Review: Reveals that a lot of times the decision has already been made
Rating: 5 out of 5
Date: 09 27, 2013
There are many truths exposed in this book.Things such as your potential buyer might just be putting on a big show in having you come in and make a pitch for their business.They might use your thoughts when they award the contract to whoever they had already been intending on doing business with in the first ploace.They also might use your lower bid as an excuse to get a lower cost from their current partner.  They might say that you'd do it for so much and get them to match or beat your price.But there are many other good ideas in the book.You must have the ability to get access to high execs if you are serious about establishing a relationship with those that make the decisions and if you want to start a long term relationship.  The way to do that early on in the cycle is shown.Don't be bullied into doing a fast pitch without having the time to do your research is explained.Always qualify the potential clients you are spending your time with.  Don't waste it on those that aren't serious about doing business with you.Be brutally honest and be willing to walk away from a job that you don't feel you can help them out on.Above all, being honest with your customers and admitting some things might be hard is emphasized.If you are in consulting or selling or the Advertising Agency business this is a "Must Have" book as far as I am concerned.Being that it's free as I write this review how can you turn it down?