First let me say I am not an author scatching another authors back (I don't know about you, but I don't even read reviews by other authors because they all reveiw each others books. It is much more helpful to me when I read a review from another salesperson, someone who is in the trenchs or came from the trenchs. I do not know the author, never heard of the author before this book, am not a fan, am not a student at some gurus feet. I am a guy trying to pay my bills and make a better life for my family. And I do it by selling.
I have been in sales and marketing for over 25 years. I have read enough books on sales to fill a library. Some good, most just raw material for confetti, with a few books that are great. I feel this is the most important book anyone in business or selling can read.
I have lost sales even though profit analysis and side by side cost analysis both dramatically reveal the supremacy of the course of action I propose. I go slow, get agreements all the way through, heads nodding, even agreement that they want to go with what I propose. And there are STILL cases where I am flabbergasted and frustrated because the deal doesn't close! Then I know - THEY JUST DIDN'T GET IT! Going slow, getting agreements along the way and my point went right over their heads.
I sell a service to physicians...and they are doctors, not business people. In fact that is how I found this book. I knew I had to find some method of better communication that would allow me to make critical points easy to understand by a lay person without loosing their power. Through searching on google I found a link to this book and the author.
The magic of this book is it immediately enables you to communicate powerfully and effectively with anyone about anything, and in a way that sticks in their mind and they REMEMBER. And in sales and business that is critical to success.
This is why I feel Anne Miller's book is the most important book you will read and this is a book that will put money in your pocket! You will sell more, period.
This book would be number one on my recommended reading list, the next 2 books on sales I would recommend after this are Value Forward Selling by Paul R. DiModica, and Never Cold Call Again by Frank J. Rambauskas Jr.
All three of these books are no b.s, practical, and most importantly, they work in the real world.