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Same Side Selling: A Radical Approach to Break Through Sales Barriers Print on Demand (Paperback) – April 23, 2014
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The questioning techniques to "Get to The Truth" are especially useful. They get really practical and give you examples of the Strong Answers, Weak Answers, and Adversarial Answers you might get from your prospect. And my favorite part is how they give you the subtext of the typical answers so that you can hear what your buyers are not saying aloud.
This books is a game changer. It gave me an entirely new paradigm to view the sales process--and ultimately made me a better consultant, speaker, and coach by helping me get deeper with clients about what they are facing, what they really want, and how we can work on the same side to get great value.