You Gotta Wanna
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You Gotta Wanna

You Gotta-Wanna


This is a story I have wanted to tell for the last 25 years. It is a story of a naive teenager thrust into the harshly real world of retail sales. It is a story of a cast of characters who defy imagination, and of lessons learned -- lessons that truly define an art form called sales.

It is a story of success by someone who possess no great skill or insight. It is a story that I think needs to be told because the lessons learned can be applied by so many. I hope the message is clear. Success eludes most people because they fail to develop a clear path.

Most sales training books are primarily motivational and inspirational. I tried not to be simplistic or generalized -- that way my message won't stop short of giving you a clear blueprint. As the title implies, however, "you gotta-wanna." If you really want it to happen, it will. True success in any endeavor take motivation and inspiration. The problems is that without specific and measurable steps to follow, the needed enthusiasm will be lost.

This is a training book, but more importantly it is a story, or rather a collection of stories, that begins with the experiences of the 19-year-old living and grasping a sales process that helps the salesperson stay on track and make it easy for the customer to buy. In the following 25 years, as a salesperson, sales manager, and sales trainer I have found many ways to apply the first lessons I learned, but we always come back to the basics -- all sales are made one customer, one step at a time.

I have traveled around the world conducting sales training and seminars. Throughout the United States, Australia, and the United Kingdom, I have always tried to keep the message simple to give ways for new sales people to stay focused one step at a time.

It is time to put it all down in writing. I hope you enjoy reading it as much as I enjoy telling and living it.

Click to preview Chapter 1

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