and who is committed to your future success in the market place.
Until around 1500 B.C., it was generally believed that once the world had been set in order by the gods, it was in essence immutable. However, it was always a troubled world. By means of flood and drought, famine and plague, defeat in war, and death itself, demonic forces threatened and impaired it. Various combat myths told how a divine warrior kept the forces of chaos at bay and enabled the world to survive. Sometime between 1500 and 1200 B.C., the Iranian prophet Zoroaster broke from that static yet anxious world-view, reinterpreting the Iranian version of the combat myth. For Zoroaster, the world was moving, through incessant conflict, toward a conflictless state—“cosmos without chaos.” The time would come when, in a prodigious battle, the supreme god would utterly defeat the forces of chaos and their human allies and eliminate them forever, and so bring an absolutely good world into being. Cohn reveals how this vision of the future was taken over by certain Jewish groups, notably the Jesus sect, with incalculable consequences.
Deeply informed yet highly readable, this magisterial book illumines a major turning-point in the history of human consciousness. It will be mandatory reading for all who appreciated The Pursuit of the Millennium.