The 8 Best Practices of High-Performing Salespeople
Norm Trainor
ISBN: 978-0-471-64528-3
Paperback
228 pages

1. The 8 Best Practices of High-Performing Salespeople

2. What You Want is What You Get

3. Best Practice Number 1: Develop and Utilize a Marketing Plan

4. Best Practice Number 2: Know Your Client

5. Best Practice Number 3: Understand How People Make Decisions

6. Best Practice Number 4: Help Your Prospects and Clients Buy

7. Best Practice Number 5: Create Client Capital

8. Best Practice Number 6: Obtain Introductions

9. Best Practice Number 7: Delegate

10. Best Practice Number 8: Utilize Resources

11. Beyond the 8 Best Practices

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What does it take to become a high-performing salesperson?

This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand. The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential.

"Norm Trainor brings you concrete advice and sheer wisdom on the 'inner game' of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital."
—Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica

"Norm Trainor has proven that he's the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey."
—Steve Stacey, Vice President and Director, Nesbitt Burns Inc.

"This book is a must-read for any sales professional who wishes to grow their practice in the future."
—A.A. (Art) Schooley, General Manager, Manulife Financial

"Norm Trainor gives the reader a fast, easy-to-understand journey to success. This book is a must-read for the ambitious salesperson-it is loaded with useful information."
—S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America

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Norm Trainor began his career as a sales professional in the life insurance business in 1970. In 1975 he left the insurance business to help other salespeople become high performers. He began Wilson Learning Corporation's Canadian operation in 1975 and not only became their managing director, but was also Wilson Learning Corporation's leading salesperson. He is now a principal of the Covenant Group, specializing in salesforce effectiveness, business and practice management and customized learning programs. he has worked with the 20 largest life insurance companies in Canada, the 5 largest banks, and a number of trust companies, mutual funds and securities dealers. In addition, he has worked extensively in the computer, telecommunications, office products and automotive industries. Norm's academic background includes post-graduate work in psychology and the behavioral sciences. He speaks at conferences and seminars around the world and writes regular columns for the Canadian HR Reporter and Investment Executive. He lives in Toronto with his wife Wendy and their three children, Ryan, Shauna and Sloan.


Donald Cowper, a former insurance broker, is now a writer, and coauthor with David Cowper and Andrew Haynes of Mega-Selling. He is also the coauthro with Kevin Guest and Andrew Haynes of Youth Violence: How To Protect Your Kids.


Andrew Haynes, former publisher of The Species Review, a Canadian high-tech magazine, is a writer, and coauthor of Mega-Selling and Youth Violence: How To Protect Your Kids. He lives in Toronto with his wife, Christine.

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