Average customer rating:
- Wrong audio book sold.
- great business tool
- Great Insight, Good Tools
- Very good...
- Ignores conversational reality
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Crucial Conversations: Tools for Talking When Stakes are High
Kerry Patterson ,
Joseph Grenny ,
Ron McMillan ,
Al Switzler , and
Stephen R. Covey
Manufacturer: McGraw-Hill
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Binding: Paperback
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ASIN: 0071401946 |
Book Description
The New York Times Bestseller!
Learn how to keep your cool and get the results you want when emotions flare.
When stakes are high, opinions vary, and emotions run strong, you have three choices: Avoid a crucial conversation and suffer the consequences; handle the conversation badly and suffer the consequences; or read Crucial Conversations and discover how to communicate best when it matters most. Crucial Conversations gives you the tools you need to step up to life's most difficult and important conversations, say what's on your mind, and achieve the positive resolutions you want. You'll learn how to:
- Prepare for high-impact situations with a six-minute mastery technique
- Make it safe to talk about almost anything
- Be persuasive, not abrasive
- Keep listening when others blow up or clam up
- Turn crucial conversations into the action and results you want
Whether they take place at work or at home, with your neighbors or your spouse, crucial conversations can have a profound impact on your career, your happiness, and your future. With the skills you learn in this book, you'll never have to worry about the outcome of a crucial conversation again.
Download Description
Crucial Conversations offers readers a proven seven-point strategy for achieving their goals in all those emotionally, psychologically, or legally charged situations that can arise in their professional and personal lives.
Customer Reviews:
Wrong audio book sold........2007-10-16
The seller had the wrong book down for sale. It would be easy to do since the author had a similar named book. I was very impressed with the quick response to correct the problem. They credited the whole amount back and said I can keep the book. It is great to see a trustworthy, reputable, seller out there today - doing the right thing. I would highly recommend doing business with this seller again.
great business tool.......2007-10-01
ordered 15 copies to distribute around our department... received rave reviews from everyone who read it.
Great Insight, Good Tools.......2007-09-21
Wow! It's amazing how often I see my friends, family and MYSELF in both examples and in the strategies (some good, some bad!).
This is a great book to come upon when one needs it. Obviously, some have been forced to read it by a boss... and I'm not so sure that the message gets across that way.
Does this book cure all of the social inequities of the workplace? Of course not - that's not what it even attempts to do!
Rather, it's a series of tools for enhancing communication and, for many of us, these tools are a surprising way of looking at all conversations - particularly the non-productive ones.
Do I recommend this book? 100%!!! Would I give it as a gift to someone who "needed" it? Maybe not. It's best found when the time is right, not forced on someone when the time is wrong.
Very good..........2007-09-18
Very good book for succesful managers, but also for amateurs interested in improving their communication skills. Of course, for some professionals that one may be "just another one".
Ignores conversational reality.......2007-09-06
Do we need a book to tell us that if we and/or our conversational partners are overly emotional or argumentative, create an uncomfortable or unsafe setting, clam up, will not listen, are incapable of adaptation or appreciating other views, or are not overly bright that chances for conversational success are greatly diminished. The author's message is that in the absence of these negativities, that basically free-flowing dialog where all the relevant information is brought into the open will result in effective communication. The emphasis in the book is within business organizations, in particular between employees and employers, although the ideas pertain to all other so-called high stakes conversations between various persons. However, the book absolutely fails to deal with conversational reality.
It is readily obvious that the authors are consultants to the business community (managers), because of their dismissal of the power differentials in the workplace. Their citing of a few brave employees who questioned or contradicted a top manager, serves merely to reinforce the hazards to employees for speaking out in the workplace. Of course, such non-controversial topics as safety, productivity, or where to have the company picnic can be broached. Fundamental topics such as policies, strategies, products, marketing, structures, or personnel are invariably off limits. If the authors wanted to be serious about conversations within businesses, they would propose democratic participation structures, where workers or their elected representatives could freely, without fear of retribution, address any and all issues, not just the safe ones. Bravery or putting one's job on the line would not be necessary.
It is hardly just within businesses where crucial conversations are prevented despite one's best efforts. Bureaucracies and other barriers are often initiated specifically to prevent conversations. Try talking to an insurance company about drug or treatment denial. Try talking to a sales person about a corporate product or service. Try getting through a telephone answering system only to be stonewalled by an "associate." Try talking to a doctor about treatments or, better yet, fees. Try talking to a department head about the nature or conduct of your education. The list is endless where most people do not have a chance of a meaningful or effective conversation.
This book is like so many other "blame the victim" notions. If you are not having good conversations, it must be because "you" don't have the right "tools" to converse. It can't be that the person you are talking to has the power to inflict damage or is within a structure where they can simply ignore you or dispense pabulum. A democracy is based above all on wide-ranging conversation among equal citizens with hopefully widely accepted resolutions. Maybe some day in the US we will try a form of democracy within all of our organizations in which "conversations" are not one-sided with the possibility of punishment for even speaking. Now there is an idea for the authors to grasp.
Product Description
The recent boom of Texas hold em has forever changed the way the game is played. Many more people know how to play this game well. Even the loose players who come to gamble have become far more aggressive, making them more difficult to play against. So a basic tight and patient strategy will no longer guarantee that you can make a significant amount of money in games at the higher stakes. This is especially true short-handed, which have become increasingly popular in the online poker rooms. This text is the first to tackle the complex issues presented when playing short-handed and high-stakes limit hold em. But even if you happen to only play in softer games, many of the key concepts presented will still help you against the other good players in your game. Winning in Tough Hold em Games includes an examination of pre-flop play, covering issues at a depth of sophistication which have never appeared in print before including discussions of blind stealing, re-stealing, isolating a loose player, big blind and small blind defense, and blind versus blind play. Also covered are thorough sections on playing heads up and semi-bluffing. In addition, over 50 hands, taken from high stakes online games which were played by Stoxtrader, are presented along with appropriate discussion of the strategy involved. This book is a must read for anyone hoping to make a meaningful income from playing limit hold em. It is a serious text and should be beneficial for those of you willing to make the effort to master this material.
Customer Reviews:
Great! .......2007-08-14
Fascinating read. Not sure why these guys would want to share their secret, but I'm glad they did.
Good, but..........2007-08-05
Pretty good book overall. This is narrowly targeted at higher-stakes, short-handed, limit holdem players. It has general guidelines for types of hands, and then specific guidance for particular hands. I found the general guidance and principles to be extremely good. But the particular hands to be not so relevant for the games i play. It also has lots of math in there that is only marginally useful.
This book is a goldmine.......2007-07-06
I'm not one for writing reviews, but when I saw this book only had one to it's name, I had to say a few words.
I can honestly say this is the best book out there when it comes to beating tough 6 max online games. And I've read a lot of them!!
Stox is a genius. I've based my entire style of play on his "teachings" and I have been a successful online pro for 18 months. I hesitate to praise him too much because I don't want my opponents to get their hands on this book!!
I wont go into much detail other than to say there is a large and clearly explained section on Blinds play/defense which is a must read for any serious player. It has helped my game no end.
Flintoff 2+2
Good, Heavy reading.......2007-05-21
This is a book by a couple of respected 2+2 er's (If you dont know what a 2+2er is then this book is not for you (yet) )
It specifically addresses tough 6 max limit games, tough, being with the explosion of internet games and the recent US gaming laws it is getting harder and harder to find what we call loose, profitable tables.
It is concise and to the point and includes alot of PT stats (if you dont know what PT is again this book is not for you) to back up their reasoning.
In conclusion the book adopts an aggressive (as you should be when playing short handed anyway) style and deep thinking analysis of every play including actual hands.
However this is not a beginner book and you should be a winning player at full ring/6 max games limit medium stakes $2/4 and above to find this book useful. it is also good for those players who have plateued and are looking to improve.
Product Description
For more than a decade, the debate over high-stakes testing has dominated the field of education. This passionate and provocative book provides a fresh perspective on the issue. Drawing on their extensive research, Nichols and Berliner document and categorize the ways that high-stakes testing threatens the purposes and ideals of the American education system. Their analysis is grounded in the application of Campbell s Law, which posits that the greater the social consequences associated with a quantitative indicator (such as test scores), the more likely it is that the indicator itself will become corrupted and the more likely it is that the use of the indicator will corrupt the social processes it was intended to monitor. Nichols and Berliner illustrate both aspects of this corruption, showing how the pressures of high-stakes testing erode the validity of test scores and distort the integrity of the education system. Their analysis provides a coherent and comprehensive intellectual framework for the wide-ranging arguments against high-stakes testing, while putting a compelling human face on the data marshalled in support of those arguments.
Customer Reviews:
Essential book for all members of congress who vote........2007-10-02
Parents, teachers, principals, school board members and members of congress who vote for educational practices should be required to read this book before they impose these conditions on young children. This book is a must read.
A Troubling Take on High-Stakes Testings.......2007-08-15
The authors of this text make a very pointed and specific argument: that attaching high-stakes to test scores corrupts and invalidates the measure. The extent of cheating and malfeasance is found at the student, teacher, district, and state levels because of the enormous pressure put on all parties to raise standards according to the required standardized testing mandated by 2001's No Child Left Behind Act.
Nichols and Berliner describe an environment where schools have taken the power out of the teacher's hands to determine what should be taught. Instead, state standardized testing with high stakes (which is to say funding, employment status for teachers, graduation status for students, and school operability are at stake if certain benchmarks are not met) create an impetus for school administrators to narrow the curriculum to focus the school's energy on that which is being tested. Because there are such high stakes attached almost exclusively to the test results of the students, the authors argue that Campbell's law comes into play: "The more any quantitative social indicator is used for social decision making, the more subject it will be to corruption pressures and the more apt it will be to distort and corrupt the social processes it is intended to monitor."
Their body of evidence includes news articles from across the country detailing a number of examples of such corruption, as well as interviews with educators who have witnessed the educational environment change firsthand. The examples can become repetitive, but that may be reason enough to be concerned about the unintended consequences of high-stakes accountability in education.
Perhaps most importantly, the authors do not suggest that accountability should be removed from the classroom. Instead, they insist that a more holistic approach should be taken with lower stakes applied to just test scores. It is an accessible read and very timely as this bill faces renewal. Recommended for parents and educators alike.
A must read.......2007-06-10
This is perhaps the most important book to date on the perverse effects of No Child Left Behind (NCLB) and its mandates for high-stakes testing. The authors provide irrefutable evidence of the problems of a school accountability system which relies on a single indicator--test scores. They explain how when a single social indicator is used to measure something, it corrupts the very thing it is attempting to measure. The authors provide example after example of how the pressure to raise test scores has led to questionable ethical behavior which is harmful to students, schools, and our nation as a whole.
Despite the depressing content, the authors write in a highly accessible and entertaining style, and even manage to interject a bit of humor to lighten the heavy burden which comes when one comtemplates the implications of their findings.
It is a must read for all educators, parents, and policy makers. Indeed, I hope the latter will read this book and make changes the authors suggest for a more reasonable acountability system.
A must read for every parent.......2007-05-31
This book is a must reed for every parent living in one of the 26 states that require an exit exam for graduation from high school.
A book to energize NCLB opponents.......2007-03-25
Berliner and Nichols take on high-stakes testing at a critical time in this book. No Child Left Behind (NCLB) is currently up for renewal and revision, and the broad, bipartisan coalition that passed the initial legislation must decide whether to strengthen the law, modify the law, or radically dismantle it. Berliner and Nichols argue against high-stakes testing due to the corruptive influence of high-stakes tests on educators, students, and parents. Much of their evidence is taken from extensive research in the newspapers along with some analysis of the types of programs and results achieved in states thus far.
A great deal of their analysis rests on applying Campbell's Law to the arena of high stakes test. Campbell's Law states that any time a sociological measure is attached to high stakes consequences, the efforts of people to avoid the high stakes consequences will corrupt the effectiveness of the indicator. Anyone familiar with NCLB will have heard complaints about how the law drives educators to teach to the test; this work goes into far greater detail and systematically analyzes how high-stakes tests are not merely stressful, they invalidate what they are trying to measure. There are many powerful stories in this books of diplomas denied, educators demoralized, and children injured by high-stakes tests. Anyone who has been hurt by NCLB will gather food from this work.
Unfortunately, this book will not sway the politicians who are committed to NCLB very much. Opponents will attempt to muster their own stories of how schools were motivated to get their act together when they had to fear the consequences of the law. At times, Berliner and Nichols accuse their opponents of more sinister motives and do not give them too many olive branches that might lead present supporters of the NCLB and the progressive opposition to break bread and agree that they all want to help children. Partisan politics is the order of the day I suppose, and I feel that truly great books of politics work to transcend those partisan politics and build foundations for effective collaboration.
Still, I found this book a helpful statement of opposition to NCLB that crystallizes many of the frustrations I've encountered when I've tutored SAT. You see families pouring money into the exams and educators manipulating data and you know that you're measuring how well people play the game as well as how much they know of the tested content.
This is a passionate book that will be helpful for educators frustrated by NCLB looking for energy and motivation to organize and strengthen their analysis of the failings of the law.
3.5 stars
--SD
Book Description
If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process—a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. If the stakes are high and you’re expected to win, this book will give you the edge you’ve been looking for.
Buy your copy today!
Customer Reviews:
Avoid unpaid consulting and become a leader not only a manager of the sales process.......2007-10-07
Jeff Thull is one of the 'fathers' of consultative selling and you really can't go wrong by reading and studying any of his books. This book is not only a primer on the subject but a resource that you'll find yourself going back to over and over again.
Business to Business Selling (B2B), that is complex, high dollar, capital intensive selling is different than the transactional sales of a Sandler, Tracey, or Hopkins. The long sales cycles and intense competitive pressures of complex sales require skills that move beyond techniques, closing, and relationship building. A salesperson must manage the sale through a long and involved process with an entire continuum of issues, stakeholders, and obstacles. As Thull says "we need to get beyond selling to managing decisions," "beyond problem solving to managing change," beyond meeting needs to managing expectations," beyond transactions to managing relationships," and "beyond reacting to managing clear communications." This book is the roadmap for doing those things.
In some ways this book moves past the idea of consultative selling because everyone claims to be doing that. Often customers don't have a rational or clear buying process themselves. Salespeople have to navigate these turbulent waters while preventing "unpaid consulting" and loosing to a competitor for unseen reasons. Thull offers constructive and timely advice on how to lead not simply manage, to drive change instead of being a victim of other people's processes.
"New Solution Selling" offers a better 'system' complete with tactical advice and forms to implement a complex selling process. However for important concepts and a philosophical sales foundation this book is a important read.
I have 37 years in sales...........2007-08-23
I am familar with many of the concepts and ideas in this book. I enjoyed the overview of the three eras of sales; particularly since I have lived thru them all! And, the fighter jet complex sale made me appreciate the less complex sales I work with day to day. I believe this is a good book for those new to the world of complex sales and provides a good overview upon which to build and increase your knowledge of the sales process.
Refreshing approach.......2007-08-15
Tired of the same old "wedge foot in door, give presentation then close" mentality? This manual offers a refreshing view of a better method for client management. If you feel your time and resources are too valuable to waste them putting the hard sell tactics on uninterested parties, purchase this book.
Good overview for beginners.......2007-04-10
This is the first book I have read that provides a good foundation for salesman who are beginners.
Develop an unfair advantage & truly differentiate your offering.......2006-09-14
Tremendous foundation of how to change the fundamentals, rules of engagement, the game and give yourself a wonderfully unfair advantage in business development that involves complex sales. Excellent read prior to reading Jeff Thull's other two (excellent) books, The Prime Process and Exceptional Selling, which get into more detailed tactics and how-to's. Consultative selling is not a way to differentiate yourself and your offering any longer. Most salespeople now use that approach. As Thull puts it, to truly differentiate yourself, you've got to be a diagnostic business developer. This book book will teach you if you how if you choose to implement the fundamentals of the Prime Process described. He makes the point that spectacular results always begin with unspectacular (unglamorous) preparation.
Book Description
Praise for Exceptional Selling
"Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace."
—Guenter Lauber, Vice President, Siemens Energy & Automation, Inc., EA Systems
"Exceptional Selling may be one of the most important books written on sales and marketing communications for high stakes sales. It shows you how to stand apart from your competition, communicate with great clarity, and position your solution as the most compelling choice for the long term."
—Rob Mancuso, Senior Vice President, Investors Financial Services Corp.
"Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success."
—Tay Chong Siew, Major Customer Director, North Asia, BOC Gases
"Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!"
—Alberto Chacin, Director of On Demand Services LAD, Oracle USA
"Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace."
—Steven Rodriguez, Senior Vice President, Ceridian Corporation
"Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world."
—Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.
Customer Reviews:
A practical guide.......2007-08-15
'Exceptional Selling' is a practical guide to sales success that shows sales professionals how to avoid the many traps of self-sabotage brought about by self, peer, and customer pressure and traditional sales approaches. It shows sales professionals how to create a different kind of relationship with the customer and to reframe the typical sales conversation into open, honest and straightforward communication. The author says that by replicating the practices of top-performing professionals, you'll learn new, exceptional ways to sell that can set you apart and pull you ahead of the pack.
Here are some notes I took while reading this book that might be helpful to you:
Every salesperson must understand the customer's world. This is done by not only being a good listener, but by understanding the client's meaning system--the whole set of assumptions, experiences, values, and beliefs that create the context for their perceptions, judgments, and decisions. Before we can listen at this level, our customers have to be willing to talk to us as equals. We need to establish peer-to-peer relationships with them. How can this be done when everyone is competing for their attention? According to the author, establishing a mind-set of mutual respect is the secret to walking this fine line. We have to assume that our customers are experts in their businesses and, furthermore, that they know their own organizations far better than any outsider ever will. We don't have to insult customers by telling them everything we think they don't know (p. xiii-xiv).
In the rush to sell something, as soon as the customer mentions a problem, the salespeople start talking about how to solve it with their solution. They make premature judgments, and in doing so, they shut down or change the direction of their conversations and miss the richness of insight, perspective, and depth of knowledge that the customer could provide. The usual outcome is a dissatisfied customer¡ªdissatisfied because he knows that the salesperson has stopped listening and won't know enough about his situation to propose the best solution. The ideal sales conversation starts with actually hearing customers in their own terms and with their own meanings. As a conversation progresses, you migrate to a more structured discourse in which you are trying to make sense of what customers are telling you in light of the frameworks in which you are expert. You're situating your expertise inside the customer's world (p. xiv-xv).
Sales professionals who are exceptional conversationalists as well as exceptional diagnosticians are like chess masters. They know the pattern of the board, the strategies of the game, and they know where they are, where they're going, and their options at every instant (p. xvii).
Salespeople often have two strikes against them every time they engage a customer: they are relying on unconscious patterns that were already set in stone by the time they entered kindergarten; and they are working with a sales process that encourages an atmosphere of confrontation. These sabotage our relationships with customers (p. xxv).
A study revealed that the number-one reason that patients change doctors was not based upon the doctor's competence, but on the doctor's bedside manner, that is, how well the doctor appeared to understand and respond to the patient (p. 10).
When you're feeling pressure, you're doing something wrong (p. 19).
Do not answer an unasked question (p. 11).
When customers are engaged, they learn. When what they learn is compelling enough to make them want to change and take action, they will buy (p. 10).
You may be sabotaging your own career. A very common scenario occurs when salespeople unwittingly play the parent with customers and alienate them at the very beginning of the sale. Many customers hear a parent or superior insinuating that they don't know their own business. Once the parent and the child manifest themselves in a business conversation, old patterns of reacting often kick in, and what's left of your connection and credibility with the customer quickly deteriorates. In the dialogue that follows, you'll see that salespeople often respond as the child to their customers:
Prospect: Our Company is planning to purchase an integrated CRM software package for our marketing, sales and service staff. We would like you to demonstrate your solution to our management team by the end of the month.
Salesperson: First, I need to get a better understanding of your company's needs and budget. I'd like to meet with several of the executives at your company.
Prospect: We'd rather not take the time for that. We'd like to start with an overview first and if things look good, we can progress from there.
Salesperson: It's very difficult to present such a complex solution without understanding more about your situation and budget constraints.
Prospect: We don't have time to waste on meetings. Do you want to work with us or not?
Salesperson: Certainly, when would be the most convenient time for the demo?
What happened here was driven by emotion. The customer says he wants a product demonstration, a normal and often costly part of the complex sales process. The salesperson responds as an adult and seeks to ensure that a demonstration of his product can be tailored and is appropriate for the customer and his own company. The customer responds like a parent; it's going to be his way or the highway. The salesperson, overly anxious to please and scared to lose the sale, responds like a child by complying and, in doing so, commits to an expensive course of action that may very well have no chance of yielding a sale (p. 14-15).
Just as it takes two to tango, salespeople and customers enter conversations with preconceived perceptions and expectations and distinct mind-sets. Customers tend to paint all salespeople with the same brush. To them, salespeople--no matter whether they sell advanced avionics or used cars--all come out of the same mold. And customers' negative perception of salespeople is often based on direct experience. To break these patterns and establish credibility and trust with customers, the author recommends the following:
1. Salespeople need to be professionally involved and emotionally detached in conversations with customers.
2. Salespeople must retrain themselves and learn new conversational processes and skills.
3. Salespeople have to confront their conditioning and establish themselves as valued business advisers.
What is the one and only thing your customers really want to know? Value. You can't count on customers to recognize on their own the value you bring to the table, to calculate what it's worth or accurately determine if they should pay its price. You must help the customer connect the dots. The customer is the judge and jury in the sale, but you are the expert, the guide. The value proposition is nothing more than a capability, and your primary responsibility is to make it relevant. Once you know how to translate value, you are on your way to regular and predictable success in sales. When a value translation is done properly, the pieces of the customer's puzzle come together and you get the credit (p. 39-40).
Successful sales professionals maintain and protect their self-esteem and their customer's self-esteem at all times. What does self-esteem have to do with sales? When salespeople inadvertently damage their customer's self-esteem, they risk losing the cooperation and participation that are so important to the sales process. Some salespeople ask the customer questions like: "What's keeping you awake at night?" and "What types of pain are you feeling in your manufacturing process?" The danger is you are insinuating that the customer doesn't know what he is doing. If you "get to the pain" without being sensitive to self-esteem, you can easily alienate the customer and destroy the relationship.
A sales engagement is not the right place to get our emotional needs met or give our emotions free rein. Salespeople should be professionally involved, but emotionally detached (p. 173).
There are only two reasons why customers don't buy:
1. They don't believe they have a problem, so they don't have incentive to change.
2. They don't believe the solution proposed will work.
Never be afraid or unwilling to tell a customer your price the moment the question is asked. The right question is not whether the price is reasonable or not. The right question is, "Does the customer's situation warrant our level of solution in financial terms?"
You have competitors; your customers have alternatives (p. 143).
In his book, 'Failure Is Not an Option', NASA Mission Control Director Gene Kranz described the necessity of having a mental map in the world of test pilots. Test pilots, he said, are always trying to stay ahead of the airplane; they are trying to get ahead of the power curve. They work hard to 'anticipate what could happen rather than just reacting to what was happening at the moment.' That is the mark of a professional in any field of endeavor (p. 79).
This is a good book to read if you want to master the art of selling. It offers great advice and workable methods.
Vice President, Sales.......2007-07-19
WOW! As a student of the sales process and a real world practitioner.....I can tell you that this is more than a lot of fluffy theology! Jeff has distilled some very key thoughts on the practice of High Tech, Highly Competitive, and Complex Sales. These are more than just organized platitudes. For those that really seek excellence in their craft....this book can provide an insightful and thought provoking roadmap! Not for the faint of heart...this books acts as a call to action! I have seen Jeff present his ideas in person and I also highly recommend him for any corporate sales gatherings that you may be contemplating...it will make you and your sales force much more effective in communication and in execution!
Consultant and Trainer - Sales & Management.......2007-04-19
Jeff is an exceptional writer and leader in the area of mastering the complex sale. I coach companies and sales professionals coast-to-coast in the area of sales and sales management. The distinction in Jeff's concepts can APPEAR to be simplistic in theory. When put into practice, they will set you apart from 95% of the sales professionals selling today. Many people talk about the true CONSULTATIVE approach. Few EXECUTE on this methodology. If you want to improve your revenue and your success as a sales person, attend one of Jeff's seminars. Then buy and read all of his books. Next, practice having thoughtful conversations with your prospects and clients about their business without talking about your product or solution. This is a small change in approach that WILL make a huge difference!!
Recommended Reading for All Loan Officers.......2007-03-31
It's one of the best sales books I have read in years.
What you will learn from it:
As one who is an advisor, you realize that not every client is a perfect fit for you. This book focuses on the language and mindsets you use with clients. With the right mindset and approach, you come off far more credible and actually sound like an advisor -- rather than just saying you are one.
Further, the book focuses on first diagnosing (like a doctor would) before prescribing solutions. Again, taking this approach creates a true advisor relationship -- rather than just saying you're an advisor.
Secondly, when approaching referral sources like Financial Planners and CPAs, they are going to be very perceptive in sensing if someone is presenting them with a hard close and pressuring their clients. Their relationships are the life blood of their business and they will not jeopardize them by referring them to someone they may perceive as a wolf. Again, the "maybe, maybe not" type approach in the book is essential in building relationships that demand both professionalism and credibility.
Useful insights into complex, high-cost sales.......2007-03-02
Every book jacket sales guru disparages "traditional" sales methods to promote his or her revolutionary approach, and Jeff Thull is no exception. However, Thull adds substance to his claim as he examines the arena of the complex sale and espouses his four-step sales sequence: "Discover, diagnose, design and deliver." In his sales system, every stage is a collaborative effort between the salesperson and the decision makers at the prospective client company. By working together, both prospect and salesperson identify a problem, research its financial impact, decide to make a change and design a solution. This system relies on gaining access to all the necessary players and getting them to participate throughout. Thull tends to gloss over the difficulty of clearing this daunting hurdle, though it may be harder to manage than he proposes. However, for those working in high stakes sales, this text is certainly worth studying. We particularly recommend its advice regarding orchestrating productive sales conversations.
Book Description
Are you a CEO, company president, or front-line financial manager recently involved in a merger or acquisition? After the Merger, long hailed as the indispensable reference source for anyone entering the M&A marketplace, is your bible for keeping costly post-merger surprises to a minimum. This classic text, first published in the heady days of 1985 and now revised to reflect new realities in today's rapidly-changing business world, is packed with fascinating case histories and examples involving TWA, Wells Fargo, and others. After the Merger shows you how to roll up your sleeves and combine two separate, highly distinct companies into one solid organization. Look here for details on ways to defuse the cultural time bombs that threaten to destroy international mergers; the 6 errors that managers make again and again, and how you can avoid them; best practices for handling the 4 major categories of merger, everything from "rescue" to "raid"; and time-saving checklists for executives on both sides of the acquisition. Whether you are in the middle of a merger or acquisition or just considering the possibility — no matter what your side — you need the completely updated and revised After the Merger to guarantee long-lasting, post-merger success.
Customer Reviews:
Highly Reccomended!.......2001-02-17
Despite the breathless headlines about the latest billion-dollar merger, most mergers don't work. In fact, more than half of all mergers fail, derailed by a common set of pitfalls. Companies merge without considering how they'll integrate after the deal; they don't communicate properly with their employees, and executives don't make decisions quickly enough to placate frightened workers. The executives who navigate mergers effectively are those who communicate well, deal with ambiguity and make decisions in times of instability. Author Price Pritchett offers an easily digested primer on the hazards of mergers, and lists hints for avoiding common problems. The authors provide plenty of concrete examples showing how such companies as Sony, Wells Fargo and the Chicago Sun-Times suffered from the dilemmas that accompany mergers. We ... recommend this comprehensive guide for managers on both sides of a business marriage. Caution: Read After the Merger before you merge.
Good Starting Place.......2000-11-14
As a project manager who picked up integrating a merger as one of his projects, I found this book to be very helpful. Mergers bring out confusion, tension and stress to all sides. This book focused on how to bridge these gaps through effective communication and project management.
Particularly, I found chapter 10 (General Guidelines for Merger/Acquisition Management) insightful and I used the checklists in this chapter in portions of our integration effort. What I felt this book missed were templates designed to immediately pick up and use in my everyday life.
I found the book is a quick read-I read it on one airplane trip. Many of the comments are very simple and fall into the category of common sense. However, in much of this common sense many of the problems of integrating two companies exist.
"The Authoritative Guide"? Give me a break!.......1999-12-30
This book should have been an short magazine article. The authors basically dissect one concept over and over and over: change is disruptive. There is very little useful information in this book. It points out all of the obvious and frequently-stated problems that come with change - productivity suffers, commitment is lost, etc., etc., etc., but gives no insight in how to fix the problems (unless you count these golden nuggets- "Keep your eye on the ball" and "Provide direction"). The one chapter that I hoped would shed some light on tactics - "Integration Project Management" - was pure fluff. It offered such pearls of wisdom as "It is helpful to look at the integration process as a logical sequence of steps designed to help bring the two organizations together." Not only is this a "Duh" statement, but it shows up in chapter 8! I would expect to read something like that in the introduction. And chapters 5 and 6 state that you should evaluate key talent in the aquired firm - but no where in these chapters does it tell you how to do it! I guess you have call up Pritchett & Associates (and fork over big $$) for the details. My only guess is that the authors kept the book generic on purpose so that companies would call and ask about their consulting services. My advice: save your money for a real book, and just call up Pritchett & Associates for their marketing literature.
Book Description
The truth about how to survive and profit in the competitive field of commercial real estate
Not a get-rich-quick, no-money-down fantasy, Confessions of a Real Estate Entrepreneur is a guide for investors who are ready to play hardball. James Randel focuses on commercial deals with the highest potential yields, presenting a model for aggressively generating returns many times greater than what people usually net from real estate investments. Loaded with candid real-life stories that demonstrate Randel’s strategies in action, this book fills you in on insider negotiating secrets, how to tie up properties with minimum risk, how to profit from options, how to use contracts with contingencies, and other priceless lessons.
If you're ready to move beyond basic buy-and-hold or fix-and-flip investing, Confessions of a Real Estate Entrepreneur is for you. Full of real-world wisdom from successful investor James Randel, this insider's guide is packed with detailed examples of real-life deals, demonstrating strategies to help you you avoid the mistakes that Randel and other investors learned the hard way. You'll learn about: Due diligence and researching properties Financing strategies that maximize your buying power Legal terms, issues, and conditions you should understand Profiting through option agreements the thirteen vital skills for real estate success "Confessions of a Real Estate Entrepreneur provides all the tools for analyzing, buying, improving and profiting from the investment in income producing properties."--Jeff Dunne, Vice Chairman, CB Richard Ellis "Jim's focus on the building blocks, the creativity, and the strategy of deal making gives readers a front row seat into this high stakes, and richly rewarding game."--Jim Fagan, Managing Director, Cushman & Wakefield
"If you are or want to be a serious and successful real estate investor, this is a 'must-read' book... one of the best real estate investment books I’ve ever read. On my scale of one to 10, this unique book rates an off-the-chart 12." -- Robert Bruss
Customer Reviews:
Excellent book for the residential investor looking to expand!.......2007-09-21
This is an excellent book for an investor who has been investing in strictly residential property and is now looking to move into bigger commercial or industrial projects. After reading this book, I came away with a much better understanding of commercial and industrial real estate and I am now looking to invest in these types of properties. The book is easy to read, and easy to follow and understand. James' offer us some great examples of his experiences in this game and how he both made and lost money. I really enjoyed this book.
Realistic Take on Real Estate.......2007-09-20
As a practicing commercial real estate professional who has read many books on the subject, I found Mr. Randel's book to be one of the better books on the subject. The real life examples used in the book (he gives both the good deals and the not so good deals that he's done) made the book very enjoyable if only because he corroborated some of the practices that I use in managing my commercial properties. There was also enough insight to ensure I make the next deal better or don't make the same mistake twice. The book is not too technical in that it doesn't go through long drawn-out calculations on valuing property/deals however it does give you the important figures to watch out for so that you don't overpay or undersell. The most valuable thing about the book were the countless examples of how to improve the properties "value" to the next buyer. Mr. Randel seems very honest to say that most Real Estate deals are not get rich quick schemes and most take a lot of hard work and possibly time to work through. He is also humble enough to admit that a little luck doesn't hurt either. Several different types of Real Estate investment are covered in the book including land development.
I'll hope to see another book by Mr. Randel in the future.
Mindas.......2007-08-05
Wow, what a book. I'm a beginner in real estate investing, this was my seventh book.
It's good that it's written by real investor, but what makes it best and different he is also a lawyer. So he talks about everything from a different angle and with different approach. One of the best parts is how to lock a property/land with as little money as possible, and how to use laws and contracts in your favour and there are lots of other good information.
The best part of this book comes in chapter 19, none of the previous 6 books that i read talked about this and I think it is the most important thing in real estate investing, he calls it "The Art of Persuasion" or in other words how you connect with other people and your abilities to persuade them. Most of us know that good deals aren't found on internet or in newspaper classifieds, good deals are found connecting with the right people and getting information from them before anyone else does, and you need to know as many of those people as you can.
This book is a must read for any real estate investor or entrepreneur.
The real deal. Recommended. .......2007-05-20
James Randel is the real deal, an investor in commercial properties who tells you how he did some of his deals. Not some puff merchant telling you how to buy with no cash down. Write another please soon!
This is a must read........2007-05-07
This book is very complete, very interesting, easy to read, and flows well. The author gives a lot of his own practical experiences as object lessons. I highly recommend it for anyone considering purchasing or developing commercial real estate investments.
Amazon.com
If you've ever gone out to lunch with a coworker and suddenly found yourself witness to a savage stream of unflattering assessments of bosses, wicked gossip, and the-emperor-has-no-clothes analysis of your industry, you'll know what it's like to read High Stakes, No Prisoners. Ferguson, an MIT Ph.D., started up a company called Vermeer Technologies in 1994, a rough time for startups in Silicon Valley. The country was coming out of a recession, the stock market was stagnant, and the Internet wasn't yet taken seriously by those with money to invest. Vermeer had a software program called FrontPage that only someone who understood the coming power of the Net could appreciate. Even in Silicon Valley, few were so prescient.
Most of High Stakes is the story of Vermeer, from its startup to its sale to Microsoft. (Now bundled with Microsoft Office, FrontPage is used by more than 3 million people worldwide.) Along the way, Ferguson met the players in the Valley and formed strong opinions of them. He describes Netscape CEO Jim Barksdale as an egomaniac and technological dolt in way, way over his head. Oracle founder Larry Ellison is "severely warped." One of his best lines sums up Silicon Valley as a place where "one finds little evidence that the meek shall inherit the earth."
But this isn't just the technological equivalent of WWF trash-talking. Ferguson is very tough on himself, too, and details his own shortcomings as a person and a businessman. Mostly, it's a gloves-off account of how things really get done in high technology today, as refreshingly honest and acerbic an account as you'll ever read. --Lou Schuler
Book Description
High Stakes, No Prisoners is a sharp, brilliant insider's account of the way Silicon Valley really works: the sharks, powerful incumbents, and old-boy networks who play hardball all the time and the geniuses who make the products that have changed the world.
Charles Ferguson started Vermeer Technologies and turned his very cool, very big idea into FrontPage, the first software product for creating and managing a website. A mere twenty months after starting the company, he sold it to Microsoft for $133 million, making a fortune for himself and his associates. FrontPage now has millions of users and is bundled with Microsoft Office. But getting there wasn't always fun.
High Stakes, No Prisoners is the book about the Valley and reflects Ferguson's unique experience not only as a successful entrepreneur but also as a policy analyst, computer industry consultant, and academic.
Reveals A Great Internet Success Story
High Stakes, No Prisoners is a highly personal account of what it really takes to win as a high-technology startup, especially in the Internet industry, where any speed below warp nine doesn't get you to takeoff. From securing venture capital to getting both the strategy and the technology right, from dealing with Microsoft's power to working with some of the quirkiest, smartest people on the planet, it's all here. The Valley story has never been told with this much depth and honesty.
Reports from the Trenches of the Internet Wars Vermeer was right in the middle of the battle between Microsoft and Netscape. Both companies wanted to either acquire Vermeer or kill it.
Skewers the Sacred Cows of the Valley
Yes, Microsoft declared war on Netscape, but the latter's demise was caused as much by itself as by Microsoft. Ferguson, for example, sees Jim Barksdale, the former CEO of Netscape, as arrogant, ignorant about technology, distracted by politics and glamour, and running a company in partnership with a twenty-three-year-old who'd never held a serious job before." Here's Netscape as it has never before been revealed.
Explains the Real Problem with Microsoft Microsoft's business model is unquestionably one of the great creations of American business. But its power has become so great, its behavior so unrestrained, and its abuses so dangerous that intelligent action has to be taken. Ferguson's analysis of what must be done is a major contribution to one of the most important public-policy questions of our time.
Silicon Valley is the crown jewel of the American economy and a critical driver of American technology. It's electric, addictive, vulgar, full of brilliance, brutally fair and brutally unfair, fiercely competitive, often dishonest, tremendously exciting, and utterly unique.
With High Stakes, No Prisoners, the real story has finally been told--with frankness, insight, and great wit.
Customer Reviews:
Very informative.......2005-01-11
OK, If I could I'd give it 4.5 stars or so -- there are flaws. But basically, the book has a lot of great info, especially for geeks who work in the software business. There are very few books on the business side of things.
The author is incredibly blunt. Perhaps a bit nasty. But it is clear that he had to do it so that he didn't get fleeced. Also, it is great to see someone with a backbone.
The step-by-step evolution of stuff is great. You really get a feel for what happened, when it happened.
I'd say it is required reading for geeks.
This guy has *issues*.......2004-12-14
Yes, Charles is brilliant, arrogant and is lightening-fast in seeing the failings of others and himself and is willing to take ownership of them (rectifying the situation and doing something about it is another story completely...). However, he also has a massive inferiority-complex when up against anyone with more brains, more money, more privilege or more power than himself hence his complete disdain for anything Microsoft-related (never mind that it was the hand that fed him and he continues to bite it). He also fails to see that you can attract a lot more bees with honey instead of vinegar. It's not a coincidence that everyone from Vermeer, except Charles eventually landed a job at Microsoft, I suspect Gates was smart enough to see just how insanely jealous Charles must be of him. As for his acidic portrayal of many of the players in the book, I'm fairly sure Charles really reserves his most toxic rage and disdain for those persons who display A)either negative qualities he has and sees a lot of himself in and wished he did not have (i.e career opportunism, uppity-ness) or B)positive qualities he wished he had but is too nasty to ever take time out to acquire and attract (i.e Gates with his greater reserves of intelligence, power and wealth). Gates also has a quality and understanding that Charles doesn't: that life isn't just about accumulating stuff, but about the quality and integrity of the relationships around you. Gates is no innocent either but at least I've never heard any stories about him running around on his wife and kids and the people he surrounds himself with have been with him for years. Charles, on the other hand goes through people like toilet paper, he even admits that he's so impossible that people either dislike him right away or shortly thereafter - as exemplified in this book.
I've actually dated him and yes, his character does come out in his writing very strongly. So yes, he is a real jerk, and can be an even larger jerk especially when you've outsmarted him in any slight way. That being said, he also has a very warm, human, giving and honest side which for some unknown reason he hoards jealously (and glimpses of it come out here and there in the book), which is why in the book he skewers just about everyone and their dog. It's really too bad - with a talent and intelligence like that, he could have gotten a lot more for Vermeer, a lot more for himself and he'd be a happier human being instead of a 50-ish, balding, lonely, bitter software millionaire in a Mazda Miata.
A+ = for writing, use of wit and humour as well as quality
A = for relevancy of content
B = for character portrayal
C = for overall importance in the grand scheme of things
Straight shooter who did it right.......2002-11-16
Charles Ferguson, an MIT PhD, was the founding CEO of Vermeer Technologies, a company that developed one of the first web design tools. Vermeer sold the company to Microsoft for a boatload of money and lived to tell the tale. It's a fasinating story of what its really like on the inside of a high-tech startup replete with politics, hard-ball negotiations and strange bedfellows. Ferguson may be arrogant, but he's smart and tells it like it is. Anyone thinking of building a startup should read this book.
Sometimes interesting narrative, but flawed analysis.......2001-09-24
Charles Ferguson is smart. Charles Ferguson knows he's smart. But Charles Ferguson thinks he's smarter and more important than he really is, and this makes this otherwise interesting book sometimes painful to read.
The chapters covering the formation through eventual acquisition of Vermeer Technologies are an interesting education in the ways of VCs and hi-tech startups in the mid 90's. However, the last three chapters of the book are pretty worthless. These contain Ferguson's analysis of the industry and predictions for the future, and suffer because of Ferguson's worldview that he and Vermeer were far more important to the industry than they actually were. Ferguson lacks an understanding of large IT operations, and it's unfortunately evident in these chapters.
Ferguson's pronounced hostility towards certain actors in his book - including former subordinates - also makes for uncomfortable reading. Some things should simply be kept private.
Buy the book if you want to learn about VCs and hi-tech startups early in the Internet era, and don't mind wading through Ferguson's ego eruptions. Otherwise, skip it.
An Authentic Silicon Valley Story.......2001-07-25
Mr. Ferguson's book is the only narration I have so far encountered (including Mr. Michael Lewis' THE NEW NEW THING, Mr. Po Bronson's THE NUDIST ON THE LATE SHIFT, and Mr. Randall E. Stross' EBOYS) that may actually represent what goes on in the entrepreneur world, and it does so in a straightforward tone with a whole lot of humor- and some cynicism- thrown in, making the book an enjoyable read.
What's amazing about this book is its age: although the book is from 1999, much of what Mr. Ferguson concludes about where the industry is headed has come true or is slowly being recognized by the mainstream line of thought (this is quite an accomplishment in case you do not understand the rarity of such occurrences). Mr. Ferguson actually understands the technology and business underlining his startup as well, and he isn't afraid to admit when his comprehension falls short. Ask any engineer- this personality attribute in leaders of the entrepreneur world is becoming increasingly uncommon, unfortunately.
If you're looking for a book that is written by someone who has been there and has also stood the test of time in terms of holding its conclusions intact, this is it for the late 90s era. If you're looking for a book by an outsider who doesn't seem to understand what's really going on and that romanticizes Silicon Valley or Route 128, look for something else. I especially recommend this book to anyone who is frustrated with the herd mentality in the tech world and would like to read something that has a refreshing independence to its views.
(Actually, on second thought, if you're looking for a book that humorously shoots itself in the foot with its free-wheeling conjectures and hasty exclamations prior to the stock market correction, check out those books I listed above).
Book Description
A highly readable guide with a method for avoiding mistakes when making decisions that will affect the future of your business
The Art of High Stakes Decision Making takes readers to the most important crossroads in business with dozens of real-life scenarios. Engaging "you are there" stories teach how to focus on the core issues involved in high stakes decision making. The authors share powerful tools for cutting through the psychological and emotional barriers to making the best decisions. Each chapter concludes with a set of fundamental principles for successfully navigating each stage of the SCRIPTS method, an acronym that outlines a seven-step process for making tough choices under the gun.
J. Keith Murnighan, PhD (Evanston, IL), is the Harold H. Hines, Jr. Distinguished Professor of Risk Management at the Kellogg Graduate School of Management at Northwestern University. John C. Mowen, PhD (Stillwater, OK), is Regents Professor and Noble Chair of Marketing Strategy at Oklahoma State University's College of Business Administration.
Customer Reviews:
Fuzzy....fuzzy.......2002-07-06
i found this book quite fuzzy, although there are excellent books about decision making out there.
Limited real life applicability of SCRIPT methodology.......2002-06-23
I am in total agreement with the opinion of the reader from Chicago, who rated this book 1 star based on its tendency of overcomplicating straightforward issues in everyday decision making. In addition to this observation, I found that the SCRIPT methodology, the main idea of this book, is only appliacabe to a limited number of decisions and not to ALL as the authors suggest.
Simple does not equal simplistic.......2002-06-09
I was extremely disappointed with this book. It uses fancy, sophisticated-sounding but still meaningless lingo to describe commonsense everyday issues. Why complicate something what can be described in simple terms? The author fails to understand that simple does not equal simplistic.
Professor, Harvard Business School.......2002-01-21
Excellent and important book on decision making. A great read!
Book Description
From the USA Today bestselling author, a vampire-meets-girl story set in the city that never sleeps-except during daylight.
He's a bloodsucking freak of nature. But, unlike other politicians, Ethan Carrick is actually a nice guy. Not to mention a very hot, wealthy, casino-owning vampire. It's an election year for vampires, which means he'll first have to escape his opponent's hit men. Then he'll have to find a suitable First Lady, preferably here in Vegas.
Brittany Baldizzi fits the bill. She's smart, pretty- and sweeter than a glass of diabetic O-Negative. But her protective sister Alexis steps in with a message for Ethan: Bite me. It's then that he realizes it's the sexy, no-nonsense Alexis who raises his stake. And as much as she denies it, Alexis wouldn't mind a romp in the coffin with him. But can a mere mortal, even one who risks her life for him, make a centuries-old, womanizing vampire feel something entirely new?
Customer Reviews:
Fun start to a new series.......2007-10-09
Erin McCarthy has started off a new, fun series that is somewhat imaginative, unrealistic, but packed with lots of romance. I'm not a huge fan of her books, even though I keep buying them, lol.
Alexis, the main character, she packs a lot of punch for a little lady, and her lines are quite funny at times. She's very physical, and brash, which just adds to the humor. She's the kind of female hero that you like to see these days, stands up for herself and always puts her foot down when she thinks it's right.
Good start to the series..........2007-07-02
What happens when you mix vampires and politics?
Ethan Carrick wants to be re-elected as president of the Vampire Nation. His campaign manager is pushing him to reform his wild ways by settling down with a suitable politician's partner. Brittany Baldizzi seems like the perfect match, except for one tiny problem... Brittany's sweetness bores Ethan while Alexis, her sister, has him captivated by her feistiness. Is there hope for love between Ethan and Alexis?
HIGH STAKES is a hilarious take on vampires and politics. After all, you have to laugh at the image of a vampire focusing on exit polls! Erin McCarthy infuses humor throughout this sassy but intriguing tale that is sure to make the reader laugh out loud on more than one occasion.
The relationship between Ethan and Alexis is a joy to watch as it develops. From their first meeting, sparks fly between these two very hard-headed characters. I love Alexis' attitude of never giving up. She can be a bit volatile at times, but that only enhances the strength of her character. Erin McCarthy does an excellent job at keeping Alexis likeable, however, as her insecurities over her height and figure soften her almost brash personality.
HIGH STAKES is a real pleasure to read. Erin McCarthy has written a quick, fun book that is perfect for days when you want a good dose of humor. One caution, however, as several threads are left hanging and unresolved. Readers who want all of the details tied up at the end may feel a bit disconcerted as the book is obviously a set up for the future sequels. Quite a few secondary characters are introduced who will apparently play more significant, maybe even starring, roles in later books. However, HIGH STAKES is an excellent start to the series.
COURTESY OF CK2S KWIPS AND KRITIQUES
Eh.......2007-04-08
I wasn't aware this book was part of a series when I bought it, so it's possible that some of my complaints are dealt with in later books. The story is basically a long introduction to the main characters of the series. There are at least four events/situations/problems that remain unsolved by the end of the book. For people who get frustrated by books with a constant stream of characters, this book has eight POVs. Thankfully, the author's constant POV switches are dominated by only four of the characters.
The story is pretty bland and has been done before. Conflicting Vampire politics, instant attraction between Vamp and human, 'Us against the world' stance of Vamp and human and doing the unthinkable due to sudden violence/drama. Oh, I forgot to mention that most of the Vampires seem to be a bit forgetful. One moment they have a certain talent, but it's gone in the next or apparently only works when it's not needed.
I'm giving the story 3 stars because it did have some humorous moments and I only paid a few dollars for it. Definitely not worth paying full price for.
High Stakes: A Tale of Vegas Vampires.......2007-01-18
I thought is was a funny and interesting book to read. The writer keep you interested in the book.
Fantastic!.......2006-11-04
I love Erin McCarthy. Even if you don't like Vampire Fiction, you will like this book.
It has Erin's typical laugh out loud humor. Fun and intriguing characters that make this book a real page turner. I didn't want to set it down.
Ethan is a vampire seeking Vampire public office. He feels he needs a wife to seal the deal.
He sets his sights on his Dentist, Brittany. She's the stereotypical girl next door. He takes her to his hotel/casino for a few days to woo her.
When Brittany's sister Alexis gets wind of whats going on she charges in ready to get her sister back.
Ethan has already begun to think Brittany is to straight for his tastes.
Brittany knows what he is and is there to save the vampires from damnation.
Alexis thinks everyone has lost their minds.
This is a fun, funny story that leaves you hanging and wanting more, as it is the first in a series of 3 so far. I am looking forward to all of them.
Books:
- Dance upon the Air (Three Sisters Island Trilogy)
- Dauntless (The Lost Fleet, Book 1)
- Designed to Sell: Make any home the hottest property on the block with expert advice from the popular HGTV series
- Divided in Death (In Death)
- Drawing Lessons from the Great Masters: 100 Great Drawings Analyzed, Figure Drawing Fundamentals Defined
- Entering the Castle: An Inner Path to God and Your Soul
- Fighter Escort (Tales of the RAF - Book 2) (Tales of the RAF)
- First, Break All the Rules: What the World's Greatest Managers Do Differently
- Fitness Is Religion: Keep the Faith
- Flash Math Creativity: Second Edition
Books Index
Books Home
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- The Blood Books, Vol. 1
- Encyclopedia of Fluid Mechanics: Supplement 1:: Applied Mathematics in Fluid Dynamics
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- In an Instant: A Family's Journey of Love and Healing
- Programming C#: Building .NET Applications with C#
- MILO in the Woods of Wonder
- Eyewitness: Perspective
- Jan Steen: Painter and Storyteller
- What's It All About, Alfie
