Let's Get Real or Let's Not Play

This was the first book on sales that I had read. It was written for the complex sale, which assumes that the person to whom you're selling has both the need and resources to buy whatever it is that you're selling. He proposes a straightfoward methodoloy acronymed O.R.D.E.R.; that stands for opportunity, resources, decision, exact solution, and relationship. Basically, he outlines some steps to help you and the client learn what the root of all concerns are. My only comment on the process is that because you're asking the client to do a fair bit of critical thinking, they might grow weary of being incessently questioned. Then again, if they really have a problem, they might be willing to put in the thought.

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