In The Press

Imagine a young, divorced professional who is struggling to achieve success in the world.  Abbey Short has taken to “blaming” everyone for her lack of progress in her personal and professional life. Fate intervenes when she meets an unlikely mentor in an assisted living facility where her father is also resident.  Her mentor, Grace Tucker who is 96 years old and sharp as a tack gradually befriends Abbey and teaches her many of the secrets to achieve success in her life.  Grace, who is African American was raised in the shadows of the Bethlehem Steel in Bethlehem, PA  enjoyed a successful career as the leading salesperson within the Bethlehem Steel Company in an era of racial and gender inequality.

Do you know the eight steps of the sales process?  Many do not, in fact I did not know these key steps until I read over 25 books on the topic to learn how I could “sell” the services for my firm.  With each new learning I thought “I could have used this when I was a CEO”.  Here are the eight steps that you will learn and master by reading The Drummer: product knowledge, prospecting, preparation, approach, presentation, handling objections, closing and follow through on the sale.

As you learn about the eight steps of the sales process you will enjoy a story about how there is great talent and experiences living in assisted living facilities and nursing homes.  Grace Tucker and Abbey’s father John Short are living examples of how to live a full life even in the later stages of life.  Many people think of such facilities as where people go to die and yet there are such riches within those facilities.  All we have to do is tap into that talent and be willing to learn from those who have already “mastered the skills of a living a long and fulfilling life”.

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