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Title: Gimicks that may work selling pencils, but...
Review: They sure won't work if you are selling big ticket items, such as houses, cars, planes, factory equipment or the like.If you are looking for a difficult to master but good book, go to Rackham's SPIN selling. It is both research based AND effective. Dawson is just a rehash of every sales gimmick you or he has ever read about.If you look, you will see I liked his negotiation gimmicks -- but only if tempered with other's work to set tone and style (and more). In sales, unlike negotiation, the gimmicks tend to be instant death.
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