So glad I bought this book. Very insightful I bought this book on a whim as one of amazons suggested books. I do that from time results vary. Talk about divine luck. This is probably best chance book decision I've made all year. It's a great book. Its made it into my top 10 books, (along with SPIN, psychocybernetics, the system is the secret, influence by cialdini, never split the difference, psychology of selling, start with why, getting everything you can out of all you've got, selling the invisible). Importantly it contains excellent insights into how to deliver stories to customers throughout the buyer journey. Why they are critical, when to use them and what needs to be said. When and how to transition into the question phase. I feel like the curtain has been lifted on why I always felt rushed building rapport and now have the invisible tools to build a strong rapport foundation fast. This book is exactly what I needed to read and is in my opinion the missing link from sales frameworks. Certainly kjowledge that I was missing. Looking forward to building and using my stories now. Thank you for writing this book Mike. I'll be recommending people read this.

Peter Kenchington, 5 Stars Amazon US