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for trying to teach a very specific process of questioning for selling and needing to be able to remember and differentiate the different parts, author does a great job. amazing he could do that through an audio book. I sped it up to 1.25. and probably could have some more.
6 of 6 people found this review helpful
Coming from a science background, I really appreciate the attention to proof and measurement that the author takes. Because of this emphasis on statistics, I am confident that this isn't just one successful salesperson's attempt to convey their own techniques. This book isn't about how to be charming or charismatic, let alone deceptive, but rather it's about what questions to ask the prospect and when, so they're naturally led to understand their needs, verbalize them, and make explicit connections about how your product is going to improve their lives. These realizations apparently give the greatest strength to your sales method. This book is going to be the basis for my sales calls as I move forward in selling my business.
9 of 10 people found this review helpful