Buyer: "Is this available in blue?" Sales: "I'll have to inquire. Did you need any other colors?" And a perfect opportunity for a close is wasted. Here is how Hopkins would handle the same scenario. Buyer: "Is this available in blue?" Sales: "Would you like it in blue?" Buyer: "Yes" Sales: "Let me make a note of that." (And he writes the info on the order form.)
I believe the system saves time and frustration. It may not be new to some, but the system teaches sales people why they must listen. It does not teach sales people to miss a closing opportunity it teach sales people not to be in a hurry and how to play off a smart buyer. This book offers, to some, ways to deal with "uncomfortable" situations that you may find yourself in as a sales person.
Finally, this book teaches a system that must be "learned" and if you don't use the system you won't "learn it." So remind yourself that you didn't learn how to ride your bike sitting in a chair, you went out got on your bike, fell down, got up and then all of a sudden you stopped falling. So buy this book, if you don't like the system, the book will help you laugh about all the examples you lived as a sales person.