Selling to the Top: David Peoples' Executive Selling Skills Review

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Selling to the Top: David Peoples' Executive Selling Skills ReviewThis book is very informative. I have over 20 years of sales experience and seldom read How-To Sell books because I don't believe in theory and advices that much, preferring to do it the hard way (by the seat of the pants, intuition and personal experience and mistakes). When I read this book, I could not but agree more with David Peoples' observations and recommended systematic approach to attacking an account/opportunity. I have unconsciously (or naturally) done most of what Peoples has recommended in his book (obviously NOT as thoroughly as prescribed, we must not forget that it is always easier to say or write about than done). If nothing else, this book forces you to be more rigorous and strategic in your approach to selling and if the type of opportunity that you are pursuing justifies the efforts then its prescribed approach is certainly a very useful and effective one.
The [person] who gave this book a bad review certainly has never sold anything of substantial value in his life. This approach obviously only makes sense for selling big ticket items, Peoples has sold IBM hardware and services and not TV sets.Selling to the Top: David Peoples' Executive Selling Skills Overview

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