First I need to declare that I am not a salesman and I have not been before. But this does not mean at all that I am not in the sales process. For the last few years and I am helping sales persons to sell which the field calls it pre-sales specialist. Being involved in this field, I have to know to speak the same language as the salesperson. I needed to understand what was happening arround me, and much more motives. For this, I counted on this book as well as others written by the same author to help me understand the sales process, what are the main guidelines, how to be an effective help to the sales team. The books never let me down.