This top insurance agent shuns breakfast with his family as an unproductive waste of precious time. He isn't keen on eating or drinking with customers, for that matter, because of the distractions involved. According to Gandolfo's austere canon, indeed, there are many techniques but few tricks to the sales trade. Physical fitness and a businesslike appearance count, ""because you only get one chance to make a first impression."" Otherwise, Gandolfo puts his stress on preparation and providing creative solutions to client problems. (In his own business, he sells financial planning rather than mere insurance protection.) Nuts-and-bolts advisories appear too: on choosing goods and services to sell, securing appointments with decision-makers, gaining control of meetings without giving offense, recognizing buy signals when they're flashed, closing a sale, furnishing service that will lead to follow-up orders, and delegating routine work to subordinates. Hesitation can be as contagious as enthusiasm, Gandolfo cautions, and rejections go with the territory. Lots of familiar ground, ably covered (with Shook's practiced aid)--and no false pretenses.