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Let's start at the beginning. There are three sections at the start of the book that caught my attention right away. You know there's something special going on when you see sections titled "Why You Need This Book," "Why You Will Love This Book," and "Why an Intelligent, Sophisticated Person Like You Will Appreciate a Simple Book Like This." Simple book? In the fundamental principles that are presented, yes. In the depth and strength of the material, I wouldn't call this book simple. Sales professionals will spend extra time with each section to draw out all the value for themselves. It's just that kind of a book . . . the kind of tool that can be used for reference as well as straight-on learning.
Stewart starts his substance with Position Yourself for Success presented in six chapters. The last chapter of the section is focused on closing. Part II: Develop Rapport and Build Relationships of Trust and Confidence: four chapters ending with emphasis on closing more sales. Continue through sections on pre-call planning, prospect involvement, discovery, presentations, and handling objections. Want more? A good resource section and an index complement the powerful content.
If you want to close sales, not just make sales calls, make friends with this book. Renowned sales trainer Mike Stewart has stuffed all of his seminar material into 250 pages for you to absorb and apply for higher achievement.
Far from being an armchair advisor, Mike Stewart spent many years learning salesmanship as a professional sales person. Additionally, he works with a variety of clients, training their sales professionals.
In the preface, he laments that "Almost never are effective selling skills being taught." With this book, he addresses that problem. The book has the approval of the American Management Association, his publisher. I recommend that you get a copy. . .and close more sales.
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There are numerous question and answer sets that are incorrect, and these incorrect answers may be passed on to the students. There are several technical descriptions which are inaccurate as well.
At this point in the game, many of the third party "Microsoft Approved Study Guides" contain technically incorrect material. Of all those I have used and reviewed however, the Course Technology series is the best currently available.
Steve Hailey MCP+I, MCSE, MCT
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I particularly loved the ones set in Greece which was a country that had always captured my imagination. This one in particular made me want to go to Greece and see Delphi and The Charioteer. Five years ago when I finally beheld The Charioteer myself and stood on the theater at Delphi and looked out over the mountains my first thoughts were of Mary Stewart. I recommend this book highly to anyone who can find a copy of it. It is well worth because it is a marvelous read as are all of Mary Stewart's earlier books.
Sadly it appears that most of her early wonderful books are out of print, and the only ones still available are mainly the later and less skillful novels - though a few of the good early ones are still available.
Look for this one. It's a winner.
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