How to become a top-ranked sales professional by using an optimum model to build an open, honest and profitable relationship with your customers.

About the book
What does it take to go from being simply average to becoming a top-ranked sales professional? Honesty Sells has the answers—not quick fixes, gimmicky systems, tricks, or flimsy techniques. The book does not teach you how to manipulate customers to do what you want. Honesty Sells will demonstrate how an optimum model of sales behavior—one that is used by the top 10 percent of sales performers everywhere—can help you build an open, honest and profitable relationship with your customers, no matter how time-impoverished, overworked, understaffed or under-resourced they, and their clients may be. Specifically, Honesty Sells will teach sales professionals valuable strategies on how to:

• ensure voicemail messages are returned up to 80% more often;
• leverage or circumnavigate gatekeepers who keep you from prospects and clients;
• determine an accurate view of a client or prospect’s perspective on an issue, and understand how those will affect a project or relationship before decisions are made;
• increase the speed in which sales opportunities close;
• increase closing ratios from 75:1 to 4:1;
• compel prospects and clients to be honest;
• ensure clients, prospects and internal resources do what they say they will do;
• troubleshoot problems before a project fails or sales stall

Steven Gaffney (Arlington, VA) is a speaker, author and leading expert on honest interpersonal communication, influence, and leadership, as well as the president and founder of The Steven Gaffney Company (www.StevenGaffney.com). Steven has developed The Honest Communication Results System, a simple and effective method of communicating that has empowered individuals to speak to anyone, about anything, at any time. This system is highlighted in his two books Just Be Honest: Authentic Communication Strategies that Get Results and Last a Lifetime and Honesty Works! Real-World Solutions to Common Problems at Work and Home. He has also developed proven systems including The Honest Presentations Systems, The Honest Achievement Results System, and The Honest Leadership Results System.

Colleen Francis (Ottawa, Canada) is the president and founder of Engage Selling Solutions (www.engageselling.com), a thriving sales-training organization that delivers tailor-made, winning solutions to sales and marketing professionals internationally. For over 18 years, she has studied the business habits of the top 10% of sales performers organizations of all sizes and shapes-from Fortune 500 companies, to small-and medium-sized businesses. Through her company, Colleen has condensed that winning formula into an internationally acclaimed sales-training approach, Selling Innovation -- helping sales and marketing professionals everywhere achieve their maximum potential.