Rating: 
Summary: The Art of Closing Any Deal
Review: Excellent book for the seasoned sales veteran, not for beginners or the faint of heart. The author tells you in the Preface that this book is not a beginner's self-help manual; it is a master closer's Bible.
Rating: 
Summary: It's sales, not WWIII
Review: I found a handful of items helpful, but for the most part, this book is trash. Not much integrity on Mr. Pickens part. If I have to be deceitful or worse,lie to get a sale, it's not worth it. I believe when you close a sale...you actually open a relationship. What kind of relationship would you have if it's not built on trust. "Going in for the kill", "opponents", "trap questions", "pressures", "tricks", "psychological manipulation". This wartime approach doesn't work in 2001 unless your selling trinkets from the back of your van.
Rating: 
Summary: Good but lacking in integrity
Review: I have learned a lot from this book, however, Pickens encourages people to play fast and loose with the truth. He sees no problem in out and out lying to prospects, "opponents." Are professional sales people fighting a war with prospects or are we trying to form partnerships which should be long term? He also has a section on "pressure, tricks, and traps." Was he a CIA agent in a former life? To me, integrity is everything in selling based on values and ethics, not tricks and traps. We are not hunting Viet Cong.He does have some brilliant insights in closing, when used honestly. Also he has insights on different types of buyers in different professions and ethnic groups. Buy the book, but toss out the bones.
Rating:
Summary: Good but lacking in integrity
Review: I have learned a lot from this book, however, Pickens encourages people to play fast and loose with the truth. He sees no problem in out and out lying to prospects, "opponents." Are professional sales people fighting a war with prospects or are we trying to form partnerships which should be long term? He also has a section on "pressure, tricks, and traps." Was he a CIA agent in a former life? To me, integrity is everything in selling based on values and ethics, not tricks and traps. We are not hunting Viet Cong. He does have some brilliant insights in closing, when used honestly. Also he has insights on different types of buyers in different professions and ethnic groups. Buy the book, but toss out the bones.
Rating:
Summary: great book
Review: I think this was an excellent book, though a bit complex for rookies like myself. Indeed, mind games are suggested all over and Pickens recommends to put the customer on a "shiny pedestal", he gives examples that will make you blush and he is....definitely a shameless guy. However, NOT ONCE does he encourage the reader to lie, as some of the reviews here suggest. It¨s not true. He says, you gotta be cunning while you are at it (selling), but that refers more to the shiny pedestal than it refers to lying. He actually quotes a sales-guy he used to know who said: look em straight in the eye and then lie your ... off!
Pickens reminds the reader that the truth has more weight than a thousand lies and I am pretty sure my fellow-reviewers got someting wrong. As to calling customers opponents, well, thats what they are, they dont wanna buy, you want them to. No? I found the book amazing, though I would always find myself unable to say all these things...that he suggests.
Rating: 
Summary: Sales tips with a great sense of humor.
Review: I thought the book was great. It gave some great closing tips, which I have found useful in my job, and Mr. Pickens wry sense of humor shines through to those readers smart enough to recognize it. I didn't think it was shedding light on the customer in a bad way at all; I think he is teaching us to "enjoy" the sale, and to have fun with the customer, while at the same time, being ethical, and successful in sales. Definitely written for more experienced sales people who understand the sales world, but need to polish their closing techniques.
Rating:
Summary: Sales tips with a great sense of humor.
Review: I thought the book was great. It gave some great closing tips, which I have found useful in my job, and Mr. Pickens wry sense of humor shines through to those readers smart enough to recognize it. I didn't think it was shedding light on the customer in a bad way at all; I think he is teaching us to "enjoy" the sale, and to have fun with the customer, while at the same time, being ethical, and successful in sales. Definitely written for more experienced sales people who understand the sales world, but need to polish their closing techniques.
Rating:
Summary: Should be called the art of selling a nice piece of property
Review: This book could more accurately be titled "How to Ruthlessly Lie, Manipulate and Use Mind Games To Make a Sale." If you're looking for a no-holds-barred guide to getting your way - not just in closing a sale, but in everything you do - this is for you. This exceedingly detailed, candidly written guide to mind control sold more than a million copies. James W. Pickens uses anecdotes sparingly, but weaves in plenty of examples. In a strange contrast to the cutthroat main text, each chapter ends with a short, sweet reference to his mentor Sam. Here's the scoop on genuinely caring about your clients while shamelessly using mind control techniques on them - a contradiction that troubles the author not at all. We from getAbstract recommend this book, as protection, to anyone who buys anything, and, as ammunition, to anyone who sells anything.
Rating: 
Summary: Art of Closing Any Deal
Review: This is the most helpful book I have ever read in my life. Since reading this book, I have mantained over 100% of quota in my job. You learn how to make those big sales, even if you are lacking information on your product. A must read for winners!
Rating:
Summary: Best closing book ever printed
Review: This is the most helpful book I have ever read in my life. Since reading this book, I have mantained over 100% of quota in my job. You learn how to make those big sales, even if you are lacking information on your product. A must read for winners!
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