Book Description
In Courage, Gus Lee captures the essential component of leadership in measurable behaviors. Using actual stories from Whirlpool, Kaiser Permanente, IntegWare, WorldCom and other organizations, Lee shows how highly successful executives face and overcome their fears to develop moral intelligence. These real-world examples offer practical lessons for rooting out unethical practices and behaviors by
- Assessing them for rightness and integrity
- Addressing moral failures
- Following through with dialogue and direct action
Customer Reviews:
Courage, an Important Relational Skill.......2007-09-06
From his autobiographical novel, "China Boy", one might infer that Gus Lee has spent a lifetime learning; learning to overcome fear, and learning the worth of high values and moral principles in life. In this book, Lee applies, what can only be described as a `novelistic' writing style, to re-creative dialogue of situations where these life-long learnings are put to the leadership test. Noting that results are resources passed through relationships, (performance leadership as a relational process), Lee takes the reader through demonstrations of courageous leadership, including the use of his Courageous Communications model - Communicate collegially, Listen actively with Empathy, Ask questions on point, and Relate respectfully (CLEAR); among others.
Although not unique, the several relational models for handling difficult conversations or for addressing relational failures (`The Black Box Solutions Model' to help understand why a relationship has crashed -- 1) Assess what's broken, 2) Accept the failure, 3) Repair the failure, and 4) Team up and work together) are interesting; in addition, Lee introduces his three types of motivating power; authority, reward, and courage - ethically modeling and inspiring others to be their best selves and to act courageously for what is right. But, as I worked through the book, I kept looking for some underlying leadership framework for Lee's Courage process. In the end, I could find no such framework, and was left with a rather randomness feeling about the book and it lessons on courage. For a word such as "courage", that speaks so of the heart, I expected direction and purpose - and in the end found none in this book.
Standing Tall In the Face of Fear.......2007-06-28
Gus and Dianne-Elliot Lee share captivating stories about real people confronting important "points of decision." The kind of decisions that leaders and people from all walks of business and civilian life face in their everyday lives. The behaviors of people with strong character and some people with little character are analyzed through a lens that reveals more about courage, integrity, and character than I have ever known. Leadership is celebrated, weakness is crushed, and the slippery slope of the behavior headed to the status quo is illuminated in a way that I think that anyone can identify with.
This is a great text book for leaders. It is full of illustrations, charts, and metaphors that drive his concepts home - to heart. There are examples of how interactions of the worst sort can be corrected. Not a passive read; I could not avoid mapping my own life to the outlines and examples throughout the book.
I recommend this book to anyone who is serious about becoming their own personal best. Your spouse, staff, board, customers and friends will all appreciate what you learn through Courage!
A Grand Slam on Leadership!.......2007-03-18
COURAGE is, quite simply, the best business book I have ever read, and I simply couldn't stop once I started reading it. Though I am now neither a corporate employee nor in any direct way connected professionally to commercial enterprise, I have been in the past. But more important, I am a human being, and the lessons I learned in this book, though perhaps primarily directed to occupants of corporate board rooms, apply directly to normal day-to-day life and social interactions in the post-industrial America of the early 21st century. It gives very direct aand effective instruction on how to be a truly great leader in the business world, and it is the latest approach to a very old problem. To me, the best book on business leadership before this one was The Gamesman, by Michael Maccoby, which I read, I think, in 1979 when I was an aspiring young lawyer. In it, Maccoby spoke of the gradual evolution of leadership types in American business. From the late 19th century through World War II or so, as I remember, including the days of the "Robbber Barons" who established corporate norms for a long time, he said most successful business leaders were what he called "jungle fighters" - ruthless entrepreneurs whose workdays normally included aggressive acts to promote themselves and/or their businesses. That meant stepping on others, back-stabbing, and amorally clutching and clawing their way to the top. Then, as I recall, he described how aggression fell from favor, and I think the next type succeeding the jungle fighter at the top of business came in the 1950s, and was what he described as the "Company Man", in gray flannel suit, white shirt and tie, reliably obedient to corporate rules and standards, conservative and predictable. Safe, but not very good at change. Then Maccoby outlined his perception of the latest successful (in the late 1970s) leadership type, the "Gamesman", who typically looked at his role in the business world as a game, one that he played hard to win, but still just a game in which he very smoothly adapted to change. Typified by a confident, smiling JFK, whose perceived persona became an important model to many, the Gamesman was King. For a while. Maccoby seemed very insightful at the time, but the world has changed much. After Reagan entered the White House in 1981, the American business world went into overdrive. And as technological wonders (personal computers, cell phones, Google, etc.) arrived, authority structures in major businesses began to flatten as more and more people were able to work independently. The command economy was disappearing, and rigid, authoritative power games in the business world began to collapse dramatically. That meant that we all began to recover our basic humanity in the workplace, and respect for others began to dominate as a norm. And that's where Mr. Lee's book comes in. He talks of the continued or even incresed need for leadership in today's marketplace, but he also explains it to us, as well as the underlying principles on which it must be based. His basic theme for success calls for principled behavior under pressure, for boldness and courage to "do the right thing" as the very backbone of leadership, and for complete respect for others always. But he does all this gradually, in language that really captures the reader. Most rewarding of all, he shows in simple and believable terms that anyone who adopts the right mind set and follows his or her own well-established principles of behavior in life can be an effective -- even a great -- leader. Rather than ordering or directing, a good leader listens and interacts, allowing great freedom to subordinates in choosing their path, but requiring strict adherence to agreed-upon behavior, schedule, or production. And as he develops and describes the best behavior for business leaders under pressure, he uses the case method, describing actual events to illustrate his concepts, and he does so very effectively. I am sorry to say that I do not have Mr. Lee's smooth facility with words, and my attempt to give a favorable synopsis of what I believe to be a wonderful series of lessons ends up sounding lumpy and complicated. The book is neither. But perhaps the best way I can describe the effectiveness of Mr. Lee's work would be to tell how it applied immediately in my personal, non-business life. I won't try to describe his recommended approaches here, for though they are simple and straight-forward, he does a wonderful job of teaching them, and they are an eye-opening delight to read. But I hope my personal experince that follows will convey the powerful effect on me of this masterwork. I have a young son who is not as careful with sleep and personal cleanliness, especially washing his hair, as his mother and I would hope. The night I finished reading COURAGE, I went upstairs well after midnight and discovered that son still up and playing video games, long after his bedtime. This has been an issue in the past, and I am sorry to say that it too often resulted in my loud, raging anger, and hurt feelings ranging all the way to tears for my son, unfortunately including his physical fear of me. I always felt bad later and swore it would never happen again. But when next pushed to the edge of my patience, I am sorry to say that it sometimes did. Having just finished this book, however, I knew I no longer had to resort to my old strong-arm tactics. Rather than my nornmal raging, I went into my son's room and followed the pattern proposed in COURAGE, quietly asking hinm what he thought of a boy staying up late on a school night, etc. We had a slow, comfortable exchange of ideas, and he soon agreed that he would be better off the next day if he got right into bed. Smiles on both sides. I then brought up the benefits that might come from his taking a shower before he went to bed, but he quickly dug in his heels, and I as quickly backed off. Shower or not, I thought as I left his room, I had been able to rationally explain to him why he should go to bed, and he had very reasonably explored the idea himself, then agreed to my arguments.No anger or fear on either side -- how refreshing was that? I was quite pleased as I went back downstairs, and I was really quite surprised at how immediately effective the application of Mr. Lee's ideas had been with my son. A few minuteds later, I came back upstairs, and heard, to my surprise, the sound of the shower. I went back downstairs until I heard the shower turned off. Ten minutes later, I crept back upstairs and into my son's room, where I found him asleep, his hair smelling of fresh shampoo. What better change in behavior between father and son could have been desired? And my son and I were both happy at the resolution of the issue, not angry, hurt, frightened, or even sad. Truly, at that moment I felt the sun of human-interaction enlightenment rising inside my own head. And that interaction, I am sure, was far more sensitive than most of those one confronts in the business world. But it was resolved more happily than I ever could have anticipated, simply by my adopting and folowing the humanizing, honest, and honorable approach promoted in this wonderful book. For me, reading it and applying its lessons have brought me monments of true joy. I give it my very highest possible recommendation for all readers, whether you are in the business world or not. Read it: you'll love it!
Solid look at how to make honesty your policy.......2006-12-21
Corporate employees and managers should take a stand against unethical behavior, but that requires the courage to live, work and lead in congruence with your highest values. Author Gus Lee offers a "primer" on courage, including how it shapes decision making, how leaders can demonstrate it in their work, and how you and your employees can learn courage, and use it to support each other and to build moral businesses. To illustrate ethical behavior, Lee discusses case histories of individual courage in corporate life. His discussion is sometimes repetitious, and the vignettes are occasionally confusing, since he may refer back to examples he presented many chapters ago. Despite such flaws, these accounts offer key lessons. We believe that executives and managers can learn about principled action - and can reinforce it among their subordinates - by reading Lee's book and passing it along.
The best of the best.......2006-12-21
This is the transformational leadership book. But don't rely on me, just because I run a company. Look above this line, under "Reviews." See who endorsed Courage. This is the only book that's been endorsed by Warren Bennis and General H. Norman Schwarzkopf. General Schwarzkopf says that "when it comes to leadership, Gus Lee has walked the walk." Add to that General Fred Franks, CEOs, Board Chairs, FBI agents, professors, college presidents, corporate senior executives, non-profit leaders, faith organizations, and even Amy Tan. If you're in a company or a family, read this book.
Book Description
In today's business world, ethics is not simply a peripheral concern of executive boards or a set of supposed constraints on free enterprise. Ethics stands at the very core of our working lives and of society as a whole, defining the public image of the business community and the ways in which individual companies and people behave. What people do at work--and how they think about work--determines their attitudes and aspirations, affecting and even structuring their personal lives and habits. Working from this premise, Honest Work: A Business Ethics Reader provides a practical overview of business ethics that concentrates on the ethical problems and dilemmas students are most likely to face in their prospective work environments. Classic and recent articles and cases cover a broad spectrum of issues and concerns--from private ethical dilemmas to larger considerations of corporate values--and propose guidelines for thinking about the business world in a moral context. Each reading and case is followed by lively questions for discussion. Offering a welcome alternative to the impersonal tone of most business ethics texts, the editors address students in an appealing and conversational manner. They provide engaging chapter introductions that include personal narratives and also present the ideas of great philosophers in a unique way--as emails. Ideal for introductory undergraduate and MBA courses in business ethics, Honest Work: A Business Ethics Reader can be read as a coherent narrative but also offers instructors great flexibility, as its various chapters, readings, and cases can be pursued in almost any order. A Companion Website featuring chapter objectives and summaries, study questions, self-tests, and off-site links of interest will soon be available. An Instructor's Manual with Test Bank is available to adopters.
Product Description
Cheat to Win is a business book like no other. Traditional business books lay out a set of rules to guide you to business success. Not Cheat to Win. Author Bob MacDonald openly declares war on all the outdated and dishonest rules of business; the ones that bind, rather than better us. MacDonald asserts that businesses everywhere, large and small, are fettered with old and obsolete rules that cripple peak employee performance and stunt the growth of the businesses that employee them. Worse yet, says MacDonald, were all conditioned to accept and follow the rules of businessregardless of their validity. This book is about cheating on those dumb and dishonest business rules and carving out a career of individual brilliance that can help you avoid being trapped in the mediocrity of the herd. The honest way to live, says MacDonald, is to break the obsolete rules, artificial expectations and archaic limitations imposed on us by others. Which rules? Well heres a sampling. Exposed by MacDonald are outmoded rules like how to get a job and advance up the corporate ladder. Theyre totally anti-individual, says MacDonald and so are many of the human resources departments that perpetuate them. MacDonald shows why the rules dealing with gaining wealth and power are back-assward. The way to gain power and wealth in business, he insists, is not to hoard them, but to share them. Put under a microscope are rules about winning negotiation (Never, ever go for the jugular), creating an entrepreneurial company (Do everything in parallel), about dealing with employees (Treat them as 21st century capitalists.) And thats just the beginning. Cheat to Win will teach you how to break all the obsolete rules and make your own way to success. Its packed with proven, real-life how-to advicestrategies you can start using right now to brighten your business future whether youre ascending the corporate ladder, building your own ladder as an entrepreneur, or leading a company. Cheat to Win is about winning with true integrity. It debunks the rule-myths of business by deflating the hypocrisy and translating the doublespeak of dishonest rules, empowering you to discover your own clear and direct path to success. By shattering rather than following the entrenched establishments conspiracy of rules and learning to adopt an honest, challenging rule-breaking élan, your mind opens to the wide vistas of opportunity in life. The authors own remarkable story validates this thesis. From college dropout to corporate chairman and influential business leader, the author cheated on the business rules that needed to be cheated on and won bigthe honest way. In this book MacDonald shows there is no monopoly on honest rule-breakinganyone can do it and win. While some will always fear the concept of cheat to win, what separates the winners from the losers in life is the willingness to question, challenge andunder the right conditionsviolate outdated rules in order to rise faster, achieve more and live life as their own. You can, too! And Cheat to Win can teach you how.
Customer Reviews:
The most Honest and Helpful business book I have ever read!.......2005-08-16
If you are starting a business or are currently running a business Cheat To Win is incredible. It is simply a book that will show you how to be successful in your business, written by a man (Robert W. MacDonald) who has already succeeded in building up his own insurance company (LifeUSA) which was eventually sold for $540 million dollars.
Cheat To Win cuts through all of the hype and explains how to truly build a business up according to your own terms and not to fall in to certain traps that can destroy an organization. It shows how to truly lead by empowering others, not by ruling them.
I highly recommend this book and have already begun incorporating some of these guidelines to help imrprove my own software company (di-Doolicity Innovations).
A MUST READ FOR THE FAINT OF HEART.......2005-07-13
ANYONE TRAPPED IN HIS OWN ENVIRONMENT NEEDS TO GET THE EXPERIENCE OF THIS BOOK. CORPORATE CONFUSION, LACK OF DIRECTION, BUDDING GENIUS,SHOULD REALLY APPRECIATE THE INTENTIONS TO MOTIVATE AND INSPIRE RAW TALENT. A LAUGH A CHAPTER, AN IDEA TO EXPAND, AND THE EXPERIENCE OF THE WRITER ARE WORTH THE FEW HOURS IT TAKES TO REALLY READ THIS BOOK. YOU'LL WANT TO READ IT AGAIN AS I DID TO REALLY APPRECIATE IT'S WISDOM. BUY IT FOR ALL YOUR FRIENDS WHO YOU KNOW HAVE THE ABILITY TO WIN, BUT LACK THE CONFIDENCE.NOT FOR LOOSERS.A WIN WIN FOR THE READER.
Book Description
Many people believe that monetary gold inhibits the Fed from effectively managing money on behalf of the public interest. The Monetary Elite vs. Gold's Honest Discipline presents evidence in support of an opposing view. First, the Fed wields its substantial power on behalf of a monetary elite not on behalf of the general public. Second, this power essentially depends on a monetary unit that is undefined and that the Fed can create effortlessly, at virtually no cost, at will, and by fiat. Third, the banking system is empowered by governmentally granted special privileges to pyramid these intrinsically worthless and totally undefined "reserves" that the Fed creates out of thin air into still more dubious dollar claims, which banks distribute at interest throughout the economy. This book explains why the current structure of our monetary system is fatally flawed. If, however, our monetary unit were defined as a weight of precious metal and if the banking system did not enjoy special privileges that circumvent the free market, the monetary elite's self-serving mischief-making would be significantly curtailed. Under such circumstances, all but a handful of specially privileged elites would be better off and our monetary system would reflect free markets principles.
Customer Reviews:
Gold over paper.......2005-08-16
In this sequel to his excellent _Special Privilege_, which I've also reviewed, financial planner and consultant Vince LoCascio hopes to show us why returning to a gold standard would be a sound monetary policy.
Originally inspired by Murray Rothbard's writings on monetary policy (particularly _The Mystery of Banking_), LoCascio has now followed up on his earlier work by more thoroughly investigating the Austrian School. In consequence he's peppered his sequel with references to e.g. Ludwig von Mises and Carl Menger. In fact, at several points (notably the definition of the 'money supply'), LoCascio now relies on specifically Austrian insights.
The essential proposition here is that the jiggery-pokery currently performed by the 'monetary elite' (which LoCascio explained in _Special Privilege_ and explains here in even more depth) would be impossible in a monetary system in which the 'dollar' was defined as a certain weight of gold and banks didn't enjoy special legal protection. There's nothing magical about gold, of course; it's just one of several metals that have always emerged as media of exchange whenever free markets have been allowed to work. Strictly speaking, a properly managed paper currency would do the job just as well. But paper currency doesn't carry any powerful incentive to proper management; in terms of 'honest discipline,' gold's got it all over the fiat currency we use now.
As in LoCascio's earlier book, the 'special privilege' of the banking elite under current U.S. law is sixfold: the power to create money out of thin air; special protection of assets; liability protection; bailout schemes; funny accounting; and secrecy. These privileges combine to create and protect a monetary cartel that, even when it's working 'correctly,' tends to foster heavy inflation (in 1970 this book would have listed for about one-tenth of its current price), and moreover is rife with opportunities for fraud.
LoCascio's explanations of these problems are clear and lucid; moreover, his history of the fractional reserve banking system probably has some new things to offer even those who are already fairly well-read on this subject. In short, it's a well-written and well-argued book that could succeed in taking this argument to a wider audience. And since there's probably a whole new generation out there who isn't yet familiar with the gold standard and the reasons for returning to it, LoCascio's book could also be a 'gateway' to the earlier literature on this subject.
(By the way, something went wrong with the page numbering in the table of contents; by the end of the book, the TOC is off by three pages. Just an FYI, and something to correct in future editions.)
This book will blow your monetary mind.......2005-08-04
In this age of commercials and silicone implants, it becomes very difficult to tell the difference between fact and fiction. Of course, the one thing we can all agree on, is that money is desirable and valuable. We spend lots of energy getting it and spending it. But very few of us ever ponder its intrinsic value or its authenticity. If we were to fail the cashier's ink marker test for real money we would feel betrayed by whoever passed this damn bill off to us as the real thing.
in his book The Monetary Elite vs. Gold's Honest Discipline, LoCascio shows how the integrtiy of our money has been tampered with. His expose is so shockingly cogent that it is a wonder that there is no outrcry against the outrages perpetraded on us all. Step by step, he exposes the powerful monetary elite. Think about it, if it's true that power corrupts and absolute power corrupts absolutely, then how would it be possible for those who have the power to create money and value not to have made choices which are favorable to them and not necessarily fair and equitable to all.
This highly alarming but important expose though factual, reads like a real page turner. It opened my mind to something that seems so obvious once i saw it through the perspective of LoCascio's knowledge of the subject.
He paints a convincing picture of how the monetary system is a global Ponzi scheme run by and for the benefit of the monetary elite (bankers, and the people they love to lend to) The title hints at how this works; Since the dollar's not worth its weight in gold anymore, the banking system creates new money at will, nothing stops the monetary elite from rigging the system. That's how they get more from the proverbial pie than they contribute.
When things go wrong (Depression, recession, slow down, etc) he shows how their "fixes" address the effects rather than the causes. Using a narcotics analogy, he shows that successive needles in the arm virtually guarantee eventual collapse.
I loved his interesting thought experiment patterened after the movie "Tading Places" where Dan Akroyd (Winthrop) the wealthy young investment banker is forced to trade places with Eddie Murphy (Valentine) the homeless guy.
His analogy of bankers and parasites is reason enough for me to have read the book.
Book Description
A keen insider's guide to investment rip-offs, scams and conartists.
Customer Reviews:
Ponzi Schemes Are Still Alive & Kicking Today!.......2005-04-20
In 1903 Charles Ponzi arrived in the USA with the aim of becoming as wealthy as Rockefeller. His modus operandi was based on the principle of robbing Peter to Pay Paul.
James Walsh, in his informative book, You Can`t Cheat An Honest Man: How Ponzi Schemes and Pyramid Frauds Work..and Why They`re More Common Than Ever, traces the origins of the Ponzi Scheme, and explores how and why the scheme works with its different modern day variations.
The first part of the book narrates how, after spending some time in prison for cheque forgery, Ponzi found a creative way to shaft people, that was even legal and possibly sound.
What Ponzi would do was to take advantage of the disparities in the foreign exchange rates pertaining to the postal currency of International Reply coupons. If these coupons could be purchased in countries where they were still hit hard by the after-effects of World War I, he could then redeem them for stamps or cash in the USA, where there value would be as much as 50% higher.
Presto! He was onto a brilliant scheme, however, he needed money to expand his enterprise.
In order to raise the needed cash, he promised investors that he would pay them high rates of interest with the profits from his scheme. As is the case today, people were gullible and greedy, and Ponzi had little difficulty in attracting huge sums of money.
However, Ponzi found it difficult to keep meeting his obligations of paying his investors.
He resorted to using fresh money to keep his original investors satisfied. And thus began the Ponzi Scheme, that is alive and well today with multiple variations on the original theme.
One such variation is the very popular pyramid sales scheme, where individuals are seduced to become part of a plan for the sale or distribution of goods, services or other property, and wherein they acquire the opportunity to receive monetary compensation, which has little to do with the volume or quantity of goods or services sold but rather on the number of additional persons that could be recruited to join the plan.
The author devotes considerable print to these schemes, as well as making reference to the abundance of jurisprudence that defines and outlaws these plans.
Anyone wishing to protect himself or herself, would do well in thoroughly reading the concluding chapter. It is here where we are given some very sound advice- to be wary of get rich schemes, watch out for deals that offer high yields, if you do not understand the investment, stay away from it, seek professional advice before investing in anything and check out who are the promoters.
Walsh has a sharp eye as to important details, and with his wide use of informative examples, readers receive a comprehensive understanding as to just how wide spread these fraudulent schemes are and how not to be seduced by them.
Norm Goldman, Editor Bookpleasures.com
As relevant today as it was in 1998.......2005-04-06
Some books may not be particularly recent publications but deserve renewed attention and ongoing recommendation in light of modern events or contemporary concerns: James Walsh's You Can't Cheat An Honest Man: How Ponzi Schemes And Pyramid Frauds Work...And Why They're More Common Than Ever is one of them, focusing on how pyramid frauds work, why they're common, and how to avoid scams and cons. The scheme name may change but the scheme is the same: it involves case studies in greed and exploitation, outlined in You Can't Cheat An Honest Man so that investors may learn from the woes of the 'taken'. As relevant today as it was in 1998.
Not All MLM's Are a Pyramid Scheme !.......2004-05-11
Alot of people think that network market is a semi-legal pyramid scheme, but not all network marketing companies are a pyramid. If many of you do your research, you'll see that companies such as life plus, melaleuca, market america, etc. are true network marketing companies they'll really compensate you if you refer people to their company & products. Before anyone pre-judges a network marketing company, do your research on each company, plan, products, etc. The true pyramid schemes are the one's that you get in the mail that ask you to send between a $1 - $5 to each name & address, and in return, you'll make millions within a few months...that's a true pyramid scheme, I know because I've lost money to these pyramids through the mail. I now know how to tell the difference between a pyramid & a real opportunity. These pyramid schemes give real & great network marketing companies a bad reputation. So again, do your research on a company before enrolling or sending out money. There are truly real gold mines out there, so please do your research by reading articles on them, and check the Better Business Bureau (www.bbb.org) . Thank you.
Ponzi Schemes everywhere..........2002-08-12
This book explains ponzi scheme after ponzi scheme, in an interesting, informative way. The people who run these schemes (called "perps") use seemingly endless variations but it all comes down to the same thing: robbing peter to pay paul. The perp offers a guaranteed return on investment, usually an outrageous amount, usually in a short period of time. The explanation for why the perp can give this huge return is basically a varation on the same theme: he has an investment vehicle that will return him even bigger profits then what he's giving you but he needs your money to expand his operation.
Just a few problems with this. First of all, the activity that the perp claims to me making these huge profits from are usually just a cover to take people's money. If the perp actually does use the money for some kind of trade or investments, he typically looses in much of his trading or, even if he is good at it, he has too much money flowing in from the "investors" to keep up. The money just comes too fast even if he has good intentions so...
Here comes robbing peter to pay paul, in other words, paying early investors with later investors money. Its always doomed to fail because it is based on continual growth that cannot possibly be maintained. Ponzi scemes can still last for years however, depending on many factors. This book beautifully explains these things in example after example.
This book also talks about multi-level marketing and pyramid schemes in depth. Also, what should you do if you have been taken by a ponzi scheme? This book offers a number of chapters of advice.
One of the most important points this book makes is that the biggest ponzi scheme of them all is run by our own government. This is the politically untouchable program of Social Security!
Interesting journey into the depths of stupidity.......2002-04-08
If you've ever wondered how pyramid schemes get started and how they unravel, this book makes an interesting read. You will be both amazed and appalled at the mass stupidity involved in getting these schemes off the ground. However, you might feel a little foolish yourself when the author points out that our very own Social Security System is a textbook Ponzi scheme.
Book Description
Most salespeople, and people in general, have poorly developed listening and communication skills. Most of us can, with some practice, ask a few questions, but we don't know how to truly listen. Value Match Selling(TM) unlocks the key to successful sales by providing a solution to this communication problem. Proven, powerful, and effective, Value Match Selling is designed to help any salesperson discover and personally connect with the values of others. Based on the principle that everything people do and say can be traced back to a core value and emotion, it acknowledges the truth in the saying: "People buy on emotion and justify with the facts." In this book, Will Nowell-President of Service TRAC-explains, step by step, how to master the Value Match Selling technique. He reveals secrets that will enable you to listen in a new way; a way that lets you maintain control of sales situations yet also allows customers to share their innermost feelings, desires and concerns, and finally, what they truly want. Learn how to: Use the hidden power of words to discover values Master new skills that allow you to control any sales situation Determine whether or not others are being honest Listen for the code words that indicate you are moving through the sales process at the right speed Build rapport in the first 60 seconds Make the sale in the first five minutes Overcome objections before they are expressed Cut your sales time in half and double your closing ratios Master the phone as a sales tool
Will Nowell invites you to take his personal challenge. Master and practice Value Match Selling and your work and life, will improve dramatically.
Customer Reviews:
Great resource........2005-07-17
First of all in the interest of honesty, I have worked for Dr. Mckay in England. In the 25 years I have known him, I have benifitted from his advice on many issues and I even named my first born after him.
This book is a great resource on several levels. It is a thought provoking read. It is written in a manner that can be used as a text book or as a suppliment for seminars. It can be used in the family as a dinner convesation guide. In particular, that is what it reminded me of, was dinner at the Mckay's, where I have had the priveledge a few times of being in some of those pick an issue apart conversations. I envy his University students that get to be involved with such at school.
In any case, the advice contained in this book could have helped me reconcile issues that drove me to leave the world of corporate management years ago. I f you are interested in the ideas of being an ethical manager, this book is a must read.
Average customer rating:
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Book Description
This is the 20th century story of Toledo Scale, beginning with their fight for laws to outlaw dishonest scales. It's the story of the inventors, leaders, craftsmen and technical breakthroughs, from the first year of the century up to current times.
Book Description
In Just Be Honest, you will learn that honesty is not only the best policy; it's the easiest and most effective way to communicate. You'll learn how to be honest with others and how to get them to be honest with you. You will learn how to use honesty as a tool to get immediate and dramatic results with anyone regardless of their backgrounds, needs, personality or personal agenda. You will learn how to eliminate communication breakdowns and personality conflicts, prevent problems before they occur and get the bottom-line results you desire--quickly and painlessly. You will learn why the two most commonly used "communication strategies" never work and what you can do instead.
Just Be Honest is packed with profound, yet easy-to-implement strategies and treasures guaranteed to help you immediately.
Customer Reviews:
To the point.......2007-03-13
"Just Be Honest" is a great resource for home and for work. It's a little book that provides a punch right from the start. You don't have to read page after page of filler. I found it useful immediately.
Gaffney nails it on this one........2004-11-05
With this new book Steve Gaffney takes a quantum the leap from run-of-the-mill, motivational, cheer-leader to foundation shaking visionary. The chapter on Columbo should be required reading for anyone interested in succeeding in corporate America. Using Mr. Gaffney's easy to understand strategy I was able to obtain a position in my company that I was woefully underqualified for. As an added bonus I have been able to parlay Gaffney's "Authentic Communication Strategies" into a very active sex-life. Needless to say my "calendar" is full...With quite a bit of variety...If you know what I'm saying.
Just went to the seminar!.......2004-03-25
The company I work for paid for our entire division to attend his seminar. It's simply amazing how much we don't know about effective communication. Just last night I utilized his strategy and it worked flawlessly. I HIGHLY RECOMMEND this!
Simple yet effective.......2002-08-08
Steve Gaffney has captured the essence of communication and he shows, in simple terms, how to effectively deal with the most common problems that affect our professional and personal relationships. His vivid examples and practical suggestions come together in an easy-to-read book full of helpful information. I would recommend it to anyone who regularly communicates with others!
Just Be Honest.......2002-07-15
This book is awesome!
We'd have a lot less problems in this world if everyone read this and implemented the simple steps Steven points out.
The book will help you in all facets of your life!
Books:
- Crafting and Executing Strategy : The Quest for Competitive Advantage - Concepts and Cases (Strategic Management: Concepts and Cases)
- Crafting and Executing Strategy : The Quest for Competitive Advantage - Concepts and Cases (Strategic Management: Concepts and Cases)
- Crafting and Executing Strategy : The Quest for Competitive Advantage - Concepts and Cases (Strategic Management: Concepts and Cases)
- Critical Chain : A Business Novel
- Customer Relationship Management: A Strategic Imperative in the World of E-Business
- Data Analysis and Decision Making with Microsoft Excel (with InfoTrac and CD-ROM)
- Data Analysis and Decision Making with Microsoft Excel (with InfoTrac and CD-ROM)
- Data Analysis and Decision Making with Microsoft Excel (with InfoTrac and CD-ROM)
- Day Trading the Currency Market: Technical and Fundamental Strategies To Profit from Market Swings (Wiley Trading)
- Design for Six Sigma : A Roadmap for Product Development
Books Index
Books Home
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