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Sales Effectiveness Training: The Breakthrough Method to Become Partners with Your Customers

By Carl d. Zaiss and Thomas Gordon, Ph.D., 1993, Penguin Group, New York, NY

Reviewed 20 Aug, 2015

This book has been sitting on my “to read” shelf for a while. Every time I looked at the title, it didn’t seem worth the effort. Well, I was wrong. While an old book, it has a number of great discussions on being a better listener and having better communications with your customers. It might not help you with a price-focused purchasing agent, but it sure will help you deal with the other stakeholders in the account who might go to bat for you next time you get into a negotiation. It is worth the effort. And thanks to whoever recommended it!

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