The Currency of Trust

Most FX salespeople compete on rate. That's the wrong game.

Selling Foreign Exchange is a practitioner's guide for bank and non-bank FX professionals who want to build careers that last - not just close transactions. Written by David Pierce after 38 years in corporate FX, the book makes one central argument: price is the last thing a corporate treasurer wants to talk about, not the first. Before rate ever matters, the client needs help mapping their exposure, quantifying its financial impact, and selecting the right instrument. Salespeople who lead with rate skip all of that and lose to anyone willing to go a penny tighter.

The book teaches a disciplined consultative framework built around six core skills: initiating contact with a clear purpose, asking questions that uncover real needs, listening actively at depth, articulating benefits rather than features, handling objections without flinching, and closing as a natural conclusion rather than a manipulation tactic. Each skill is illustrated through fictional but recognizable characters controllers, CFOs, and treasurers at real-world companies navigating hedging decisions, wire payment crises, and board-level pressure.

Beyond the sales process, the book covers the full product toolkit spot, forwards, options, and structured solutions and two chapters most salespeople never think about: the hedge a client already has without knowing it, and the hedge playbook that matches instruments to specific business situations.

The final section reframes the career itself. The goal is not a book of clients but a franchise of raving fans people who have been heard, helped, and treated with integrity over decades. That is what separates a transactional order-taker from the person a treasurer calls first when something goes wrong at 7am on a Monday.