I bought this after watching an interview with one of the business angels who invested in EverNote - he was asked during his presentation which books he would recommend an entrepreneur to read. He suggested this one, so I quickly headed off to Amazon and read the reviews, then bought it, along with "Getting Past No", but I am still to read that one,
You will read this book (as everyone else has said) nodding your head, saying "I've had that used against me". The concept of Next Higher Authority is so obvious and yet so simple! It's not until he uses an example of buying a car and you go "OF COURSE" and then go "BUGGER" when you realise someone used it on you.. I quickly found myself using some of the Gambits in conversation with my customers and yes, they do indeed work! "So, if I do this for you, what can you do for me?", PO's are coming in quicker all over a sudden!
Simply get this book if you are serious about professional selling or running your own business.