Bests & Worsts Reviews from Amazon

This book is a rehash of bits and pieces that you can find elsewhere presented in a more useful mode. Mike Ferry is not bad. Gary Keller is very good, though not long on some technical matters. And while you are at it, go to Roger Dawson & G. Richard Shell for a little help. Now, Spin Selling, with the workbook, by Neil Rackham, and you will begin to put it all together. And, by the way, it is a statistical game. No matter how wonderful you are -- and no matter how much BS the trainers give you about how they can sell any and every person -- you can't. The trick is to expect to generate 3 to 6 sales per 100 people you talk real estate to PROVIDED you keep in touch and don't expect anything for six months. Keep on keeping on, talk to 50 new people (while staying in touch with the old) for 18 months, and you will suddenly discover you are making a pile of money. On average, you will get 3 transactions a month every month, provided you keep talking to 50 new contacts per month. What the motivational boys and the trainers don't tell you is they have nothing to teach. The only use for a trainer is to create a parent figure to whom you are responsible for making your phone calls, meeting the people and doing the follow up, and doing the follow up, and doing the follow up. Darryl Davis is pretty far down the list when it comes to helping you get where you want to go.