By Mark Irving
Manufactured housing sales professional
I met H. Cowan more than three decades ago, when I was sent to him by Mike Stidham, national sales manager of Oakwood Homes. Stidham had asked H if he could train me to sell manufactured homes, and to manage a manufactured homes sales center. (While Stidham was hopeful I could be trained in 90 days, H was not so sure, but said we would try.) The training was early to late, every day, as I followed, listened and observed H as he managed sales people and the sales center. To say the training was intense would be an understatement. In short, I learned more about how to sell manufactured homes and how to operate a manufactured home sales center in my 90 days with Mr. Cowan than I did during the next 10 years. I am delighted that H has written this book. I recognize many things observed in my training with him and I see much more that his continued study and observations are now teaching me. Over all the years I have known him, H. Cowan has been a mentor to me. As you read this book you will sense his vast experience and his intellectual but practical guidance, teaching all of us how to understand and use our psyches to dramatically improve our success in one-on-one sales.