The Limits of Vision

Craig, my optician, started waxing about how great these new glasses were, how many famous (and smart) people owned a pair, and how he (being in good company) used them himself. He likes to talk, so he quickly moved on to his assessment of his suppliers. The SuperFocus people aren’t traditional eyewear manufacturers. They’re entrepreneurs — the new kids on the block. So when Craig offers suggestions for improvement, they usually respond with, That’s an interesting idea. We’ll try it. […]

Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies… from creating scripts and establishing credibility, to securing the meeting and setting criteria. They show how to capitalize on every step from the waiting room to small talk, maximizing opportunities to learn about a potential client and their needs. These easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success.
   --Publishers Weekly, April 28, 2014