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tbauman 's review for:
This book was interesting. I learned a thing or two about how salespeople see the world. The basic message is to try to appeal to emotions rather than intellect to retain the audience's attention, since the human brain is programmed to turn off intellect to save energy. He describes how to frame situations to get the audience emotionally engaged (novelty, anticipating reward, wanting what they can't have, feeling time pressure, but not feeling threatened) and wanting whatever you're pitching.
There are some interesting ideas here, but I'm not totally convinced by his "playful" tough-guy moves to get rude clients to respect him. The book can also feel like "The Game" (the book about the community of "pick-up artists" that swap tips on how to get girls at bars) for sales, often speaking in terms of who's the alpha and who's the beta. Nonetheless, it's an easy read and most of the advice rings true (even though I know nothing about sales and couldn't accurately evaluate his advice).
I'm looking forward to reading more books on sales since this book claims it's totally new and revolutionary compared to older sales books. I want to see if that's really true.
There are some interesting ideas here, but I'm not totally convinced by his "playful" tough-guy moves to get rude clients to respect him. The book can also feel like "The Game" (the book about the community of "pick-up artists" that swap tips on how to get girls at bars) for sales, often speaking in terms of who's the alpha and who's the beta. Nonetheless, it's an easy read and most of the advice rings true (even though I know nothing about sales and couldn't accurately evaluate his advice).
I'm looking forward to reading more books on sales since this book claims it's totally new and revolutionary compared to older sales books. I want to see if that's really true.