This terrific book provides refreshing and provocative insights into ourselves and into our interactions with others. The ideas can open our minds to new and improved ways of thinking and communicating that positively impact sales and presales processes, including handling objections, negotiating, and describing and presenting our offerings. It also suggests intriguing methods of managing competition and related challenges, based on a more nuanced approach to the competitive landscape.
One of the author’s fundamental themes is that we often aren’t fully aware of our own limitations. He quotes Dunning, “The first rule of the Dunning-Kruger Club is that you don’t know you are a member of the Dunning-Kruger Club!” It is hard to “know what you don’t know…” and equally hard to even be aware of what you don’t know.
So, be curious and check it out!