Gordon,

Took me awhile to find this one ... I read it 2 or 3 times, then packed it away ... but another good one is "Socratic Selling" by Kevin Daley and Emmett Wolfe. It's 150+ pages of every possible sales situation and what questions you should ask in that situation. The purpose is to make the salesperson forget their own agenda and be able to focus on what the prospect needs. For anyone whose experience in selling has been a contentious relationship with prospects, this approach definitely helps.

Richard