It’s great. It strongly warns against ego pitching, aka talking about your fancy solution, which only prompts people to say “That’s great” so you go away.
The whole book is basically how to get useful information by being curious about the potential customer, how to decode “That’s great” by asking for commitments/intros/money, and also a bit about how to know whether you’re talking to the right person in the first place.
The whole book is basically how to get useful information by being curious about the potential customer, how to decode “That’s great” by asking for commitments/intros/money, and also a bit about how to know whether you’re talking to the right person in the first place.