About the book: 2005 / One of the best sales trainers in America, Stephen Shiffman, offers a unique development program in the field of sales, which traditional sales training programs cannot compare to. You will learn how to: - determine that a potential client really can become your client, and you are not wasting your time; - overcome the negative aspects of meetings with potential buyers using disarming questions; - avoid inappropriately anticipating customer needs; - overcoming the resistance of those who stand between you and decision makers; - highlighting useful advice on the Internet.