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Rating: 
Summary: Insightful!
Review: It's hard to find a book that doesn't emphasize only one phase of the sales process, such as prospecting, at the cost of another phase, such as presentations. Cy Charney's authoritative manual lives up to its name and thoroughly covers all areas. The tips provide a comprehensive compendium of predominant wisdom on how to sell. This is essentially a book of lists - lists of prospecting tips, how to make presentations, how to overcome objections, how to close and more. This handbook is notable more for its breadth than the originality of its ideas, some of which are targeted to beginners. However, it does offer up-to-date coverage of newer technologies, such as Internet searching. The volume's minimalist organizational design actually suits its goal: providing straightforward information to those with a sincere desire to master the art of selling. We very highly recommend this book to those pursuing the noble profession of sales.
Rating: 
Summary: Wonderful for getting started, or restarted!
Review: Short, punchy chapters teach you about prospecting, the selling process, getting on the customer's wavelength, dealing with objections, convincing strategies, people issues, closing, partnership selling, technology, career effectiveness, organizational effectiveness, and personal development. The author uses lots of bulleted/numbered lists which supply practical details on how to respond to particular common situations. This is clearly a book for the beginner, but it's another great book to add to your bookshelf!
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