[T497.Ebook] Download PDF Your Guide to the CFP Certification Exam: A Supplement to Financial Planning Coursework and Self-Study Materials (6th Edition), by Matthew

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2015 Edition

Your Guide to the CFP Certification Exam provides the essential tools you need to pass the demanding six-hour exam. CFP instructor Matthew Brandeburg helps you diagnose your problem areas and develop an action plan, so you can stay organized and face the exam with confidence. Whether you're challenging the exam for the first time or trying again after an unsuccessful attempt, you'll learn the critical skills needed to pass, and no detail will be left untouched. 

THIS STUDY GUIDE INCLUDES: 
- What to expect on the CFP Certification Exam 
- Unit summaries 
- 225 question practice exam 
- Sample case with analysis 

INSIDE THIS STUDY GUIDE YOU WILL LEARN: 
- How to track your progress using proven benchmarks 
- How many hours you need to study 
- How to identify problem areas using the diagnostic practice exam 
- How to complete the cases with more accuracy and less frustration 
- What you need to memorize within twenty-four hours of the exam 

Written by the author of "CFP Certification Exam Practice Question Workbook" and "CFP Certification Exam Flashcard Review Books"

READ WHAT OTHERS ARE SAYING: 
"This user-friendly, well organized study guide has been extremely valuable helping me prepare for the exam. It's the perfect complement to my CFP course texts and has taken the guesswork out of studying." 
- Chad Norling, President, Executive Financial Services, Inc., Bloomington, MN 

"Thanks to this study guide I've been able to spend less time studying because I'm now focusing my attention where it matters. The detailed study tools and case strategy have been valuable resources that have saved me time and money." 
- Robert Miller, Financial Consultant, Fidelity Advisors, Castle Pines, CO 

"This guide provides great topic summaries along with relevant practice questions and exam diagnostics. You'll receive clear guidance on what to expect on the exam; all in one well-designed, affordable package." 
- Bill Rives, Ph.D., ChFC, Senior Lecturer, Department of Finance, The Ohio State University

• Sales Rank: #1000274 in Books
• Published on: 2015-07-10
• Original language: English
• Dimensions: 10.00" h x .36" w x 7.00" l, .62 pounds
• Binding: Paperback
• 156 pages

About the Author
Matthew Brandeburg is a Certified Financial Planner in Columbus, Ohio. Matthew is the author of the books "Financial Planning For Your First Job", "Your Guide to the CFP Certification Exam", "CFP Certification Exam Practice Question Workbook", "CFP Certification Exam Flashcard Review Books", "Professional Golf Management (PGM) Practice Question Workbook", and "Professional Golf Management (PGM) Interactive Flashcard Book". In addition, Matthew teaches the class "Financial Planning in your 20s and 30s" at Ohio State University.

Most helpful customer reviews

14 of 14 people found the following review helpful.
Good Buy
By Jay
This was a helpful book that had a lot of new information about the exam I hadn't seen before. There were good (brief) unit summaries and a section on how to do the cases which has been my weakest area. After finishing the book and taking the sample test, I feel much better about sitting for the exam. It was a good low cost alternative to some of the more expensive review books I looked at. The book was well worth the $20.

10 of 10 people found the following review helpful.
Excellent book
By Sameer Khan
Finally there is a workable, user-friendly, affordable CFP exam study book. I've been preparing for the exam, getting my hands on all the materials I can find. Many are in the hundreds $$$ and are just the same summaries repeated over and over again. Your Guide to the CFP Certification Exam looked to provide fresh take on the exam and offer something new. It did this and did it well. It was clear, concise, and a fraction of the cost. Highly recommend this book. I will be testing in July and feel much more confident.

11 of 12 people found the following review helpful.
You get what you pay for
By Michael J
I'm not so sure this is the best material for successfully passing the exam. I enjoyed the book, however most of the questions are made up of one or two sentences. The real exam is mostly made of of pargraph long scenarios which require you to synthisize multiple concepts, this book does not prepare you for that aspect of the test. I found the questions were helpful as good lite practice and as such it helped build confidence. However even though I was able to get 90% on these questions I still failed the exam and I'm not 100% certain all the answers in the book are correct.

See all 29 customer reviews...

Your Guide to the CFP Certification Exam: A Supplement to Financial Planning Coursework and Self-Study Materials (6th Edition), by Matthew PDF
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Think of success as a game of chance in which you have control over the odds. As you begin to master concepts in personal achievement, you are increasing your odds of achieving success. Each day of this course will, through practical application, increase your odds that one line of wisdom can change your life more than volumes of books.

• Sales Rank: #1858003 in Books
• Brand: Brand: Archieboy Holdings, LLC
• Published on: 2004-04
• Original language: English
• Number of items: 1
• Dimensions: 9.25" h x 2.13" w x 6.25" l, 2.48 pounds
• Binding: Hardcover
• 715 pages

Features

• Used Book in Good Condition

Review
Bo Bennett has done a terrific job with an often elusive subject, giving concrete and insightful advice. -- Donald J. Trump

About the Author
Robert (Bo) Bennett is a business man, author, programmer, philanthropist, martial artist, motivational speaker, amateur comedian, and most of all a husband and a father devoted to improving the lives of others. He is a graduate of Bryant College with a Bachelors degree in Marketing. He started his first business at age 10. Since then, he has started several companies and sold them anywhere from $1 to $20,000,000.00. Today, Bo remains active President of Archieboy Holdings, LLC. Bo and his wife Kim reside in Massachusetts with their two young children and their faithful dog.

Most helpful customer reviews

20 of 24 people found the following review helpful.
Outstanding!
By John J. Chapin
Year to Success is a refreshing and unique perspective on getting what you want from life. The step by step formula keeps you interested and engaged, but more important, it keeps you motivated to ACT. It is evident that the author speaks from real world success. It is also clear that the purpose of this book is truly to help others get what they want out of life as opposed to just another book to get the writer some notoriety and attention. From someone who's achieved a great deal of success in my own life, I can tell you I'm learning A LOT from this book. I highly recommend it to anyone who wants to live a successful life that has meaning and purpose.

3 of 3 people found the following review helpful.
I'm not sure how this book can't change your life for the better
By Robert Kirk
I have read my share of self help books and Bo Bennett and I have read many of the same ones (according to his many references in the book). This is a great book that distills many of the key learnings he has had and I love the action steps. For me, I think the way I am going to use the book is to revisit the action steps as often as possible to move from the learning position to action. I had a hard time not reading ahead and now I will revisit the "days" that I think that will really help me grow now. Great work to the author, thank you for your contribution to readers.

2 of 2 people found the following review helpful.
Personal outlook
By Joanne Long
This is for the person who is looking for motivation to restart or organize your work or lifestyle. Good personal insights.

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[K589.Ebook] Fee Download The Fainting Phenomenon: Understanding Why People Faint and What to do about It, by Blair P. Grubb MD

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Fainting, the sudden and often unpredictable loss of consciousness, can be a frightening experience. While often benign, fainting can sometimes be the sign of serious illness. Recurrent fainting can significantly disrupt a person’s life, and make them prone to injury and, on occasion, death.

The Fainting Phenomenon, Second Edition is a valuable information resource for anyone whose life is affected by fainting.

Written for the layperson, this book will help you:

• 
  
• Understand the different reasons why people faint and their significance
  
• Seek proper medical attention and treatment
  
• Deal with related conditions such as Postural Tachycardia Syndrome and Orthostatic Hypertension

This is an indispensable and reassuring guide for parents, families and care givers.

• Sales Rank: #656026 in Books
• Brand: Brand: Wiley-Blackwell
• Published on: 2007-01-02
• Original language: English
• Number of items: 1
• Dimensions: 9.05" h x .35" w x 6.05" l, .48 pounds
• Binding: Paperback
• 144 pages

Features

• Used Book in Good Condition

Review
"This book would be a very useful introductory text for medical students and nurses to read … .A useful size and covers theory to an appropriate depth." (Cardiology News, October - November 2007)

Review of edition 1:

This book is packed with information in ‘layman’s terms’ – @we ordinary (non-medical) people’ can then start to understand different types of faints that are being experienced or witnessed. The book can get very technical in parts, but not overly, regarding the heart, brain and systems. The Fainting Phenomenon book by Blair Grub should be in every surgery in the UK, it is a must that every Dr should have to hand. This is also a very good book for anyone who faints, be they patient, parents or carers, it will set them off on the road to ask the right questions with medical people to obtain a diagnosis for faints to put people (old or young) who suffer from this phenomenon at ease.
It is a must read and should be a best seller in every UK surgery and hospital!

From the Back Cover
Fainting, the sudden and often unpredictable loss of consciousness, can be a frightening experience. While often benign, fainting can sometimes be the sign of serious illness. Recurrent fainting can significantly disrupt a person’s life, and make them prone to injury and, on occasion, death.

The Fainting Phenomenon, Second Edition is a valuable information resource for anyone whose life is affected by fainting.

Written for the layperson, this book will help you:

• 
  
• Understand the different reasons why people faint and their significance
  
• Seek proper medical attention and treatment
  
• Deal with related conditions such as Postural Tachycardia Syndrome and Orthostatic Hypertension

This is an indispensable and reassuring guide for parents, families and care givers.

About the Author
Blair P Grubb, MD, is a Professor of Medicine and Pediatrics at the Medical College of Ohio, in Toledo. A native of Baltimore, Maryland, Dr Grubb joined the Medical College’s faculty in 1988, after completing training in cardiovascular disease and electrophysiology at Pennsylvania State University. He has been involved in research into the causes of fainting and automatic nervous system disorders since 1988.

Dr Grubb has written well over 130 scientific papers and is co-editor of a textbook for physicians on fainting (Syncope: Mechanisms and Management 2E, Published June 2005). He received the University of Maryland’s Distinguished Alumnus Award in 1994 and the Medical College’s Dean’s Award for Teaching excellence in 1996.

Most helpful customer reviews

0 of 0 people found the following review helpful.
A bit dated, but otherwise an excellent resource
By Camber
This is an excellent book on 'why people faint and what to do about it', written by a physician who specializes in this area.

The level of technical detail is substantial, but most patients and caregivers should be able to understand the book, since the writing is clear and straightforward. The book may also be useful to general physicians caring for patients experiencing disabling and/or recurrent fainting, though of course more detailed resources are available for physicians.

This second edition dates to 2007, so it would be nice to have a more recent third edition. I also wouldn't mind the book being longer and more detailed, but I understand the need to keep the book accessible for people with limited biomedical background.

Until a third edition is released, this book will remain a key resource for its target audience.

6 of 6 people found the following review helpful.
Really Good Information
By Jillybean
I bought this book after I had fainted several times and was scheduled for a tilt table test. It is a good book written by an expert that my own doctor recognized, and it helped me understand the test results and diagnosis. Concise and easy to read, it is a valuable resource for anyone who lives with vasovagal syncope.

5 of 5 people found the following review helpful.
The author is my doctor
By Renee Price
Dr Grubb is one of my doctors, and he is the leader in his field. He gave me this book after my first visit, and it has been a very helpful resource. Not only is he knowledgable about fainting and it's causes, he can explain the conditions without the crutch of medical jargon. If you have dysautonomia, or any other related condition, pick up this book!

See all 9 customer reviews...

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This fascinating Handbook provides a clear explanation of the securities market regulation regime in the United States. A diverse set of contributors offer a comprehensive overview of the regulatory process, Dodd-Frank, the principal securities statutes, and the regulators and market participants involved. In addition to a general summary of the topic, this volume provides detailed explanations of the process for registering securities, exemptions from registration, secondary distributions, and the underwriting process.

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Contributors: B. Black, L.A. Blau, R.C. Campos, P. Evans, J. Fanto, J. Gabilondo, Z.J. Gubler, T.L. Hazen, W.A. Kaal, A.B. Laby, M. Liston, J. MacLeod Heminway, M.Q. Paz

• Sales Rank: #4085077 in Books
• Published on: 2014-09-30
• Original language: English
• Dimensions: 9.25" h x 6.25" w x 1.50" l, 2.15 pounds
• Binding: Hardcover
• 544 pages

About the Author
Edited by Jerry W. Markham, Professor of Law, Florida International University at Miami and Rigers Gjyshi, Senior Compliance Associate, The PNC Financial Services Group, Inc., US

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Three books for the price of one—a text, a laboratory procedures manual, and an atlas of cell morphology—all in full color!

The tools your students need to quickly master the basic principles of hematology and the fundamentals of hemostasis are here. They’ll begin with an introduction to clinical hematology and the anemias, and then progress through white blood cell disorders, and hemostasis to thrombosis, and laboratory methods.

• Sales Rank: #274393 in Books
• Brand: Harmening, Denise M.
• Published on: 2008-12-11
• Original language: English
• Number of items: 1
• Dimensions: 11.25" h x 2.00" w x 9.00" l, 5.75 pounds
• Binding: Hardcover
• 768 pages

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0 of 0 people found the following review helpful.
Hematology textbook
By J. Lunde
I needed this book for my school MLT hematology program. It is a really good hematology reference book with significantly deep science related to the study of blood and blood related problems. It is rather large as a volume which means that it is a good bookshelf reference book. A good range of really nice pictures and graphics as well as much information about each of the topics as you will need for a 2 year, 4 year degree and beyond. Well laid out information allows for easier understanding despite the depth of knowledge portrayed.

0 of 0 people found the following review helpful.
Great resource for anyone in a Medical Technology or Medical ...
By Mary Lee
Great resource for anyone in a Medical Technology or Medical Laboratory Science Program!

I would highly recommend this book!

15 of 16 people found the following review helpful.
Great reference book!
By Dino
When I first saw this book I got scared because of the size and weight of it, but when I finally got the courage to open it and start reading it, it surprised me! I found this book to be really good and the pictures are great and help out a lot. The case studies at the end of each chapter are really great and got me to understand more and think about the content of the chapter, which by doing that helped me to remember!! Also the last part of the book: Laboratory methods, was a great help to me both in preparing for class and when it came to writing the report, the book tells you step by step how the procedures are done. I will always keep this book for reference as I know it will help in during my career as a lab technongist.

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[O814.Ebook] PDF Download Envidia (Los Siete Pecados Capitales / the Seven Deadly Sins) (Spanish Edition), by Joseph Epstein

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• Sales Rank: #2881918 in Books
• Brand: Brand: Paidos Iberica Ediciones S a
• Published on: 2005-08
• Original language: Spanish
• Number of items: 1
• Dimensions: 7.75" h x 5.50" w x .75" l,
• Binding: Paperback
• 142 pages

Features

• Used Book in Good Condition

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0 of 0 people found the following review helpful.
Good
By Ana Paula Figueroa
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• Selected by Fortune Magazine as 1 of 8 "must read" sales books
• Gold Medal Winner in Sales Book Awards
• 20 Best Sales Books winner, Sales HQ

Reviews:
Jill’s book came to life with her real life experience and success. She had instant credibility with our field staff. Her messages of how to access and service decision-makers inside companies resonated with everyone in the room. The result is improved efficiency in assisting Minnesota’s business customers with their hiring, recruitment and training decisions. —Erik Aamoth, Business Services Director, MN Dept of Employment & Economic Development

Jill Konrath’s Selling to Big Companies workshop is a powerhouse session for seasoned salespeople who want to put top-level prospecting techniques to immediate use. When combined with her book, the workshop creates a powerful one-two punch. Five stars out of five! —Bill Lauf Jr., Corporate Training Manager, Skyline Exhibits

Synopsis:
Struggling to Get Your Foot in the Door of Big Companies?

Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.

It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts.

Discover how to:

• Target accounts where you have the highest likelihood of success.
• Find the names of prospects who can use your offering.
• Create breakthough value propositions that capture their attention.
• Develop an effective, multi-faceted account-entry campaign.
• Overcome obstacles and objections that derail your sale efforts.
• Position yourself as an invaluable resource, not a product pusher.
• Have powerful initial sales meetings that build unstoppable momentum.
• Differentiate yourself from other sellers.

Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.

About the Author:
Jill Konrath's fresh sales strategies, provocative insights & practical advice help sellers win business with today's crazy-busy prospects.

She's an internationally-recognized author and popular speaker at annual sales meetings, kick-off events and professional conferences.

SNAP SELLING soared to #1 Amazon sales book within hours of its release. It's received rave reviews from industry leaders.

Jill's award-winning first book, Selling to Big Companies, has been an Amazon Top 25 sales book since 2006. Fortune selected it as one of eight "must read" sales books, along with How to Win Friends & Influence People and Getting to Yes.

Her clients include IBM, GE, Microsoft, Accenture, Staples, 3M, Hilton, AAA, Cox Media, Medtronic, UnitedHealthcare, Bombardier, Business Journals and many more.

She also publishes an industry-leading newsletter and widely-read blog. As a thought leader, Jill is frequently quoted by top business media such as: ABC News, Success, New York Times, Inc., WSJ, Entrepreneur, Business Journal, Selling Power and Sales & Marketing Management.

• Sales Rank: #144158 in eBooks
• Published on: 2012-06-13
• Released on: 2012-06-13
• Format: Kindle eBook

Review
“This is some of the best advice I have heard.â€

  (Jack Covert 800-CEO-READ)

Review
""Jill Konrath offers refreshing insights on how to approach big companies, engage their busy executives, uncover what makes a difference and create substantial value. This book takes the mystery out of selling to these corporate behemoths. Read it to shorten your sales cycle and avoid the many traps that can derail your sales efforts.""—Gerhard Gschwandtner, Founder and Publisher, Selling Power

""Selling to big companies takes big ideas, and big thinking. Jill Konrath's book will provide you with both—so that you can go out to the big boss of the big company and come back with the big order. This book will help you—BIG time.""—Jeffrey Gitomer, author of The Little Red Book of Selling

 

""This is some of the best advice I have heard.""—Jack Covert, 800-CEO-READ 

""Keen insights into crafting powerful value proposition and enticing sales messaging that will immediately differentiate you from other sellers.""—Lynnette S. Zika, Executive Vice President, National Marketing, RSM McGladrey, Inc.

""After reading this book, I landed an appointment at a Fortune 50 company that had eluded me for six months.""—Eric Albertson, Partner, Massini Group

""Stop fishing in small ponds with the wrong bait. If you're ready to net bigger clients, Jill Konrath provides a straightforward, easy-to-follow approach in Selling to Big Companies. You discover what lures those prestigious, profitable corporations and how to reel them in. And best of all, you're guaranteed to land a big one!""—Jay Conrad Levinson, author of the ""Guerrilla Marketing"" series of books

About the Author
Jill Konrath is an expert in complex sales strategies. Her web site www.sellingtobigcompanies.com is a popular resource for sellers seeking contracts in the corporate market. She publishes one of the industry’s top sales blogs, as well as a newsletter with thousands of subscribers around the world. An in-demand speaker and workshop presenter, Jill is frequently quoted in news media nationwide.

Most helpful customer reviews

81 of 85 people found the following review helpful.
Actually, her advice applies to almost every sales situation
By Robert Morris
Frankly, I began to read this book with some skepticism because I had already read dozens (hundreds?) of books about sales - including Anthony Parinello's Selling to VITO and Getting to VITO - and doubted that there would be much (if anything) left for Jill Konrath to discuss. I soon realized that I was wrong. True, Konrath offers few head-snapping revelations but her extensive personal experience (especially with rejection and failure) is rigorously examined, her advice is eminently practical, and the material is rock-solid, enhanced by the direct and conversational rapport she immediately establishes and then sustains with her reader. So many books about sales resemble a series of formal presentations at a conference or lectures by a business school professor. Not so with Konrath who understands that competition (with one's self as well as with others) is "the name of the game" in the business world, and, success there can be achieved only in the "trenches" of thorough preparation and styrategic (but prudent) persistence.

Appropriately, in Part One, she first explains what is required of those who attempt to sell to "big(ger)" companies. There are many challenges to avoid or overcome, several the result of misconceptions which Konrath summarily repudiates. This is a uniquely valuable section of the book because it makes crystal clear what experienced salespersons must "un-learn" about what they have assumed to be true thus far, and by doing so, Konrath makes it crystal clear to others what simply doesn't work...and why. Those in the latter group will probably find it easier to apply her advice which is at all times practical...and immediately actionable.

In Part Two, Konrath explains how to "build a foundation" for what eventually should become a cohesive, comprehensive, and cost-effective system for effective preparation, cultivation, and solicitation. What she is talking about really is a high-stakes "game" played against formidable opponents according to rules which can sometimes change suddenly. Some of the most important material in this Part focuses on the imperative need for a strong value proposition. There's good news and there's bad news. First the bad news: Most value propositions are weak. Now the good news: Most value propositions are weak. Her explanation of how to formulate and then leverage a strong value proposition, all by itself, is well worth ten (or 100) times the cost of the book.

With all necessary preparations thoroughly explained and illustrated (i.e. what's true and what isn't, what works and what doesn't), Konrath shifts her attention to "launching the campaign" in Part Three. Once again, there is a step-by-step process involved: Identify key decision-makers, Stop waiting for them to call back, Create enticing voice mail messages, Leverage e-mail strategies to get in, etc.

What about barriers and how to overcome them? Konrath explains "how to become irresistible to decision-makers" by overcoming obstacles and eliminating objections in Part Four. In Chapter 18, for example, she explains how not to treat a gate keeper who can then become an ally, a "gate opener."

How to accelerate the sales process? This question raises immensely complicated issues because decision-makers have too much to do, not enough time, and are under great pressure to add value to their company by eliminating waste, lowering operating costs, increasing productivity, solving various problems, filling various needs, etc. Although decision-makers are indeed hurried and harried, they will strongly resent being "pushed" by overly aggressive salespeople. What to do to "advance the sale"...and what not to do? Konrath addresses those and other important issues in Part Five.

I especially appreciate Konrath's use of various reader-friendly devices, such as a "Key Points" section with which she concludes each of the 22 chapters. These devices will facilitate, indeed accelerate a periodic review of her core concepts as well as her admonitions and commendations. (Often, her advice as to what not to do is more valuable than is her advice as to what to do.) I also appreciate the nine "tools" which she provides in Appendix A. It would be a fool's errand to read any one book -- including this none -- and then immediately (and mindlessly) adopt and apply all of its author's ideas. Think in terms of having a tool box into which you place those tools which you have carefully selected from a variety of different sources. I certainly recommend Konrath's "tools" (including the nine in Appendix A) but also Neil Rackham's concerning SPIN Selling questions and what Jacques Werth has learned about perfecting closing skills and then using them to pre-qualify prospects. The point is, learn all you can about all of the salesmanship "tools" which are now available but use only those which are most appropriate to your needs, and, only those which work best together in combination.

Earlier, I did not damn with faint praise when suggesting that there are few (if any) head-snapping revelations in this book, nor does does Konrath claim that she offers any. Some readers (probably experienced salespeople) may be surprised to learn that some of their cherished ideas about selling are either wrong or no longer sound. What gives Konrath credibility and what makes her material so valuable is the fact that, as she frankly admits, she once had all manner of misconceptions about selling and, because of them, probably made every wrong decision and every mistake possible. She acknowledges the difficulty of re-thinking what to do and how to do it. She has also learned a great deal from those enrolled in her sales training programs. (The best teachers always learn at least as much as their students whereas the worst teachers never seem to learn anything, nor do their students.) In this book, Konrath shares what she thinks is most important and urges her reader to remember what is most important. She concludes with this advice:

"Finally, realize that you are the biggest differentiator of all. Become an expert. Know your customer's business, processes, and marketplace trends as well as they do. Deepen your knowledge of your product line, capabilities, and total solution capacity. Constantly be thinking about how you can help your customers improve their operations and reach their goals. Competitors can create copycat products and services overnight, but no one can replicate you and your brain. Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately, indispensable."

For many readers, the same will be true of Jill Konrath after they read her book.

29 of 30 people found the following review helpful.
Valuable info on how to catch big fish
By Phil
Thesis: You can achieve your goal of selling to big companies by first deconstructing why you've failed before, then creating a new game plan to forge new territory by breaking down old barriers on your way to victory.

Structure: 22 chapters spread over five parts of the book; two appendices also included. Each chapter ends with a bulleted list of key points to reinforce the most important aspects of the material.

I found the following especially helpful:

Understand Corporate Decision Makers (Ch. 3, pp. 19-27)

Understanding your prospect's world is essential, right? And so it is with selling to big companies. Jill explains very clearly the firefighting world that corporate decision makers live in and what this means for your approach. One specific insight I found very enlightening was that corporate decision makers "haven't got time for the pain" (p. 22) of taking the time for building rapport as we'd often like.

Is Your Value Proposition Strong Enough? How to Strengthen Your Value Proposition (Ch. 6 and 7, pp. 51-61 and 63-73)

In these chapters, Jill shows you how to form a strong value proposition that prospects will find irresistible. She points out the epidemic of weak value propositions (pp. 53-55) and informs you that it's essential to describe tangible, measurable business outcomes and acknowledge opportunity costs. Chapter Seven shows you how to identify and increase the power of your value proposition (p. 64), how to address a lack of metrics (p. 68), and how to test effectively (p. 72).

Break Through the Barriers (Part Four, Ch. 16-19)

Part Four focuses on breaking through the barriers of corporate sales. You'll learn practical tactical ideas for your call (p. 163) and how to stay persisitent in the face of your prospects' brush-offs (p. 177). Jill also gives you invaluable instructions on how not to treat gatekeepers (p. 186) and how to maintain your contact without sounds desparate (p. 193).

While those who sell only to small companies will find a lot of useful information here, I consider the book almost a necessity for those wanting to land large companies as clients.

0 of 0 people found the following review helpful.
Great for selling today's world!
By jason cadle
Best book I have read on sells. I love the step by steps. I read ,oust all of Jill's stuff.

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