Looking for an edge in today's tough selling market? HonestySells challenges you to abandon clichéd salestechniques that rely on manipulation and deceit. Instead, by beinghonest and open with clients, you will be rewarded with long-term,profitable relationships--at the expense of no one but yourcompetition...PRAISE FOR HONESTY SELLS"I've been in the field of sales leadership for twenty-fouryears with a major organization. I've recruited, trained, anddeveloped thousands of salespeople over those years. Where has thisbook been? It should be a must-read for every new salesperson. Thisis a simple topic that isn't easy to execute day to day. HonestySells helps you change your mental map about how to approachbusiness and relationships. Do the right thing....always!"--Scott DiGiammarino, Group Vice President, AmeripriseFinancial"Honesty Sells has already made a huge impact in mybusiness and it's a keeper. I recommend it for any business CEOtrying to maximize and keep their profits."--Richard Strauss, President, Strauss Radio Strategies,Inc."Honesty Sells is not just a book for salespeople. As apublic relations professional, Gaffney and Francis's solidprinciples and coaching have helped me to develop and maintainrelationships that are key to the success of my business."--Avery Mann, Director of Media & Public Relations, FOXTV's America's Most Wanted"Literally thirty minutes after absorbing their sales advice, Iwas on the phone applying concepts and strategies that enabled meto effectively move forward a deal accounting for 57 percent of myquota for the entire sales quarter. Here's the best part: this wasduring my first month on the job."--Raj Shahani, Yahoo!"Thank you so much for the inspiration. Your selling techniqueswere just the shot in the arm that this old veteran really needed.I have four new clients in just a week's time! Hip hiphooray!!"--Nancy Daniels, Regional Director, HelmsBriscoe"A top-notch sales pro who knows how to make progress in adifficult market. Bad economy. Government sales. Makes nodifference--the job gets done."--Paul Lemberg, Lemberg and Associates"In addition to the practical and proven tips and techniques,this advice is based on extensive sales research and investigationwith respect to what produces results. All the 'out of the box'suggestions are attention-getting but also get results!"--Janet Armstrong, Director, Management Consulting, AjilonConsulting

Acknowledgments.Introduction Another Book on Sales? Why You Need to Read ThisBook.CHAPTER 1 Top 10 Sales Hall of Shame: When Bad Salespeople GoEven Worse.CHAPTER 2 Honesty--The Best Policy for Closing Sales andGrowing the Business.CHAPTER 3 The Startling Truth about Why Honesty Sells.CHAPTER 4 Being Honest with Yourself.CHAPTER 5 The Hidden Costs of Communication Breakdowns.CHAPTER 6 Just the Facts--How Assumptions Impact Sales.CHAPTER 7 Be a Life Giver.CHAPTER 8 Getting the Truth from Everyone.CHAPTER 9 Referral Selling: Ensuring Honest Relationships fromthe Start.CHAPTER 10 The Start of Your Selling Relationship: GettingStarted with an Honest Foot Forward.CHAPTER 11 Close More Sales by Acknowledging Your Clients.CHAPTER 12 The Honest Way to Close More Sales. More Often. MoreQuickly.CHAPTER 13 Overcoming Objections and Questions.CHAPTER 14 Turning a Onetime Client into a Lifetime Client.CHAPTER 15 Remember to Practice Honesty Internally.CHAPTER 16 Some Final Thoughts.About the Authors.Index.