Review: Simple stuff you have to know!
Rating: 4 out of 5
Date: 04 30, 2014
Bourke's book is a must-read for anyone in the consulting business who wants to do a better job of building the type of trust with his or her client that translates to winning deals. The principles are simple and based on sound psychology, and by following them you will be able to better qualify deals and know which ones to spend your precious time pursuing. If you have attended a class taught by Bourke, most of this book may be familiar, though it doesn't go into very much of "The Complex Sale" methodology, for which you'll have to turn to Rick Page's "Hope is not a Strategy". Nor is this book quite as engaging on the page as Peter is in person, but it is a valuable refresher, and you can't beat the price!