Ken, for years you have set the standard for being one of the best salespeople in your field! I have had the chance to read about a quarter of the book and I think you’ve gone way beyond what the sales process looks like–you’ve codified all of the things that have made you so successful. You’ve explained how what’s seemingly intangible is actually very doable, with focus, thoughfullness and “being in the moment” with the customer. Your book describes what you do with both humility and realism and teaches us that real success occurs only when we truly connect with each person we need to satisfy, in our role as salespeople, because if we don’t, we’ll miss something crucial. Thank you for sharing your secrets!