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Book Jacket

Trade Paperback
160 pages
May 2009
Ray Kelly Consulting

The Hourglass Principle

by Ray Kelly

Review  |   Author Bio  |  Read an Excerpt


The entire time I was reading The Hourglass Principle by Ray Kelly III, I kept thinking of how the book was desperately, absolutely desperately, in need of professional copyediting.

The book contains some interesting personal anecdotes of Kelly's professional experiences as a car salesman, technology salesman, and sales trainer, and it contains some helpful lessons on enhancing customer service, developing sales ethics, and broadening one's overall client base. However, the book is overrun with spelling errors, incorrect vocabulary, split infinitives, grammar mistakes, redundancies, punctuation flaws, and poor transitions. The fact that it is a self-published book may account for the lack of careful editing.

Of value in the book are its references to passages of Scripture that apply to proper business procedures. Also, there are some insightful case histories, references to other business books worth reading, and bullet point lists of ways to develop integrity as a sales executive. Conversely, there are huge paragraphs all through the book of copied dictionary definitions of key words (very tedious reading). Similarly, innumerable sidebars and hot boxes containing passages of the text that have already been presented to the readers are reprinted in bolder larger print just in case the reader wasn't intelligent enough to recognize that those particular words were the main points. Another difficulty is the format nightmare of contrasting type fonts fighting each other (italics, bold print, script lettering, words in all capital letters, and swirly design lines).

Metaphorically, reading this book is like panning for gold. You have to eliminate a lot of debris, rubble, and gritty material before you finally come across a random speck of gold. Many readers will not feel it is worth it. Dr. Dennis E. Hensley,

Book Jacket:

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.