Instruct: Classify Amazon reviews into positive or negative sentiment
Query: The idiot may be yourself

It does not take too long when reading this book to realize there is only one idiot in the sales process and that person is likely you , not the customer. A decent job of revisiting the basics that get forgotten. I appreciated their take on the different personalities of customers. They use these categories:* Machiavellian* Sadist* Masochist* Paranoid* Greek Gods* Best Buddy* Decent SoulsQuite hilarious but I am sure we have met all these types in our day Using these personlaity types the authors lead you through understanding their i-story, and how to talk to them during each of the 12 steps:1. Be prepared or be the idiot2. Connect3. Confuse with clarity4. matching5. Showtime6. Ask for the business7. Circle again8. ask again9. Appreciate10. Referral11. Follow-up12. PractiseNot a heavy read and decent for a 3 hr plane ride. Good motivating language.