TOTALLY SUDDEN (+ troublesome) mindset shift - anyone else?

I just got through reading the reviews of High Prob. Selling (book).

It looks like just what I need! Thanks! Talks about (among other things), how to LAY THE GROUND RULES for the sales 'relationship.' Which is exactly what I've had trouble doing. Not sure what the solutions are in the book -- but I'm definitely gonna give it a try! It seems the book addresses the fundamental problems I've been experiencing -- the Willie Lowman syndrome. The SPECIFIC aspects of that syndrome that bother me, and not the other aspects of it that do not bother me (which I believe cannot be avoided any way).

So... thanks again!

-- TW

PS: When the student is ready, the teacher -- blah, blah, blah.