For several years my dad was among the top any some years the very top new Ford Salesman of the year so I can only assume that this book played at least some small role in that achievement. Both my parents read but I just keep seeing this book again and again all over the house. I first heard about Tom Hopkins over 25 years ago when I was 8 years old. It goes well with 'Hidden Agenda' which has more emphasis on structuring the pitch and how to do research and build your case based off understanding client motivation(needs, wants, values). I intend to listen to the audio book a few more times to deeply internalize it because I like it and trust where the author guides me in mental space and the ability of the framework he lays out to get me there.also a skill he explains in the book. Also, the repeated reminder of the importance of integrity and the intention to serve as core drivers of the sales process 'slick language mastery' aside. This takes some of the ick factor out of using sales scripts and tactics for me. They don't feel unnatural as he does them. My favorite part of the book is the increasing awareness that he does all of the things that he suggests adopting as habits to increase effectiveness of persuasion and communication of ideas in the book. He covers everything from timing, to attitude, to language patterns, to dealing with 'no' and rejection. Great read! Clear layout of the sales process as a series of measurable and implementable concepts.

Dominar el trading pdf