MiddletownJournal.com

In a rough economic time like this, the worst thing a business can do is not know how to sell.

That's where Middletown native and local business owner Mark Tewart comes in.

"We have done well just because of the fact that you still have to sell, you can't just quit," he said.

Tewart, 47, a professional speaker, trainer and sales consultant, said he educated himself using books, tapes, seminars, mentors and mastermind groups to think of new ways to approach sales.

As an executive manager at a large auto dealership in Texas, he used this knowledge to encourage the company to change the way it meets and greets customers. By "breaking the rules" and giving the customer space instead of immediately going to the introduction and handshake, Tewart said the dealer was able to increase sales.

"A sales person is essentially helping a customer find a solution to their own problem. That is a different (sales) mind-set than I have seen," he said.

The success led to other dealers asking for training and requests for trade articles and satellite seminars. Tewart owns four businesses in Lebanon, training other companies in sales, consulting with businesses, selling after-market automotive parts, real estate and extended vehicle warranties and gap insurance.

Tewart's book, "How to be a Sales Superstar," has been an Amazon.com best-seller.

Tewart emphasizes it's not just about sales tricks, but rather profiling what customers want, creating relationships with them, self-educating on new sales practices and maintaining an attitude of success. And those principles don't just apply to business.

"Sales right now would be the most important thing anybody or any business can have in this economy," he said. "Even a person who is laid off has to know how to sell themselves to get a job."

To learn more about Tewart and his book, visit marktewart.com.