Title: Not a great book at all
Product review: The litmus test for any book on selling is, will it help me make my numbers? Any book that doesn't do that doesn't deserve to be on the shelf in my book. Boy, was I sucked in by this one.I read this book based upon the glowing reviews it received. All I can say it that they must be friends of the author or paid reviews because this book is one of the least effective books on selling I've ever read.If you want to base your career on things like "Create good guilt" (wow, nothing like a little manipulation, huh?), or "Create Differentiation" (now, there's a brand new concept) (both of these are from page 87 which I pulled at random).Save your money. If you want to CLOSE BUSINESS then get Strategic Selling or Conceptual Selling, both classics that will help you make your numbers.Good selling,Bob
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