Lance Osborne

The Portable Sales Coach Lance Osborne

Time is money—which means you're pouring money down the drain when you spend your time on low-percentage selling strategies.

How many times have you cold-called someone with no expectation that they'd have any interest in your pitch? How many times have you had to crowbar your way into someone's office to make a presentation? How many deals have you poured hours into, knowing that they were doomed from the start?

Don't just work hard—work smart. Read this book for the high-percentage plays in sales that will take your game to the next level. Discover how to:

• Craft a cold call your market wants to hear
• Get more appointments from fewer cold calls
• Get more sales from fewer appointments
• Find segments of your market that no one else is selling to
• Figure out which of your customers are making you money and which are costing you money
• Stop wasting time on people who aren't going to buy from you

LANCE OSBORNE is Founder and Chairman of the Lannick Group of Companies, a successful recruitment firm specializing in professional accountants. Over his 30-year career he has developed a commonsense approach to sales that anyone can put to work right away. Many of the people Lance has trained have gone on to become top performers in the industry.