Rating: 
Summary: Norman Delivers!
Review: This is a really useful volume. Simple, common-sense examples, and punctuated by humor, not another deathly dull how-to book. Full of the kind of sales insights that you might not be practicing, but when seen in print make you exclaim, "Of course!" You want to rush right out and start to utilize 'em.
Definitely a favorable addition to my library.
Rating:
Summary: Fast read, practical, immediately useful ... good stuff!
Review: You can tell right away that Uly Meixner and Erich Mock have first hand sales experience and can transfer that into powerful advice that is immediately useful on my next sales call. Written in an easy-to-read diary format, "Norman" follows the life a salesman, like you and me, and teaches the "what to avoid" and "how to do it better" from his every day experiences. The chapters are short, to the point (no digging to figure out what he is saying), and great for hotel room, sick of TV, before bed reading. There are scripts of real life conversations that I can immediately plug in to what I do. I particularly liked chapter ten, Regaining Lost Ground, on how to fix it when things are obviously going bad. I wish I had had something like this a while ago.
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