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Sunday, March 7, 2010
So back to sales books. This was an excellent book because it's about sales process. I love business books that are about how to organize a process or interaction. It comes from an assumption that I'm motivated to do well because if I wasn't I wouldn't be reading the book. This book is about the process of selling when you are in a market where your product or service isn't the lowest priced. Assuming you charge a higher price because you have something to offer that is better than the price leader, you need to explore what is important to your prospect and then make sure he knows how your product addresses these needs. It's a good basic ABC selling process that refined the way I think about selling a bit.
So I do recommend this book to anyone who wants to learn how to sell or refine their selling skills, because I"m assuming that if you're looking for such a book you're already motivated.