Book Description
This straight-from-the-hip handbook by bestselling author and self-made millionaire Harvey Mackay spells out the path to success for readers everywhere. They will learn how to:
- Outsell by getting appointments with people who absolutely, positively do not want to see you, and then making them glad they said "yes!"
- Outmanage by arming yourself with information on prospects, customers, and competitors that the CIA would envy - using a system called the "Mackay 66."
- Outmotivate by using his insights to help yourself or your kids join the ranks of Amercia's one million millionaires.
- Outnegotiate by knowing when to "smile and say no" and when to "send in the clones."
This one-of-a-kind book by a businessman who's seen it all and done it all has sold almost 2 million copies, and is the essential roadmap for everyone on the path to success.
Customer Reviews:
Uncle Harvey Sets Us Straight.......2007-10-05
Wily ol' Harvey MacKay is a prototypical midwestern multimillionare. This means that even at his most Machiavellian, he comes across as a charming, down-to-earth folksy everyman - just the sort of person James Stewart used to play. This is Mr. MacKay's first book and it's well-worth reading for anybody who'd like to know more about why some people succeed in business while most fail. Some may dismiss many of Mr. MacKay's advice as merely 'common sense' but given that so many of us fall short of financial and personal success I doubt that the knowledge in here is all that common.
On the positive side, we have a successful business leader who stresses the importance of ethics, personal integrity, and steady hard work. I've rarely encountered a management or business-oriented author who stressed strength of character as much as Mr. MacKay does. He also tells personal anecdotes with a refreshing lack of swagger. This book may have first been written in the 1980s but Harvey MacKay does not reflect the Era of Greed at all. It's little wonder he's in demand as an inspirational public speaker, and that he still publishes a weekly advice/inspiration column.
Of course, in any book this old, there are bound to be dated sections and those are the only real negatives. Mr. MacKay's hiring practices (in which employees are visited and interviewed in their own homes so that he can learn more about their family values, yet in which no one calls to verify personal references) would raise a lot of eyebrows today. There's also an over-reliance on sports analogies. Other reviewers have noted this but I would like to add that Mr. MacKay's love of sports anecdotes reflects his age, because sports heroes and coaches of the past were not the money-driven free agents of today.
In sum, this would be a good graduation gift, or a welcome present for anyone beginning a job within the corporate world. Unlike many advice books, I left this one not only with good advice but also with a sense of who the author really was. And, I have to say, I enjoy Harvey MacKay a lot.
Outstanding.......2007-08-04
It is impossible for a first time writer to come up with a business bestseller that gives out no-nonsense advice. But then, this is Havrey and he does push the envelop when it comes to enthusiastic salesmanship.
A Must Read For Business .......2007-05-14
This is Harvey Mackays first book, and true masterpiece. This book has so much information on how to navigate your career that it is sure to have an impact on you. Harvey has built two successful careers (the envelope business and as one of the country's highest sought public speakers) by living the advice in his book. This is not theory, it is all examples of things that he has done regularly throughout his life that have lead him to great success.
This book ranks as one of the business world's "Must Reads".
Harvey Mackay is the best!.......2007-02-21
All of Harvey Mackay's books are AWESOME! I love listening to his audio books....he has a good voice and they have helped me very much in relationships in my business! Highly recommended book...and author!
great and nice to read!.......2006-08-08
Mackay really knows how to write an interesting and enjoyable book. I read it within 3 days as some of the rules are very intuitive to understand! Good book!
Book Description
A practical, hands-on primer on helping schools and families work better together to improve children's education.
Countless studies demonstrate that students with parents actively involved in their education at home and school are more likely to earn higher grades and test scores, enroll in higher-level programs, graduate from high school, and go on to post-secondary education. Beyond the Bake Sale shows how to form these essential partnerships and how to make them work.
First published by the National Committee for Citizens in Education in 1986, Beyond the Bake Sale went on to sell more than 50,000 copies in nine editions. Packed with tips from principals and teachers, checklists, and an invaluable resource section, this updated and substantially expanded edition reveals how to build strong collaborative relationships and offers practical advice for improving interactions between parents and teachers, from insuring that PTA groups are constructive and inclusive to navigating the complex issues surrounding diversity in the classroom.
Written with candor, clarity, and humor, Beyond the Bake Sale is essential reading for teachers, parents on the front lines in public schools, and administrators and policy makers at all levels.
Includes answers to these questions:
• What is a family-school partnership supposed to look like?
• How can schools and families build trust instead of blaming each other?
• How can involving parents help raise students' test scores?
• How can teachers relate to families who don't share their culture and values?
Customer Reviews:
Demonstrating how to move research to practice.......2007-06-25
I will not be surprised when Beyond the Bake Sale becomes referenced as the quintessential book on parent participation. The book not only takes a widely researched topic and presents it in an organized, easy to read format, it also reads like a how-to book rather than a textbook, making the topic much more approachable.
Beyond the Bake Sale became a resource to me and participants in a recent study I did with parents of children who have disabilities, educators, and school leaders. During the study participants worked to discover parent participation techniques that would open doors to both parents of children with disabilities and educators within their schools. At the end of the study, I was able to provide each participant with a copy of this book along with a list of suggested pages that fit the needs of each individual school site. The participants were overjoyed to receive the book and many (both parents and educators) have already e-mailed me saying they appreciate the way the book presents the information. Based on the feedback of others and my own reading, Beyond the Bake Sale is not only informative, it is inspirational.
Fantastic resource.......2007-03-28
No more excuses for not engaging parents in their children's education! This book provides essential information for every educational leader, teacher, or parent who wants to break down the barriers to parent involvement. Every page is a gem, filled with valuable insights and clear strategies.
It couldn't be any better.......2007-03-19
This is the book I have been waiting for! If I could give it 6 stars, I would. Six years ago I attended a workshop on parent involvement with Don Davies and Karen Mapp as presenters and it changed my life. Since then I have been working in my children's schools and in the community to establish home/school /community partnerships. Over the years I have collected three files drawers full of materials, one full shelf of books and another full shelf of binders filled with things I downloaded from the internet. I've read it all and I will tell you that this book represents the very best of it in one concise, easy-to-read, and easy-to-follow volume.
It's all here: the research(presented in an approachable manner), background on the implications of No Child Left Behind on how schools must interact with parents, case studies, tools for evaluating where you are, instructions for creating action research teams( which I have used with great success), a section on the value of parents in the arena of advocating for school improvement, and a comprehensive list of resources which are accessible to anyone with a computer and a desire to improve their schools.
I never read Anne Henderson's first Bake Sale book, but I did have the opportunity to see her speak. Her depth of knowledge in this area is incredible and her ability to make the information accessible to her audience is exceptional. All of that comes through in this book. If you want better parent involvement in your schools, start by reading this book.
Should be required reading..........2007-02-22
This is the book I've been looking for since my daughter entered the public school system a year and a half ago! As an active and involved parent, I was eager to get involved at her school. I volunteered regularly in her classroom, I attended all her events (those in the classroom and those that were school-wide.) I joined PTO and attended meetings regularly. I served on planning committees and contributed to fund-raisers. Still, I lacked a way in to what seemed like a very tight system of parents and teachers working together. I felt as though I didn't have enough experience to know what was approriate to talk about where and when. I didn't have the confidence (even after being a teacher myself for five years) to ask the questions I wanted to ask about the way our school worked.
The transition to first grade was not a smooth one for our family. My daughter's teacher was a first-year teacher and lacked the experience she needed to keep the lines of parent-teacher communication wide open. Our concerns snowballed quickly and we were ready to pull our daughter out of the school system and look for alternatives when I found this book.
This book presents advice, tips, and plans for teachers, parents, and administrators to begin working towards collaboration and cooperation in the school setting. Our children can only benefit from having more people on their teams! I want to be recognized as an important member of my daughter's team. This book has given me tips on ways to get my daughter's school to see me that way (beyond the basics I was already doing.) I found the list of questions to ask at conferences or in meetings to be particularly helpful as ways in to a conversation with my daughter's teacher even when nothing is going wrong.
My experience has been that teachers and administrators all say the same thing. They know that family involvement is integral to student success and they urge parents to get involved. However, when it comes down to the actual work of providing those opportunities many teachers fall short.
I am meeting with our principal next week and I plan to bring this book as a donation to the school. I hope the administrators will pass the title along to the other teachers and staff at our school. I will bring another copy to the next PTO meeting, and hopefully we will start to work towards change from there. I want to give this book to every parent I know! One parent, teacher, principal--one school at a time--that is how we will transform.
Amazon.com
This is Moore's second book expounding his high-tech marketing theories, focusing on what to do when you've followed his advice in Crossing the Chasm so well that customers are beating down your door and crawling in the windows, putting your business into a new lifecycle stage: the mass market.
Book Description
In this, the second of Geoff Moore's classic three–part marketing series, Moore provides highly useful guidelines for moving products beyond early adopters and into the lucrative mainstream market.
Updated for the HarperBusiness Essentials series with a new author's note.
Once a product ⢲osses the chasm⟩t is faced with the ⳯rnado,⟡ make or break time period where mainstream customers determine whether the product takes off or falls flat. In Inside the Tornado, Moore details various marketing strategies that will teach marketers how reach these customers and how to take advantage of living inside the tornado in order to reap the benefits of mainstream adoption.
Download Description
The bestselling guide to the high-stakes world of high tech--now in paperback! Exploring the new high-tech landscape and its implications for business strategy, Geoffrey Moore provides highly useful guidelines for moving products beyond early adopters and into the lucrative mainstream market. From marketing to overall business strategy, Inside the Tornado is a must-read for anyone in the high-tech business.
Customer Reviews:
Inside The Tornado.......2007-08-03
Classic textbook style. Lots of charts and good information. Moore's writing style is basic academic but available nevertheless. If you do marketing in a fast-growing busines or emerging market, this is an essential part of your toolkit. The paper and printing are pocket paperback quality.
WOW!.......2007-06-11
Granted I haven't yet read the predecessor to this book, Crossing the Chasm, but this is the best business book I have read focusing on the external aspects of business. Most business books focus internally - what you and/or your company needs to do. This book takes the approach that what one does has a dependency on what's going on with the market.
The market, as defined in Crossing the Chasm, and repeated here, is divided into five sections/phases - Innovators (techies), Early Adopters (visionaries), Early Majority (pragmatists), Late Majority (conservatives), and Laggards (skeptics). Each of these groups has it's own needs that must be addressed. The predecessor deals with the "chasm" between the Early Adopters and the Early Majority. This book focuses on the tornado that occurs when a company/product gains traction with the Early Majority.
This book also borrows the concepts of "value disciplines" from "The Discipline of Market Leaders" and applies it to the various sections. There are three, somewhat mutually exclusive, disciplines - product leadership, operational excellence, and customer intimacy. It shows how initially the keys to success are focusing on product leadership and customer intimacy. Then, in the tornado, product leadership and operational excellence are key. Then, on main street, operational excellence and customer intimacy are critical.
The big challenge for people and for companies is, as with a manual transmission, shifting gears. This book does a fantastic job of explaining the changes needed at the different times, as well as how to determine when one reaches those times.
Excellent book for the technology market.......2007-05-03
Inside the Tornado is very insightful and descriptive of the technology life cycle and the experiences of a company throughout each phase. Each phase has its own dynamic of what is required of the product for success, the competition involved, roles as they relate to competition and positioning, and the leadership required throughout. Even though Inside the Tornado was written more than ten years ago, the overarching principles still apply as new technologies are created, adopted, and later replaced with a new paradigm to disrupt the market and start the cycle over again.
One of the best business books.......2006-02-20
This is probably the best and the most complete of the 3 books written by Geoffrey A. Moore. It is also one of the best business books that I have read in the past 5 years (I read a lot) . This is one of the few books that clearly states how that strategies that companies follow while crossing the Chasm differ from those while they are in the tornado or a mass adoption. It takes an indepth look at the general principles that an entrepreneurial venture should focus at during the inception stage including strategies for product design and deciding which verticals to target. It also describes how start up companies made their first sale and how they moved on from one vertical to another. And then how the very same companies adopted their products when the tornado arrived. In essence, it tells why and how companies like Oracle and Lotus could hold their ground and live under the radar in the presence of bigger rivals and how they outdid them.
This book is an exceptional resource for any Entrepreneur and business development manager or someone starting a new venture. I would highly recommend this book if you are an investment manager and invest in growth companies for this book gives you a yardstick to measure the progress of start ups and new ventures.
An AWESOME thought-provoker on high-tech strategy.......2005-12-13
Thankfully, this is NOT littered with platitudes and meaningless anaologies, the hallmarks of 99% of the latest-and-greatest business books. Especially since it was written in 1999, Moore's is an incredibly insightful and prophetic book on strategy for the high-tech industry. He was predicting cutting edge changes then that are coming into reality today in 2005. The book is much more descriptive than prescriptive though, and is best used as a tool to instigate discussions about corporate strategy, rather than as a checklist for strategic implementation.
I help run an online software development company and although it isn't exactly "high tech" I still found the vast majority of it very helpful and the rest of it fascinating. Market shifts are demanding broadband wireless Internet everywhere--free. Companies are shifting towards web-basing software applications. All very relevant to my business.
The book is well written, an easy and moderately fast read, and very accessible by anyone who is technology-savvy enough to at least hold an email address. Yes, buy it. Buy the paperback and save money.
Short Synopsis: In the infancy of a market, products need to be highly tailored to meet the psychological and technical needs of leading edge techno-geeks; nothing new here. When a company wants to take that product and make it marketable to the middle majority--where the biggest money sits--it requires a commitment to discipline and shift its strategy in order to do so. The emphasis shifts intially to identifying a single niche segment and creating a comprehensive, tailored product, that meets all of their needs--create the "whole product" by using partners and 3rd party services to patchwork the thing together. Then, stop tweaking the product. If that works, pick related niches and go after them the same way, creating the "whole product" for each of them. Once people at large are comfortable enough to make the paradigm shift for that market (this all deals with new, high-tech changes) and start doing so en masse, the strategy must completely shift again to a ship-first / fix-the-product-later mentality in a mad, market share scramble. At this phase, you are "In the Tornado." Lots of examples of successful and abysmal strategies used by high tech companies whose names are familiar to everyone, at each stage mentioned above.
Book Description
Effective marketing can mean the difference between runaway successes and costly flops. Covering everything from customer programs to ad campaigns to sales promotions, this is every marketer’s hands-on guide to turning opportunities into profits.
Customer Reviews:
Simple and Effective Marketing Strategies.......2007-03-25
There are many books in my library devoted to more specific areas of marketing, but this is hands-down my favorite for covering the basics. It provides the information in a simple and easy-to-use format, and also includes plenty of references for additional reading.
Chapter 1 covers the basics of business strategy, alignment of marketing strategy with business strategy, and explains the changes in the phases of the product or service life cycle.
Chapter 2 discusses marketing plan creation, elements of marketing mix, applying the mix to a target market, paths to customer, placement and promotion.
Chapter 3, my favorite due to its research focus, discusses formal and informal methods of market research, the research process, and methods for analyzing customer preferences. This chapter also stresses the importance of utilizing those individuals who work closely with clients for informal research. It also includes tips on making a marketing-oriented company's workforce more outward-looking, such as sending technical people to key conferences, having them continually scan the literature and industry news, and sending them on customer calls with sales reps.
Chapter 4 focuses on market segmentation, as well as the basics of multifactor, relevant and effective segmentation, targeting the right segments, and positioning the product or service in the minds of customers.
Chapter 5, Competitor Analysis, explains how to identify and size up competitors according to strengths and weaknesses, as well as how to understand the five forces that make markets attractive or unattractive.
Chapter 6 discusses brand differentiation, and explains how commodity products and services are differentiated, approaches to differentiation, and differentiation through branding.
Chapter 7 discusses "The Right Customers", and includes information on understanding how customers differ in economic value, how to focus customer acquisition and retention resources, identifying sources and causes of defection, and gaining a greater share of the wallet.
Chapter 8 is devoted to new product development. It discusses horizontal and vertical product line extensions, NPD process, the stage-gate system for go-no go decisions, and the important role of marketing in the development process.
Chapter 9 is devoted entirely to pricing, and includes helpful information on cost-plus pricing, pricing and the experience curve, pricing for "snob appeal", stealth price increases, price promotions, pricing and customer-perceived value, and pricing throughout the product life cycle.
Chapter 10 talks about integrated marketing communications, including the six steps of the purchase decision, key communication vehicles, the six "M"'s of marketing communications, and guidelines for coordination.
Chapter 11 delves into interactive marketing, and discusses online commerce, e-mail campaigns, and best practices for web-based merchandising.
Of special interest to companies doing business in multiple countries and cultures, Chapter 12 goes into "Marketing Across Borders". It covers standardized versus customized products, successes and failure among "world" products, and control of global marketing decisions.
Chapter 13 discusses the future of marketing. It goes into the importance of delivering on marketing promises, growing fragmentation of U.S. markets, accountability for results, and ethical marketing behavior.
My only (minor) criticism of this book is that, in spite of the prominence of the word "toolkit" in the title, the appendices include only 3 actual tools. In my opinion, the information provided in the above-described chapters is far more valuable than the tools.
Book Description
Mary Schaeffer is considered an industry expert and writes a newsletter that focuses on credit, collections, and accounts receivable.
* Provides an overview of the credit, collections, and accounts receivable functions for senior level managers.
* Provides tips and techniques as well as case studies.
* Shows how to stream line the credit process and how to make this area as efficient as possible.
Book Description
In this must-have book for eBay entreprenuers, eBay experts reveal how to reach the more than 100 million registered users and catapult your sales. Learn how to make listings stand out, inspire buyer confidence, close a sale, and keep customers coming back. An eBay University Instructor, a Fortune 100 marketing specialist, and an eBay PowerSeller offer valuable marketing insights and tried-and-true techniques for propelling eBay sales to the next level.
Customer Reviews:
Janelle knows her stuff.......2007-06-14
A Gotta Have book if you are planning on Marketing an eBay business. Great reference for the experienced eBayer.
One of the Best.......2007-01-31
I've been selling on ebay since July 2005. Part time. I've read 8 books on ebay. This is one of the Best. I have not had time to use the info in it. But have tried to impliment some of the tips. It is full of great ideas and sources of the kind of information one needs to be successful on ebay. I highly recommed it.
Fun to read.......2006-06-25
This book is hardcore. Give a lot of info and can save painfull hours of try-and-faild. You need to read it.
And I thought I knew a lot about Ebay.........2006-04-11
I have been selling on Ebay for over 2 years. But after reading this book I realize how little I knew about marketing my product. This little gem contains very valuable information about making the most out of Ebay's competitive marketplace. This book is interesting to read and gives clear step by step instructions for changes you can make to Market your Ebay items. Like I said, I thought I knew a lot about Ebay but I was surprised by how much I learned from this book!
It should be called: 8 essential steps.......2006-02-22
Buying this book should deffinitely be one of your steps on your road to eBay success. One page at a time, I am getting there...only about a month with eBay selling and I, put up a store front, created my about me page, customized my settings for invoices and emails to customers, and made over $400 dollars in sales...not bad for a rookie just getting through the details. Hope it will flow smoother once all the details are out of the way. [...]
Book Description
"It is easy in the tumult of our everyday lives to ignore the client's words and needs as we struggle to promote our own interests. Easy, but dangerous. . . . Operating our business in the client's interest is the pivotal element in a successful marketing strategy. Marketing, in turn, is a mandatory investment in your business. It pays dividends immediately and in the long term. It will carry you to liftoff."-Dan Richards
Achieving success as a financial adviser is no longer just a matter of aggressive salesmanship backed, hopefully, by a good track record. Today's clients are highly knowledgeable about their investment options, and they aren't shy about letting you know it. They expect you to be extremely attentive to their unique financial concerns, and they are much more likely to switch advisers if they sense they are not getting the sincere commitment they feel they deserve. That's why, in today's competitive marketplace, building a successful financial services practice is all about forging long-term relationships with clients built on attentiveness, empathy, and trust. And, as expert Dan Richards explains in this groundbreaking guide to finding and keeping clients, the key to cultivating such relationships is marketing-the art and science of defining what clients really need, and then letting them know that you can satisfy those needs, now and in the future.
Drawing on his extensive experience as a consultant to many of North America's most successful financial service providers, Richards arms you with proven tools and techniques for building a steady and devoted client base.
From using print, broadcast, and other media to market your services, to making the initial contact, from automating the prospecting process, to performing target marketing, he outlines an array of surefire client-getting techniques.
With the help of scenarios and sample dialogues, he helps you to develop and sharpen the skills needed to build lasting relationships with clients once you've gotten them. For instance, you'll learn how to become a better listener and interpreter of client concerns, as well as simple methods for systematically gathering and effectively responding to client feedback.
Dan Richards also provides a complete program for seamlessly integrating the tools and techniques described into a successful client-centered practice tailored to your unique style and professional goals.
Getting Clients, Keeping Clients is a complete guide to surviving and thriving in today's increasingly competitive financial services market.
A complete program for building a steady and devoted client base
Getting Clients, Keeping Clients
In this groundbreaking guide, expert Dan Richards explains why marketing is the key to thriving in today's more competitive financial markets. He provides you with the powerful client-centered marketing know-how, tools, and techniques to connect with today's more savvy, demanding, and value-conscious clients.
Praise for Getting Clients, Keeping Clients
". . . teaches advisers how to be profitable and ethical at the same time."-Investment Executive
". . . a book most independent financial advisers will want to read."-The Financial Post
". . . many ideas in the book that will help keep existing clients while generating new business."-Research
Customer Reviews:
A book power packed with info.......2006-07-28
This book is filled to the brim with useful info for someone who is aspiring to be a financial adviser.
This author has used his wealth of experience to impart knowledge.
The chapters are short and sweet. The book is well divided. It teaches you how to become a true financial adviser.
It even teaches you how to find and keep your clients
What a book!.......2002-07-07
I read this book from cover to cover and dog eared nearly every page. Dan Richards thoroughly covers topics such as: target marketing, prospecting, putting the customer first, getting referrals, conducting evaluations of your service, networking, managing a large client base and even firing difficult clients; and of course, everything in between. There are so many magnificent and expertly covered ideas in this book, you might feel overwhelmed with excitement and anxiety after finishing the book. Never fear, Richards touches on how you can implement many of the ideas in his book one or a few at a time without going overboard.
I will advise that this book is geared more towards the advisor with a year or more in the business (e.g. it does not cover cold calling), however, novices will pick up many ideas that will be useful in dealing with clients from the outset and in growing a practice effortlessly.
As an aside but also important, the central tenet of this book is similar to the ideas covered in Dale Carnegie's "How to Win Friends and Influence People." Both are highly recommended.
Useful.......2000-04-14
Dan Richard helps you understand the evolving consumer, describing ways to attract new clients and how you can develop a trusting relationship. The book also talks about maximizing client referrals, doing bussiness with people you know and running effective seminars
Book Description
A direct sales superstar offers his tips on how to manage and grow quotabusting sales teams
One of today's fastest-growing enterprise sectors, direct sales employs 10 million people. Of that number, 2 million are managers. The most respected name in the business and a living legend, Michael Malaghan has done more than $2 billion worth of direct sales business over the past decade. In Making Millions in Direct Sales, he shares what he knows about assembling, managing, and motivating supercharged sales teams. Managers and those who aspire to become managers learn:
- Eight essential activities every direct sales manager must master
- 14 great motivators every sales manager should know
- How to combine sales contents and commissions in a unified motivational system
Download Description
A direct sales superstar offers his tips on how to manage and grow quotabusting sales teams
One of todays fastest-growing enterprise sectors, direct sales employs 10 million people. Of that number, 2 million are managers. The most respected name in the business and a living legend, Michael Malaghan has done more than $2 billion worth of direct sales business over the past decade. In Making Millions in Direct Sales, he shares what he knows about assembling, managing, and motivating supercharged sales teams. Managers and those who aspire to become managers learn:
- Eight essential activities every direct sales manager must master
- 14 great motivators every sales manager should know
- How to combine sales contents and commissions in a unified motivational system
'
Book Description
Each year in North America, more than 13 million people participate in network marketing, selling tens of billions of dollars of goods and services. The top moneymakers in the business take home six or seven figures. Wouldn't you love to know how they do it? With 15 Secrets Every Network Marketer Must Know, you will!
Written by top expert marketers Dr. Joe Rubino and John Terhune, this practical, one-of-a-kind guide explains fifteen key network marketing principles—the core secrets to unlimited success. The principles, strategies, and tactics presented in this book will help you maximize your personal effectiveness, attitude, and behavior as you build your dynasty on a solid foundation that will ensure it will last long into the future. Based on proven, time-tested strategies and the long experience of two well-known and extremely well-qualified authors, this book is an indispensable tool for every network marketer, even those just starting out.
15 Secrets Every Network Marketer Must Know will put you on the path to real wealth with step-by-step guidance on:
- Getting yourself into a successful frame of mind
- Using failure as an advantage
- Mastering self-discipline and resisting the urge to quit
- Developing long-term goals that drive your daily activities
- Building and finessing a great, moneymaking list
- Developing great leaders and associates
- Following up effectively
- And much more
Download Description
The inside secrets of the world's top network marketers Each year in America, more than 10 million people participate in network marketing, and the network marketing industry sells tens of billions of dollars of goods and services. The top moneymakers in the network marketing business bring in massive wealth. Millions of people would love to know the secret to that kind of success and now they can! Written by two of the top experts in network marketing, 15 Secrets Every Network Marketer Must Know shares with readers 15 key principles the core secrets to network marketing success. The principles, strategies, and tactics presented in this book will help network marketers maximize their personal effectiveness, attitude, and behavior as they build their dynasties. Based on proven, time-tested strategies and the long experience of two well-known and extremely well-qualified authors, this guide is an indispensable tool for network marketers everywhere.
Customer Reviews:
If you're involved in MLM ... a good read with great points.......2006-09-11
Never been successful at this stuff but always interested and intrigued. On this one I wasnt disappointed. The 15 points the authors outline arent new certainly but they are necessary if you are to succeed as they have. IT was right on as far as I could see and it kept me interested and moving. Their advice was practical and grounded in their real world experience. Liked what I got from this
Never have to look back!!.......2006-03-23
This book is so clear and concise that I carry it around with me all the time. I am new to the business and can tell you that it complements to the max any coaching I have received.
Joseph Montoya
15 Secrets Every Network Marketer Must Know : Essential Elements and Skills Required to Achieve 6- and 7- Figure Success in Netw.......2006-03-20
I found it very enlighten and would recommend it to anyone in the network field. I have purchased other Vitale's books and always learned something from them.
15 Secrets Every Network Marketer Must Know: Essential Elements and Skills Required to Achieve 6- and 7- Figure Success in Netwo.......2006-03-20
This is one of the best books I have read on the subject of Network Marketing. It tells you step-by-step what you need to do to ensure success. You will learn in short order if this field is a good match for you.
Joe Rubino & John Terhune are very professional in their approach and are extremely successful experts in this field.
If this was a movie, it would be TWO THUMBS UP!
Review of the secrets every network marketer must know.......2006-03-20
This book is very timely for those of us who are new in networking. I found so much that is good for me to put into action. The book is easy to read and, for the most part, takes care of the questions I came up with, as I read the book. The only reason I give it four stars is because, as I was reading there were a few questions that I didn't have answers to until the end of the book. I would recommend this book to anyone in multi-level sales.
Average customer rating:
- A Formula for Six-figure Success
- Practical advice laced with real insight
- Well written Book, practical and effective
- 335 Ways to Make Your Professional Services Business Succeed
- Great Sales Book
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Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business
Suzi Pomerantz / Innovative Leadership International
Manufacturer: HRD Press, Inc.
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ASIN: 0874259347
Release Date: 2006-09-01 |
Product Description
Learn how to network, market and sell your professional services Seal the Deal The Essential Mindsets for Growing Your Professional Services Business By Suzi Pomerantz How do successful coaches and consultants make money and make a difference? You have to be good at networking, marketing and sales. That's why Seal the Deal belongs on any new or experienced professional's desk. It will help you avoid pitfalls made in all three of these key areas and increase your effectiveness. In this unique book, you'll follow the conversations of author and super coach Suzi Pomerantz and several of her coaching colleagues. Each chapter starts with part of an actual transcript of a telecourse session. You'll get to know the participants, their fears and successes and their experiences as they learn the same process you ll be learning. Get on the proven path to sealing more deals and succeeding in your business Each chapter is a step in the author's 10-step proven process for developing new business: · Demystifying selling and distinguishing networking, marketing and sales · The sales process, targeting prospects and branding · Calling prospects and setting up the first meeting · Handling gatekeepers and objections · The client meeting as a chess match · Following-up and tracking · Proposals, pricing and contracting · Networking · Lessons-learned meetings and expanding the sale while serving the client · Building business and the art of referrals Also included are worksheets, templates, samples and tip sheets the tools anyone who sells services or ideas inside or outside the organization needs to build a successful business through clients and referrals.
Customer Reviews:
A Formula for Six-figure Success.......2007-09-24
Entrepreneurs looking for a way to differentiate themselves in an overcrowded marketplace have a new handbook, and it's needed by the many service professionals who soon realize that substantial industry expertise and impressive talent are simply not enough.
In Seal the Deal, Suzi Pomerantz takes talented entrepreneurs behind the business-building curtain and gives them a formula for six-figure success. By teaching the reader how to use marketing, sales and networking in strategic concert, and how to weave individual success strategies into a comprehensive, proven success formula, Seal the Deal empowers entrepreneurs with a logical and manageable system for substantial growth.
Jennifer Kalita The Home Office Parent: Raising Kids and Profits Under One Roof
Practical advice laced with real insight.......2007-09-04
Susi Pomerantz's Seal the DealSeal the Deal: The Essential Mindsets for Growing Your Professional Services Business is an excellent resource for any small businesss coach, consultant or trainer who needs to go out and win work from clients.
It's a combination of practical wisdom - a boatload of templates and processes for you to follow and/or adapt - combined with insight from transcripts of group coaching calls Pomerantz lead around this topic. You get a sense of real people expressing real issues - and then getting the practical, useful tools and resources you need to make progress.
Well written Book, practical and effective.......2007-08-22
I read the book over the holidays, and it is well written, practical and effective; Its style is different from other books in that it tries to involve the reader in the process; it pushes you to set deadlines to respect and so to develop your business immediately!
335 Ways to Make Your Professional Services Business Succeed.......2007-06-16
I'm sorry, but when an author quotes both Yoda and Yogi, they have me. And, when they quote from books I already admire, they keep me reading. Then, if they don't apologize for being themselves, they end up captivating me. Suzi Pomerantz does all of these things in Seal the Deal!: The Essential Mindsets for Growing Your Professional Services Business.
It didn't start out that way. I don't like reading business books. For me, the worst day with a good mystery novel is better than the best day with a fat business book.
So, I did what I do with most business books. I stalled. Maybe the basement needed cleaning. Perhaps the attic (do we even have an attic?!) needed more insulation. Anything to delay the inevitable.
I'm not proud that it took two hours in the dentist chair to get me to do more than skim Seal the Deal! But, those were the two hours that made it happen. I found what so many business books are lacking. Beyond the content and practical down-to-earth advice, I found principles and values I could admire.
Let's take an example. It's one thing to write this:
"If you picked up this book looking for tips, tricks, gimmicks, magic, secret formulas or other marketing wizardry, you won't find them here. There will be no manipulative or pressure techniques, fear tactics or slick shadiness of any kind. The system in this book is about honor and integrity, genuineness, authenticity and honesty."
It's another to deliver it on every one of the 335 pages of the book.
I started with her self-assessment quiz that pointed right away to my "growth potential" in salesmanship. It's not that I don't want to sell. It's not that I don't know how important selling is for our own professional services business. It's not that I haven't attended tons of sales workshops, listened to endless selling CD's and read other books about selling. Well, whatever it is, let's just say selling is not what I do best.
So, I skipped right to the chapter "Calling Prospects and Setting Up the First Meeting" and then moved on to the following chapter, "Handling Gatekeepers and Objections." The next day, I did 30 sales calls (which, for those of you with a scorecard, is about quintuple my average gross daily production).
Why was I so motivated? Because those two chapters had stuff to underline and extra worksheets and templates at the end of each chapter filled with practical, down-to-earth content. Content, that's the word. Practical stuff I could do right away - not new systems I had to spend time adopting, new software I had to spend time learning or new stuff I had to buy.
And, she supports her own ideas with the best of the best ideas from other people - books, quotations and support materials. For selling, I'd heard it said a number of ways before, but Suzi quoted Sam Horn's line from TongueFu that "a sole proprietor is a sale proprietor," and that a solo practitioner is a sales practitioner. I don't know, maybe it was the Novocain, but it worked for me.
I also felt at home in this book because some of the references were to books and authors I already knew (like Robert Cialdini's Influence and Jim Loehr and Tony Schwartz's The Power of Full Engagement) and some of the quotes were from the greatest business thinkers of all time, like Yogi Berra: "If you don't know where you're going, you'll wind up somewhere else."
In the end, maybe those 30 calls came from Yoda in Star Wars: "Do or not do. There is no `try.'"
In no small part it's the honesty and humility of Suzi's approach. She believes that we all need to be who we are and to learn how to work best with ourselves. What a concept. She must practice what she preaches, because at the beginning of her book, she thanks Felice Wagner for helping her to "shift my own mindset about sales and selling." She's herself. No apologies; no pretence.
Beyond the practical advice, you'll also find deeper, more advanced business theory. For example, in our workshops we talk about Thomas Friedman's book, The World is Flat, and how the Internet is changing everything, especially the playing field of competition. That means, today, it's not as much about competition as it is about cooperation. In her book, Suzi puts it this way: "The idea is one of collaboration with competitors, or turning competitors into partners, by building alliances and joint ventures as a business development strategy."
Her theory of how competition can be transformed into cooperation informs her entire relationship networking approach, and she believes every word of it. She told us in an interview, "The give and take of services with other professionals is the very definition of networking." Wow.
The book says coaching is a "$[...] Billion industry and second in growth only to information technology." In such a high-growth industry, it's hard to know who to trust. Read Seal the Deal!: The Essential Mindsets for Growing Your Professional Services Business. It's integrity from the coaches' corner - on every page. I know; because I'm starting over on Page 1.
Authors Note: This review was first posted on our Hidden Business Treasures of the Internet blog at [...] on April 2, 2007
Great Sales Book.......2007-06-14
I really enjoyed this book. It's a soup to nuts sales book that every sales person should read. I highly recommend it! I also highly recommend...Get More Referrals Now!
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