The Hourglass Principle

Ray Kelly (Paperback)

Christian-based sales book about maintaining your integrity in life and sales by managing the middle.

In The Hourglass Principle YOU, the sales person, are that central point in the middle in which all the grains of sand flow. The difference is that in sales the grains of sand are information. All the information from your company that needs to be conveyed to a customer or prospect flows from you, the sales person, to the customer. Likewise, all the information from your customer flows from you to your company. That central point of information is YOU. How you choose to use that information flow defines who you are as sales person but also as a human being. It defines the type of sales person and the reputation you will carry throughout your sales career. In sales, there is no way to separate your career personality from your personal life. The two will always be linked together.

Being in the middle of a sales deal is where every sales person wants to be. In that position they have the ability to influence the direction of a deal and establish priorities that are the most important to the customer. Being in the middle allows the sales person to sway the customer to focus on their strengths versus their competitors strengths. It is crucial for sales success that you be the central point for any major sales opportunity. There are eight pillars of being in the middle that are your keys to success.

1. Be trustworthy
2. Keep your integrity: Direct your moral compass
3. Become a person others want to follow
4. Treat as you want to be treated
5. Admit your mistakes
6. Ask questions
7. Finesse not fight
8. Timing is everything

The Hourglass Principle was designed to keep you focused on what is in the center of the deal you are working and the center of your life. It is a focal point for the central core that defines you as a sales person and as a human being. If used as a continual mental reference then you will be able to keep your priorities intact. You will be able to focus your energy on what is truly important in your career and in your livelihood by not sacrificing moral values.