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this is an excellent sales development book. At last the reality of the real world on how to deal with buyers who have no time for you. Buy this book for prospecting and business development, not the book for a beginner in sales
The candid letter from a buyer to a sales person at 12.20 into the book is genius, worth buying just for that alone.
I would have given 5 stars but I found myself less bought in to her ideas from the stages after prospecting and gaining customer interest. Sorry was just not up to the prior level and if it had dragged on much more I would have deducted another star.
Not sure about the other reviewers comments about her performance. Personally I listened at 1.25* speed, but I was also following along with a hard copy and I noticed she was not reading verbatim and sometimes she losses track a bit (although she recovers quickly) this may have affected their enjoyment. For me she was fine and energetic and no strong accent which can be the main reasons for listener frustration.
her supporting documents on the website are great and free. so you can happily listen and get the resources of the web and no need for the hard copy
What I like about this book is she focuses on the buyer???s decision process and how sales people can bring value. While there are many good points in this book not sure why so many people on Amazon gave it a 5.
9 of 10 people found this review helpful
Why would the author not have someone professional record the book?
Then at one point she recommends pretending you are the prospect and calling yourself and role playing with yourself as if you are schizophrenic.
By the time you do all of this stuff you will have failed out of the business... Whatever business you are in.
2 of 2 people found this review helpful