This is an excellent book, with the sort of spot-on instriction I wish most sales people had been given. As it happens, only a small percentage of sales professionals know this material, and practice it methodically. The remainder, either set themselves up for failure, or give the profession a bad name by resorting to bribes and lies in order to "sell."
Luckily, during the more challenging economies, these "weeds" die off, as they are exposed as frauds, leaving the filed open to the serious and ethical players.
That time is here again, and if you are serious about your clients and serious about being respected and at the top of your industry, buy this. I bought the book when it came out, and all that I can say is, if applied - it works.
I would have given this review 5 stars, but deducted one. This is due to the annoying fact that someone at the publishers believe 21st Century material deserves a 1950's style narrator. I kept expecting him to tell me he would "be right back, after a word from our sponsors." Thankfully it's under 3 hours.
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