Overall I liked this book, it is well presented and very readable. However, it is inconceivable for me to use a single strategy with each client, relationships are all unique. I think in that this book wants more scientific and practical final, the proposed plan covering the first contact with the prospect until you lock the sale, seems to me very difficult to implement in real life. Now might be a trade that already have some experience in the sale will benefit the weapons to be used, but it is unfortunately not my case. Read as rich in testimonies and stories, concrete figures and illustrations all speak louder than each other, but to take yet with a certain detachment, especially when we start in the middle. Take bad habits does not really service and little not realize right away ..
