THE COMPLETE IDIOT'S GUIDE TO CLOSING THE SALE

Going beyond strategies and scripts, a veteran sales trainer and executive coach explains the internal conversations and attitudes one needs to make sales relationships genuine and productive. Rosen is an expert at explaining sales skills such as recognizing the flow of a sales conversation or speaking a language the customer is ready to hear. His points are announced at the beginning of each track (if not on the CDs or package), and each idea is illustrated with dialogues or case studies. Rick Plastina does fine work spelling out the conceptual and practical segments. He sounds less natural when he's handling dialogue or adding emotional emphasis. His trying too hard to improve perfectly good writing distracts from the wisdom in this well-organized lesson. T.W. © AudioFile 2008, Portland, Maine [Published: APR/ MAY 08]