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Mariana Hernandez mhndzgm4b71 — For a trashy paperback, this was a great read.

Lynn R thegreenginger36 — This is a constructive approach to winning and keeping customers by learning to ask the right questions that lead towards a win win solution for both parties. The cycle that he proscribes takes into account the difficulty of selling solutions in tough markets, which includes an increase in competition. In our current environment I have learned the importance of understanding what Bosworth calls situational fluency, or a consultative salespersons framework to offering a solution. Superior sellers are able to align a selling methodology with the buyers level of need and progress through a buy cycle. Key areas to learn from the buyer include their situation, or how they operate and all that goes into their decision making. I learned it is impossible to know every aspect of a buyers condition along with all aspects of your product, service, or capability to match effectively. The right questions lead to a better understanding and a follow-on solution. The other high level need for superior sellers is intuitive relationship building skills, along with excellent listening skills that help to establish sincerity and trust. The ideal selling situation is to establish trust and confidence through good questions, uncover problems and offer a well thought out solution. There are other areas that are helpful in the book such as establishing a selling framework document, cold calling communication, and other appropriate communication techniques with a prospect or client.

Brucecraigavon Eddington zbw199806258fc — She's such an amazing writer. I feel like I've been dreaming after reading one of her books. I really liked the first one--Harrowing the Dragon of Hoarfrost--and the one about the band of women looking for the queen's harpist and the Witches of Junket, but they were all interesting stories and I enjoyed them all.

Kelly Blakley _elly_elle — I've read all the H.P. books. As I mentioned before, I do not think these are the best written books. However, my children love the stories, and I do think the stories and characters are compelling. I have read all of the books out loud to my children.