Omar Periu, the author, an expert sales man himself, professes that sales begin with generating key information about the customer. And since most people are not born with detective like instincts the skills required must be learned, practiced, and refined. This book lays out the set of skills that would turn the average salesperson into a master seller. Omar Periu who is an internationally renowned ?high energy? sales trainer and master salesman, provides readers with the secrets of becoming a top sales professional in his comprehensive book Investigative Selling. ?Like any good investigation, selling begins with questioning, listening, and, observation?, the author mentions. Investigative Selling not only details these important skills, but also explains the most effective way to use the information gathered. And it applies investigative selling techniques to a range of sales activities, from prospecting to qualifying, from presentation to closing.