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Posted February 18, 2006
Understandng the Customer just got easier
This new book breaks new ground in its development of an approach and methodology to REALLY understand the customer. I would highly recommend this book to assist you in gaining the significant advantage of understanding the customer that is usually the difference in closed sales. The authors have developed a series of interlocking templates covering the primary aspects of the sales process and the methods that will work best in meeting the needs of the customer. This is not a book about the highly effective habits or 10 minutes of wisdom, it is a well developed thesis with specific strategies that are reinforced by interviews with key executives (included in book). If you consider yourself 'Best of Breed', you probably agree that the difference in a competitive situation is most often very nuanced. Be prepared to jettison your ego, when you go to the chapter that covers your 'best ' method and find the nuances that could be gained by using their approach. You will also recommend this book to the other sales professional in your organization, EXCEPT for your personal rivalWas this review helpful? Yes NoThank you for your feedback. Report this reviewThank you, this review has been flagged.