When the Other Guy's Price Is Lower: You Can Still Make the Sale

Rating:
Summary: Career-changing, life-altering, almost spiritual experience.
Review: WOW!!! I can't say enough good things about this book. I will adimit that I didn't love it at first, it wasn't until I was in the second or third chapters when I started getting with it. But once I did, I learned more in those few pages than in the last 10 seminars I have attended, here are some of the highlights.

I have had a lot of success with setting the rules of the sales process with the three-step suggestion in the book. I have eliminated virtually all of the stalls I was seeing by just telling the prospect that it is O.K. to tell me "No" and that I will expect them to tell me whether to stop or proceed at the end of each meeting.

I learned to define what real pain is, what words or phrases the prospect uses and how to pick-up on them quickly. I learned that what I had defined as pain was really just the symptoms of pain and not the real emotions behind it. I have become much more comfortable with pain and better at diagnosing its source, because I am listening with a purpose.

I could go on forever, but I'll move to the testimonial: My sales have doubled since implementing the leadership selling system in October 1998 and my company is using this book as THE training tool.