The Book

"I look forward to reading this Eli. As I've told you before, in my 42 years of selling, your insights are, by far, the best I've ever studied. Thank you for providing another valuable resource!" John Ferebee

My Thoughts on ASAP The authors have done an outstanding job of convincing readers that one need not be a born sales person to succeed in sales but one can acquire sales skills through discipline and study.  This is where the S (science) part of the title ASAP comes to life. The book is much more than preparing one for a career in sales, it is about preparing one for success in life. The book is full of life lessons such as building and maintaining relationships, good communication, respect and sensitivity, understanding diverse cultures and modus operandi, closing loops, follow through, persistence, listening, empathy, transparency, and integrity. After reading the book I have gained a new respect for successful sales persons. Quotations at the beginning of each chapter are timely and inspiring. I highly recommend ASAP for engineers to read. N. K. Anand

"One thing is certain in the world of selling – change. Selling ASAP is a dynamic book that not only gives you the essential keys to being successful over a long sales career, but also the specific components of mastering sales success in a rapidly changing sales environment. When you devour this book get out your highlighter and pay special attention to the section on Agility. If you do this, and apply what you learn, your bank account will thank you! Sales managers, if your team is stuck and struggling, understanding Agility can be the difference maker in your performance this year. Read it now!" Tom Ziglar

"Selling ASAP should be recommended reading for every salesperson who aspires to become a true professional. Sales managers should share this book with every salesperson in the company. Why? Because Selling ASAP clearly focuses on the most critical skills, strategies and tactics salespeople need to win in today's tough business environment. Eli Jones and his colleagues will help you get a seat at the table where the decisions are made that will positively impact the destiny of your company." Gerhard Gschwandtner

"I travel the world stressing the need to invest in creating a culture of preparedness. Selling ASAP likewise emphasizes preparation as the key to success in sales. The techniques in this book will better prepare you for building solid business relationships that will improve your chances of becoming a trusted advisor. This is a must-read!" General Russel Honore

"Selling ASAP: Art, Science, Agility, Performance blends the timely and timeless components of selling professionally in today’s rapidly changing business environment. The authors bridge sound academic research and solid business practices to create a unique sales book on how to build a successful business in sales. Set a goal to become a trusted advisor for your clients, which generates repeat customers and referrals. Trusted advisors uncover customers’ dominant buying urges, provide sound business solutions, and provide consistent, quality customer service after the sale. I am thrilled to endorse Selling ASAP. It is about time a book was written that comprehensively uncovers the secrets of professional selling in an innovative way." Jagdish N. Sheth, Ph.D

"Eli Jones has been a pioneer in the dramatic passage of a sales career from Peddler to Promoter to Professional. He has the credentials, having carried the bag for great companies like Quaker Oats, Nabisco, and Frito-Lay. But that was just the start. He continued well past serving a particular customer to developing the salespeople who will serve the more demanding customers of the future. As a professor, then as a Center and Institute Director, he was a visionary with both the foresight and courage to develop one of the original university sales curricula. It’s possible that he may be responsible for developing more professional salespeople than any other. His success has led to achieving the status of a “dean” in his profession. His perspective is invaluable; his insights will be game changing. If you aspire to sales leadership, you should aspire to ASAP." Howard P. Stevens

"Finally!  A roadmap to help anyone move from the dreaded role of vendor to the ultimate goal of Trusted Business Advisor. This book belongs in the briefcase of every sales professional, manager and parent who wants to harness the powers of persuasion, and do so in an ethical manner.a" Robert L. Jolles

"There are plenty of people who have written practical books on how to sell.  And there's an increasing number of professors and researchers who are writing good books about the theory of selling. But there's only a handful of writers worldwide who can combine theory and practice into a useful whole.  Dr Eli Jones is one of those people. On the one hand, he is a distinguished professor and a well-respected academic.  This makes for sound insights and a balanced perspective.  On the other hand he's had an equally distinguished career in sales, working for a number of leading companies.  He has done it all—carried the bag, managed salespeople, researched selling, taught it, and certified people in the sales profession. This makes his advice street-smart and credible.  The combination is a thoroughly useful book that will help those people who are looking to improve their selling." Neil Rackham

"We at Insperity have adopted the philosophy and truths that are found in Selling ASAP. We have learned from our clients that a "Trusted Advisor" sounds more permanent to them than a sales rep or consultant. Dr. Jones presents a clear road map for the serious professional to become a "trusted advisor", helping their customers attain even greater success because of their involvement in their business.   It is what the "best" customers now expect." Jay Mincks

"If the debate about whether selling is art or science hasn’t been settled, Eli Jones has taken care of that with his important new work, Selling ASAP: Art, Science, Agility, Performance. We’re not in Kansas anymore, Toto; it’s the second decade of the 21st century and the urgency of this marketplace is unforgiving of the unprepared. The proven techniques you will acquire in this book will prepare you for 21stcentury sales success. The question is, are you prepared to risk what you know for what you might learn?" Jim Blasingame

"I am excited to recommend Selling ASAP: Art, Science, Agility, Performance. This book is unique in that it covers best practices and is backed by solid research. I am certain it will positively impact the skills of professional salespeople who want to reach the next level of sales productivity." Bryan Flanagan

"Dr. Jones and his colleagues do a masterful job of outlining the technical aspects of selling, “The Science” but equally as impressive they clearly articulate the value and importance of the “Art”, noting the importance of “creativity and spontaneity”. In today’s fast paced world, buyers and prospects are constantly bombarded with people who suggest that they have break through solutions but who often fall short. Selling ASAP prescribes the “secret sauce”, empathy and service, critical components for a successful career in sales. This book is a must read for any “serious” sales person." Dennis R. Maple