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Tremendous! The Defining Skill in Selling will enable you to rediscover the personal exhilaration and energizing challenges of the selling process. Highlighting the importance of critical and creative thinking and analysis, Tim Welch insightfully offers a new sales model where working smart is as powerful as working hard. The end result will help avoid sales paralysis while bringing performance in alignment with potential. Extremely well done. Stephen M. R. Covey, Author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust This powerful, practical book, based on years of successful selling experience, gives you proven tools to dramatically measure your productivity, performance and increase in selling. Brian Tracy, Author, The Psychology of Selling Tim Welch gets it. The key to anyone producing extraordinary sales results starts and ends with their own efforts…Personal Leadership. Products and services are secondary. The Defining Skill in Selling provides a roadmap that will catapult anyone who is dedicated towards reaching their next level of success. It is a must read! Ron Karr, Author, Lead, Sell or Get Out of the Way Tim Welch has written a book that had to be written. He speaks to the business person in the sales person. In this masterful work, Tim teaches and inspires readers to think, plan, and execute on a higher level. This true-north approach is a must-read for salespeople and their managers. It will stretch your mind and encourage you to hold yourself to a higher standard in professional selling. Tom Reilly, Author, Value-Added Selling and Crush Price Objections This groundbreaking book with its emphasis on personal leadership and continuous improvement is the missing link in sales mastery - especially when dealing with today's crazy-busy prospects. Jill Konrath, Author, SNAP Selling and Selling to Big Companies