- Shopping Bag ( 0 items )
Posted March 30, 2006
selling with less effort
What's so interesting about this book is the fact that most sales people do not ask good questions. I got through the second chapter and then it dawned on me. I too am not asking enough questions. No wonder why I get hit with objections, stalls and price concerns. This book gave me some great pointers on how to prospect, build rapport, gain more trust, capture critical buying info., uncover hidden motives, get to the right decision-makers, create a sense of urgency and more. I really love the examples and scenarios. Like most sales people I hate to read yet I could not put this book down. If you're looking for something different, I think you'll enjoy this book, very practical and insightful.
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