Written by Barry Farber, one of the country's "best known, most respected and incredibly successful sales gurus" (Entrepreneur magazine), 12 CLICHES OF SELLING (AND WHY THEY WORK) is steeped in the language and knowledge of what it takes to sell. It uses one cliche per chapter as a starting point - and mines its truth and powerful wisdom. Never take no for an answer, for example, belies the image of the stereotypical make-the-sale-at-any-cost salesperson and focuses on finding ways to get around obstacles, such as making the gatekeeper your ally and using humour to open closed doors. You never get a second chance to make a first impression shows how to sell yourself first, how to make people like, trust, and respect you, and how and why to make eye contact and keep a questioning attitude. Your attitude determines your altitude describes how to build and maintain a positive attitude, even in the face of rejection.

Barry Farber is the president of Farber Training Systems, Inc., a sales, management, and motivational training company. He writes a monthly column for Entepreneur magazine and is the author of Diamond in the Rough, State of the Art Selling, and Dive Right In. He lives in Livingston, New Jersey.

Height (mm) 203 　　　　　　　　　　　 Width (mm) 154