Michael Norton

President, Ziglar Inc and CEO and Founder,

The world of business has changed dramatically over the past 50 years.  Business has burst through the Industrial Age into the Information Age and the impact on all those involved is mind boggling! The global marketplace has gone digital,  but it still relies on customers and sales professionals creating and establishing relationships.  No matter the economic environment, businesses and entrepreneurs all must rely on people building reliable, trustworthy relationships and networks.

One of the most profound things I have observed in my life is that in order to be a resilient, robust company no matter how right –priced your products and services are,  your personal interactions with your potential client or customer must add value in order to establish a relationship. That is, your relationships are valuable, and you must be valuable to every relationship.

Sales is a hard career path to follow. It requires a high level of self-motivation.  If sales was easy sales managers would still be salespeople. The sales trenches are deep and difficult to stay in for a prolonged period of time.  In order to stay sane and successful you often need to do a “check up from the neck up” to find your internal reasons to stay motivated. You also have to have confidence in yourself, the company, and the products or services you are promoting.  But even more important…you have to have fun!  Your Ultimate Sales Force is full of tips, stories, and ideas about how to build those all important customer relationships, make more money, have more flexible and free time and how to do it in a way that is fun for the customer and the closer.

Your Ultimate Sales Force offers multiple perspectives on sales and business. Having multiple perspectives is of great value to any team, network, or mastermind group. It offers not only new ways of looking at old ideas and techniques but also exposes everyone in the group to new or different sales and business styles.

Referrals are critical to any sales person’s success. A great network keeps you motivated and creates new relationships built on the strength of existing relationships.  Another benefit to a strong network (beyond the unique perspectives of each participant) is the referral network you can build within the group. Not just in new business, but in new opportunities as well.  Professionals leverage the knowledge and connections of other members in their network to improve their “game,” find more “deals,” and find the “next thing.”

In golf, experienced players know that other experienced players have different perspectives on various techniques and skills required in the game. The intricacies of the game are difficult and everyone who plays has a different approach.  Sit in any clubhouse and listen as the players’ congregate, exchanging techniques and methods. Players often walk away with 1-2 new tips that fit their personal playing style.

Your Ultimate Sales Force is a great resource guide that helps any sales team learns how to leverage their leads together without competing using their interconnected networking rings. YUSF shows you how to turn a cold call into a warm call through your network. There are a myriad of techniques and methods included in the book and there is something in there for everyone’s personal sales style.  How powerful is that!

Mike Davidson and his writing sales force have assembled 159 sales strategies that are not only useful for helping the individual, but entire companies stay motivated and be more effective. YUSF is one of those books that should be placed in the hands of anyone involved in public relations or sales. Every employee who comes in contact with potential or existing customers and clients benefit from knowing strategies that motivate and inspire. This book is a great tool for taking an organization to the next level and for making their individual sales force members assets to the company.