Title: Written by a greedy salesman.
Review: What gives salespeople a bad rap? They focus on personal gain. This book is all about tricking prospects into doing business with you. The author boasts about figuring out how to get a special badge so that he can roam freely about the organization. He claims that it gave him special status, but it sounds more like he was suddenly able to randomly annoy people.In once section, entitled "Focus on the prospect," the author actually says, "the more you can get her to talk, the faster you'll figure out the best way to sell to her." Nearly half of this book focuses on pricing, bidding and RFP's, when in today's sales climate, a focus on knowing their business so thoroughly that you can actually make improvements is more ethical and effective.The days of fooling gatekeepers, telling jokes before meetings and taking prospects golfing in lieu of being a huge asset are OVER. But apparently, Steve Kaplan didn't get the memo.
Is this product review negative?