Book Description
Sales call reluctance is the "social disease of the sales profession." The Psychology of Sales Call Reluctance offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth.
Customer Reviews:
The Psychology of sales call reluctance.......2007-05-07
This is the absolute most worthless book on sales call reluctance I have ever read.
Good Information BUT.......2007-04-11
This is a very good book but it has parts that are in-depth and one can look at in many different ways. You must be willing to read and put into use the information and learn methods to help yourself.
Ridiculous and Insulting.......2006-04-30
I gave this book one star because there is no option for zero stars.
This book is an insult to all sales professionals. The gist of the book is that call reluctance is some type of mental disorder and all salespeople who don't want to cold call have the disorder.
But what really made me want to burn this book is the authors' suggestion that the biggest symptom of this so-called disorder is when salespeople dress very well. Excuse me? I'm sorry but in sales, your appearance counts, and to state that dressing well indicates that a salesperson has a mental disorder is nonsense! Hopkins, Gitomer, and all the great sales authors who have a track record to prove that they walk their talk will tell you to wear great clothes and that your appearance matters.
I'd like to see one of the authors walk into an appointment dressed like a slob, and get the sale.
The sick part of it all is that many sales trainers have sold out and joined the cottage industry of teaching so-called sales reluctance 'cures.' Don't waste your money on this book unless you too want to sell out and preach this garbage and stab your fellow salespeople in the back.
You can sell and self-promote.......2006-03-24
The book is not for the faint-hearted. It is a quality, academic approach to the fears and reasons we have a relunctance to promote ourselves, our business, our product.
The Athena Tech is the best testing instrument around for diagnosing what is going on in our heads to set us up for failure in sales. I give this book to clients. It's great.
Jo Anna Couch
The Corporate Educator
Executive and Business Coach
Dallas, Texas
Has helped me.......2006-03-08
This book is an interesting look at the salesman's psyche. It gives you the opportunity to figure out which of their categories you fit in and a way to fix your weaknesses. I agree that we are naturally drawn to what comes easy for us. It is harder to work on the weaker areas in your personality.
My sales ratio has improved and I think this book has helped.
Book Description
LEVERAGE THE LOANS AND FINANCING THAT CAN GIVE YOU BIG PROFITS!
You don’t have to wait for years saving up your first down payment before you start investing in real estate. Instead, you can put up a small percentage of a down payment and let a loan from the bank finance the rest. When it’s time to sell, you pay the bank for the original loan, and any profit goes right in your pocket.
But even seasoned real estate investors need a guide to help them through the maze of different loan products and financing options that banks offer. Real estate finance expert Steve Dexter takes you into the hidden world of leveraged investing-essentially using “other people's money” to earn massive profits. With simple, straightforward advice, this book…
- Offers strategies for minimizing a down payment in order to maximize investment return
- Simplifies all tax issues related to real estate debt
- Gives strategies on making yourself more creditworthy
- Provides bonus insider advice on how to find the best properties
Customer Reviews:
Explanation of mortgages for investors!!!!!.......2007-06-27
This book explains how to select what type of mortgages you may want for investing in real estate based on your situation. It gives pros and cons of each type of mortgages such as stated income and no documemtation programs. Also it suggests how to use different types of mortgages according to the type of investment strategy you plan. This book is a must read for new investors who want to know about mortgages tailored for investors of real estate.
For Those Not Familar with all Types of Loans.......2007-02-23
This is a good book for people who want to expand their knowledge of some of the non-traditional types of loans. It goes into the pro & cons for each and different scenarios where they apply. If you are looking for a system to create wealth with real estate this book probably isn't for you.
Real Estate Debt Can Make You Rich: What You Owe Today Is What You Will Be Worth Tomorrow.......2007-01-15
Interesting book, worth the read. Definitely take the time to read the Rich Dad series
Good Info.......2007-01-10
Got good overview on whatch outs and not to do things in investment. Eye opener. first part tied in to what I was doing, which I thought was wrong. But what was more imoprtant, was the way I was figuring out what to do next. Lots of good information and explanations, specially for me, a begining investor.
Good but prettty basic.......2007-01-09
For the beginner it provides a good understanding of mortgage financing. I do think the writer failed on supporting his title in that it really gave no strategy,.
Amazon.com
Since entering the nascent field of sports law 25 years ago--before athletes were guaranteed the right of legal representation--Leigh Steinberg has epitomized the high-profile sports agent, successfully negotiating over $2 billion in contracts for superstars like Troy Aikman, Steve Young, and Ryan Leaf. Just as importantly, he has done so with honor and was (according to director Cameron Crowe) a prime inspiration for the agent with a heart in the film Jerry Maguire. Now, arguing that value-driven negotiating techniques can prove equally productive in other settings, Steinberg lays out his step-by-step process in Winning with Integrity: Getting What You're Worth Without Selling Your Soul. Steinberg takes a holistic view on the art of negotiation. In the introduction, he writes:
This is a book about the process of negotiation--which means that this is a book about life.... Too many people would rather simply give up what they want. They would rather avoid the discomfort of possible conflict by accepting a situation or terms without discussion, even when it means accepting less than they rightfully deserve or desire.
Steinberg analyzes the entire negotiating process--from preparation and positioning through the actual negotiation and celebratory handshake. And not surprisingly, he enlivens his advice with colorful and entertaining stories taken from his dealings with notable adversaries ranging from the NFL's Jerry Jones to the NBA's Larry Bird. Suggestions for crafting an initial offer with different types of opponents are exceptionally insightful, but the real heart of the material concerns the period between counteroffer and deal signing, where Steinberg candidly explains how he realizes his goals without violating his principles. --Howard Rothman
Book Description
"There really is a Jerry Maguire. Only he's not some schlumpf struggling to make it on a wing and a prayer like Tom Cruise in the movie. . . . His name is Leigh Steinberg, and he's been cultivating a choirboy image for twenty years. He also happens to be the pre-eminent sports agent of our time."
--San Francisco Examiner Magazine
"This is a book about the process of negotiation. Which means that this is a book about life."
Leigh Steinberg is the premier agent in sports. He has negotiated over $2 billion in contracts for the athletes he represents--who include Troy Aikman, Steve Young, Drew Bledsoe, Kordell Stewart, and Warren Moon--but he has also spent twenty-four years as a sports agent living by a strict personal and professional code of ethics. Steinberg's philosophy of ethical dealings and responsibility is well known in the sports world--and well known to moviegoers as well, because Steinberg's way of doing business was a model for Cameron Crowe's wildly successful film Jerry Maguire and the "manifesto" of business ethics that was the premise of the film.
Steinberg has always believed that negotiation is about more than the bottom line: the most successful business dealings are not always the ones that pay the most; they are about balance, perspective, objectivity, and values. A success in business must also be a success in one's own life. And in his book, Steinberg shares the secrets of successful negotiation, breaking the process down into the essential steps, from "Orientation" through "Making the Deal," and giving step-by-step practical and inspirational advice that will get any two people or parties, in any situation, to come to terms.
Full of great inside sports stories and characters,
Winning with Integrity is an intelligent, insightful, and inspiring guide to the art of negotiation in business and in life--from the most successful businessman in sports.
"It's fashionable now, after the movie, for a lot of agents to talk about heart, but Leigh was the only one talking like that in 1993, when I began research."
--Cameron Crowe, director of Jerry Maguire
Customer Reviews:
...zzzzzz.......2003-12-19
Winning with Integrity is a great self help guide for the Jerry Maguire to be. The author helps the reader to realize that it is all in negotiating. Whether it is how successful you are in life to life in general if you cannot negotiates well, you'll go nowhere.
Even though the author does seem a bit self absorbed the reader is able to see how negotiating well will help you get ahead. Leigh Steinberg has negotiated more than 1 billion dollars in contracts for the athletes he represents famous athletes such as, Troy Aikman and Kordell Stewart he also spent 24 years as a sports agent living by his own strict moral rules. Mostly everyone in the "sports world" knows of Steinberg and they follow his moral standards. He was the inspiration for the film Jerry Maguire, "SSHHHOOOWWW MMEEEEE TTHHHEEEE MMMOOONNNEEEYYYY!!!!!''
Disappointing........2003-05-08
This book is pretty much a joke. There are some useful points on negotiating, but by and large the author goes out of his way to pat himself on the back for his career success. Obviously Leigh Steinberg has plenty of lessons to teach aspiring negotiators, agents, etc., but a more even approach--i.e. listing actually conflicts or problems (as opposed to those that amazingly Leigh resolved through sheer brilliance and perseverance)--would have made for much better reading.
Want to learn about negotiation with sports world examples?.......2002-07-25
For a recently college graduate and moderate sports world observer with little experience negotiating in a business environment, this book was a pleasure to read. The concepts in this book are on or above par with my textbook on negotiation. However, I specifically enjoyed how Steinberg illustrates important concepts with stories involving the ever interesting personalities of professional sports. From establishing values to finalizing the contract, this book is efficiently organized to lead through the negotiation process. Also, at the end of each sub-chapter is a summary of the key points of the reading. Winning with integrity isn't easy in general, let alone in the ruthless world of sports agents. Leigh shares his experiences that have lead to his success in this fun and insightful book.
Awesome Framework for Negotiating!.......2001-10-13
I found this book to be a real treasure and entertaining at the same time. And best of all, you don't need to be a sports fan to appreciate the examples Steinberg uses.
It is a shame that some readers have found this book shallow and only written to brag about his exploits. They are missing the real point of the book and the positive outcomes that can happen from true negotiating, not just getting what you want. If you are looking for a book on 'How to be Persuasive and Always get What you Want', this is not your book.
Rather, it helped me build a solid mental foundation and framework when I enter negotiations. Also, you need to have the right attitude when you enter negotiations. This book will help you.
There are some remarkable examples that provided me with some real insights on perceptions. It opened my eyes that the world I see is not what everyone else sees. With his examples, I began to see how that applies to the business world as well.
I own a company that provides HR and OD consulting and I get emails EVERY day about hostile work environments. In many cases I refer them to this book to make sure their perception of the problem is on track with the problematic person.
If you are looking at this book for ANY reason, I suggest you buy it. Also, because of all the famous people involved in the negotiations, it was an easy read.
Good.......2000-02-07
This is a refreshing book, that counters WINNING THROUGH INTIMIDATION type books, that portray the business world as a jungle, where you have to negotiate with knives drawn. Steinberg practices integrity in his business life, and in his personal life. Steinberg actually lives down the street from me (although I don't know him), and he does wonderful things for the local community, that seem to come from the heart, rather than from a chance to be seen publicly as a benefactor, and pat himself on the back. He is in inspiration. And a nice guy who finished first!
Book Description
The startling truth is that the average 25-year-old woman will earn half a million dollars less than her male counterpart over the course of her career. Under-earning is an insidious problem with psychological roots that run deep. Luckily, there's help. This book is a practical, step-by-step guide for under-earning women who are ready to turn their lives around. It demystifies the process of under-earning, explores its underlying psychological and emotional issues, and offers practical advice and strategies to help overcome it. Why Women Earn Less explains how you can be better paid for the work you do. It maps out, on a practical level, how to overcome the bad habits that contribute to earning less than you deserve. As you do so, you will find yourself not only benefiting from an improved bottom line, but also enjoying a renewed sense of optimism and personal satisfaction.
Customer Reviews:
AWESOME! A must have for any working woman!!.......2007-07-06
This book is wonderful and a must have for any woman that works outside of the home or runs her own business. Mikelann gives very thoughtful and insightful stories to help the reader understand the concepts. It is very easy to understand. This book makes you take a deep look at yourself and how you might be sabotaging your own earning power. I have used the book and already gotten a 10% higher salary with a new job offer.
A trip.......2007-01-12
First heard this talked about on the radio. I only caught the last few minutes-- but had to call the radio station to find out it's name. This is a book every woman should read. It will give you the shaking that your mother should have. I bought a copy for my daughter and another for my neice. It is one of those books that you read-- then put down, and recover for a while-- then read some more. I will make sure every woman I know hears about it then reads it!
Noble Poverty... me?.......2004-06-25
I must admit when I came to the chapter about Noble Poverty I thought... "Well that's soooo not me! I don't see money in a negative way. As a matter of fact, I like it quite a lot." But then Mikelann went through the different types of Noble Poverty and I started to register how I emotionally relate to my personal worth in financial terms. Such as over extending my volunteer projects, under bidding projects, or even giving away free service to be seen as "nice." How I would accept the "thank you" over a competitive rate. **Note, thank you should be said but not in place of paying your bills.**
Mikelann gives a clear, balanced, and usable plan to rethink and retool your financial wellbeing. I highly recommend this book for those looking for emotional connection or need a usable workbook (yes it's a workbook too!) to take full control of their worth.
An Action Guide to Stop Underearning.......2004-05-27
I inadvertently came across Mikelann's site while surfing the internet. She used a term "underearning" which I had never seen before. When I read the description, I thought she had a pipeline into my life, and wanted to break the cycle I was in.
When I heard that she was publishing this book, I couldn't wait to read it. In each chapter, she dispels the myths, pulls you out of "The Money Fog" and gives action steps to break the insidiousness of underearning.
I refer to her book every day. It is an absolute good fit whether you decide to use the steps in the book, go on to professional consultation (financial as well as psychological - and she gives helpful hints to work with those professionals) or with groups such as Debtors Anonymous.
If you want to turn your relationship with money around, this is the book to get!!!
Waking up Sleeping Beauty!.......2004-04-17
I don't want to deal with finances. Even though I'm not happy with my paycheck, I'd rather sigh on my way to the bank, then take action. How did this happen -- I had a different plan for myself. Why do I let it go on?
The description above is me, and why I got intrigued when my girlfriend told me about this book. WOW -- what a mind opener -- between 'Waiting for Prince Charming' and 'Giving Myself, My Talents, and My Earnings Away" (two psychological traps Ms. Valterra writes about), I have been asleep when it comes to my money situation. This book has served as a great wake-up call and my attitude has already shifted.
Part two of the book gets very practical, and helped me know what to do next -- I hated budgets, but 'spending plan' put a different emphasis on managing money, so I'm trying it out.
Because of this book -- simply written, easy to read, and "real", I am awake and ready to take control. Thanks Ms. Valterra, you've done me a huge favor...(and thanks Lisa, for giving me the nudge to buy it.)
Book Description
settle for less.
Nicole Williams, the author of Wildly Sophisticated, knows that the real key to success isn't saving more money... it's making more money. Earn What You're Worth shows working women how to up their earning power--by using their unique skills and abilities to build a rewarding, lucrative career.
Readers will learn to:
- Learn the difference between going into debt--and investing in their career
- Sell themselves at work--without selling their soul
- Discover their individual gifts and talents--and use them to get a raise
- Value what's most important to them--and dump bad financial habits
- Decide what they really want out of their career--and get it
Once women get over their fears of dealing with cold, hard cash, they'll have the confidence to ask for--and get--what they deserve. Crammed with useful information, uncommon advice, inspiring stories, and insider secrets to success, Earn What You're Worth will motivate women to invest in the most important stock of all...themselves.
Customer Reviews:
For any woman with a job........2007-06-20
This book has very practical advice on how to improve your chance of sucess in the business world, and how to become more financially successful.
There is no content on investing or particulars of fiancnes, rather the author approaches the idea of investing in yourself as the msot important way to improve your success, in all aspects of your life.
A specific example is "the latte factor." She writes taht she isn't ehre to tell anyone they need to stop drinking alt tes. Instead, she urges each of us to deicde why we are having our lattes, is it beacuse everyone else is getting one? Or do we get out of bed inteh mroing only because of the latte we know awaits us? If it's the latter, then by all means make that investmetn in yourself. If its the former, perhops yo ucan cut that latte out of your habit and have room in your budget for something more important.
I read this book twice, and the first time all of her career advice I applied to my relationship (it was all I could focus on at the time). But later, when I re-read it, I applied thea dvice to my career and job hunt and personal finance, and feel that I am actively working towards my goals. It helped me see and create the big picture so I can then work towards acheiving teh various aspects of my life goals.
Great Advice for Career Women!.......2007-06-06
I recently followed a friend's advice and purchased Nicole William's book Earn What You're Worth: A Wildly Sophisticated Approach to Investing In Your Career-and Yourself. Upon reading the first chapter, I knew I had made the right decision. The book is full of valuable knowledge and career advice that I will definitely never forget. Her sections about discovering how you are unique and identifying what you value really stuck out in my mind. The book made me aware of several essential elements of career success and I have learned to focus on what I really want and proactively ask for what I'm worth. Two thumbs up!
Highly Motivating and Entertaining.......2007-03-30
With her breezy, girlfriend-next-door tone, Nicole Williams, author of "Wildly Sophisticated," takes readers on a journey of financial self exploration. With anecdotes from female entrepreneurs like herself, she encourages women to both explore and challenge their preconceived about success and money - particularly those which come from childhood. Williams also discusses our various "money relationships," from bankers and accountants to employers and even friends and family, as well as how we should approach them all.
Unlike other authors who challenge readers to save more and spend less, Williams encourages her audience to actually earn more. She does this by focusing on the concept of self worth (both tangible and intangible), our true values, and how that all translates into business success - or lack thereof. Highly motivating and entertaining.
Densely Packed with Career Wisdom.......2006-07-23
Put down the highligher. Every page in this book is packed with amazing words that promise to jump start you into a bigger salary and a true sense of self-worth. This book is not just for young career-minded women. It truly is for anyone wanting more for themselves. It reads effortlessly and has a genuine tone. Who ever thought a book of this genre could be a page turner? Incredible wisdom...makes me think Ms. Williams is in her 90s not her 30s. :)
Investing in Myself.......2005-01-14
I love the idea of investing in yourself, even if it means going into debt for a little bit - I'm a commodity worth investing in and this book has given me the courage to see that. A completely different way of looking at career success and money.
Book Description
Knowing how to negotiate a job offer is a must for everyone, whether entering the work force for the first time or planning a job change. Not only does negotiation determine how much an employer will pay in salary, benefits, and perks, but it also in-flu-ences how a potential employee is regarded. Expert nego-tiators Pinkley and Northcraft have created a step-by-step blueprint for negotiating any offer, including: -Why there may be more money available than there seems -How to 'expand the pie' to earn higher compensation -How to bluff and what to do if the bluff is called.
Customer Reviews:
Average book.......2005-09-13
Ok. I did not like this book that much but it has some good information inside. It just felt like a cheap knockoff of "How to make 1000 a minute" yet it still had some fresh sections. If you only want one book on negotiation, pass on this one. If you already have 1000 a minute and want more info, get "What color is your parachute"?
If you got both and want more info, this one fits the bill. I give it a generous 2 stars because it has some ok tips and a very excellent chapter 9 "Lessons learned from job applicants and employers".
That chapter along with the rest of the mediocre book, make for an average rating 2.5 out of five on a VERY generous scale. In fact on a non generous scale I would probably rate this a 1.
If you still want this book, I'll sell you mine at half price.
Not worth the time unless you are..........2005-07-20
This book was written for Harvard graduates. It is dated and doesn't take into account current market condition. The book assumes all applicant have college degrees, have multiple job offers to choose from, and are only negotiating yearly salaries plus bonuses (not hourly rates, part time positions, commission based positions).
The resources supplied in the book are old, and most don't work. The book was written pre 9/11 and doesn't take into account the current market.
I recommend this book for individuals graduating from, top level private universities, and are interested in 60k/yr positions w/ a company car. To reference the other poor review, "the book was written by a professor with no real world experience."
When negotiating salary, one need to take into account all levels of work, environment, and economy this book doesn't!
well worth the money.......2005-04-21
I was pleasantly surprised at what I got out of the book - it teaches you specific tactics, but the most valuable advice is to to develop a positive and win-win attitude towards negotiation. It should not be a win-lose game, instead it should be a process to explore various options to get a happy ending for both you and your employer
Excellent, Invaluable Tool.......2003-11-26
My first interaction with this text was in 2000 attending Prof. Northcraft's class at the University of Illinois. This was easily the most influential class I experienced as a graduate student, thus I am obviously a little biased as a reviewer. However, now as a member of "Corporate America" I have recently revisited it, and have found the knowledge contained within to be indespensible to my current work. In a very easy-to-read and concise manner Prof. Northcraft gets to the heart of what one needs to succeed in negotiation. The discussion takes you beyond broad-brush theory and focuses on some concrete strategies that can elevate your skill as a negotiator.
My only complaint is the title. This book can help the reader with much more than negotiating a jucier bonus. Anyone looking to improve their negotiation skill for any purpose can learn plenty from this book.
Must-read for all seeking new jobs!.......2001-06-12
This is a must-read for anyone looking for a job or seeking to make the money they deserve in the job they already have. Northcraft and Pinkley are smart, down-to-earth negotiators who show you how you can do your best to negotiate the best salary you can get. Those out of work will gain strength and self-pride from this book, despite their situation -- perhaps the most important help the book offers, in the end!
Book Description
In this age of downsizing, paycuts, and shrinking health-care contributions, employees on all rungs of the corporate ladder are increasingly baffled by company pay structures, benefits packages, and bonus plans. What might look like a nice raise on the surface often translates into a virtual pay cut when all the components are figured in. And what's more, until now, employers have had a monopoly on the knowledge of how these systems actually work, leaving employees virtually defenseless.
Now, in
Are You Paid What You're Worth?, long-time corporate insider and compensation consultant Michael O'Malley exposes the inner workings of compensation systems and provides a specific formula that allows anyone--from the cubicle-dweller up to the CEO--to determine his or her own competitive worth. Packed with practical tips and strategies, and spiced with real-life examples from big-name companies,
Are You Paid What You're Worth? arms you with the information, confidence, and strategies you need to:
Compute the overall market worth of your job
Increase your base salary, or negotiate a salary at a new job
Improve your chances of receiving bonuses and other cash/non-cash awards
Know the pros and cons of different equity plans, and what to look for in company benefits
Increase the total compensation package you receive from your employer
Customer Reviews:
Salary.com CEO loves this book.......2002-08-28
This is the best book I have read about compensation, developing a pay structure and understanding how an organization sets pay. It is written to be interesting and understood by normal people with a slight inclination to learning how organizations set pay. Read just pages 30-70 and you learn most of what the book has to offer. To get the raise you need, read that section and then also research actual pay statistics for free on the web or if you are really serious, even buy premium salary reports that give the same numbers HR people use to evaluate "market pay" from salary sections of websites like Monster, AOL, Yahoo, Hotjobs, Careerbuilder and Salary.com. There are two numbers you need to know to calculate ranges of market pay: what do recruiters say you would earn by switching jobs (ask a headhunter or cruise above job boards to research) and what do HR managers report to surveys (look on salary sites). Having an opinion on these two numbers and then applying yourself to understanding the processes described in this book will make you a winner in the career long pay negotiation game. Good Job Mr. O'Malley. Buy and read this book.
G. Kent Plunkett, CEO, Salary.com
Salary.com CEO loves this book.......2002-08-28
This is the best book I have read about compensation, developing a pay structure and understanding how an organization sets pay. It is written to be interesting and understood by normal people with a slight inclination to learning how organizations set pay. Read just pages 30-70 and you learn most of what the book has to offer. To get the raise you need, read that section and then also research actual pay statistics for free on the web or if you are really serious, even buy premium salary reports that give the same numbers HR people use to evaluate "market pay" from salary sections of websites like Monster, AOL, Yahoo, Hotjobs, Careerbuilder and Salary.com. There are two numbers you need to know to calculate ranges of market pay: what do recruiters say you would earn by switching jobs (ask a headhunter or cruise above job boards to research) and what do HR managers report to surveys (look on salary sites). Having an opinion on these two numbers and then applying yourself to understanding the processes described in this book will make you a winner in the career long pay negotiation game. Good Job Mr. O'Malley. Buy and read this book.
G. Kent Plunkett, CEO, Salary.com
Does not teach Salary Negotiation or Strategy.......2001-02-22
In general, this book provides information of how salary schedules and bonuses are determined. In addition, it describes a rather complicated, subjective process of how to determine what your salary should be, but later states that you cannot walk into your bosses office with this information and ask for a raise. There is some information, albeit very brief, of how to prepare for a job performance review and how to ask for a signing bonus with a potential future company, but most of it is common sense.
If you wish to learn how companies set up salary schedules and the like, read this book. However, if like me, you'd rather learn how to negotiate a better salary and benefits with your current or a future company, I'd recommend reading 'Get More Money on Your Next Job..' by Lee Miller.
Superb survey of compensation practices;empowering must-read.......2000-01-19
This is a brilliant distillation of the quagmire of complexity surrounding all forms of pay-for-work. And it is a very pragmatic book, based upon decades of field-work of an obviously gifted psychologist. It will empower you in a number of ways: (a) you will get paid what you're worth; (b) you will learn where you are on the continuum of workers economy-wide; (c) the astute reader will come away with concrete ideas about where he needs to grow himself to move to the next level professionally; (d) hiring managers and HR professionals will learn to use compensation as a tool for corporate continuity and growth (e) executives and management consultants will likely be provoked to reconceptualize and restructure compensation strategies toward proactively achieving enterprise-wide buyin toward the shared mission of the firm.
You'll be armed with information.......1999-12-09
Salary negotiation usually makes people nervous, but with this book even the most nervous person can feel educated and confident. O'Malley lays bare the mysterious inner-workings of salary grades and pay ranges. And he throws in the occasional anecdote to give concepts some life. The book's cover statement - "The Book Your Company Doesn't Want You to Read" - is not an idle boast.
Book Description
Sales call reluctance is the "social disease of the sales profession." The Psychology of Sales Call Reluctance offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth.
Customer Reviews:
Oh my god, this book is dull........2003-02-11
Okay folks. I have a bachelor's degree in Psychology and have been putting it to work as a real estate agent for over three years now. Presumably you are looking at this book because you want to improve your numbers and make more sales.
This is not the book for you. I will say that the science is excellent. It is extremely well researched and documented. The book would stand up well in any scholarly journal.
However, it does not serve to motivate or improve ones ability to make calls. In the business of Sales we are looking for motiviation to get on that phone or in front of that next client. This book attempts to identify why we fear making calls and how to confront that fear. But in its painstaking examination of ones personality type it gets incredibly dull. So achingly dull, in fact, that even those among us most determined to find a reason not to make our calls today become forced to find another call avoiding alternative due to sheer mind numbing boredom.
If you are looking for an excellent way to fall asleep at night buy this book. If, on the other hand, you are looking for a way to make those calls just a little bit easier, go somewhere else. This book will not do it. In this case, naming your fear does not tame it.
A well written and researched book . . ........1999-01-02
This book provides an intriguing analysis of the underlying fears and beliefs that inhibit our ability to positively promote ourselves, thereby limiting our financial success. The discussion throughout the book focuses on the behaviors of sales professionals, yet it has applications to anyone who must initiate contact with others--in a business or social setting. As you read this book, you will more than likely recognize some of your own behaviors and hopefully some ways to improve your ability to accomplish your own personal and financial goals.
Book Description
In today's talent-driven economy, knowing how to negotiate the best possible salary and benefits is critical to long-term career success.
Customer Reviews:
Insights on how employers calculate an employee's value.......2001-02-13
What are benefits worth in the workplace, what are you making and how does it compare to your industry? These questions are key to assessing one's salary and asking for more, and the authors tell how to conduct evaluations which lead to better pay. Insights on how employers calculate an employee's value provide important material for an employee's assessment of his own pay scale.
Show me the Money.......2000-07-24
"You may be worth a lot more than you think - or at least more than what's in your paycheck," begins this manual on one of the most important aspects of entering a new position: salary negotiations. As explained in the introduction, many people do extensive research and preparation when searching for a prospective employer including, creating the perfect resume, slaving over a creative yet targeted cover letter, and practicing the spontaneous-sounding answers to tough interview questions. However, the necessary preparation for salary negotiation, the last and potentially most important step in accepting a new position, is most often neglected. Dynamite Salary Negotiations is a helpful guide through the salary negotiation process for anyone thinking about changing jobs, from the entry-level high school person to a high-level executive.
Dynamite Salary Negotiations focuses on money, specifically how the reader can most effectively position himself to receive the highest compensation for a particular position. This book is especially useful because it openly discusses the traditionally secretive process of salary negotiation. In the United States especially, discussing one's salary and how he/she negotiated his/her last salary is a cultural taboo; therefore, it is very difficult to learn from others how to develop this skill. In contrast, many people will give you tips based on their experience about how they successfully engaged in a job search or how they performed in an interview. This book uses a direct style to compensate for the gaps that our culture has created allowing the reader to develop skills and techniques that will help him/her with the last step in accepting a position.
As with any negotiation, preparation is the key element for success. Nine chapters out of the twelve in the book focus on preparation, specifically the meaning of salary, myths, compensation trends, knowing your worth, rules for success, responding to ads and applications, communication tips, and resources to help the reader value his/her experience. This preparation is the most important aspect of salary negotiation. The authors state, most people are probably under compensated by 10-20% and cheat themselves by failing to do two important things concerning their value, "They fail to understand and calculate their true worth and they fail to properly negotiate the highest possible salary" (Krannich, 2). It is impossible to know these two things without proper research and preparation.
The authors successfully use bullet points, lists and examples as supporting information within the book. In chapter two for example, the authors discuss several myths about salary negotiations. This section is extremely important because the taboo nature of the topic invites incorrect assumptions and conclusions that can negatively affect the uninformed job hunter. The juxtaposition of myths and realities creates a framework that is easily understood and non-threatening for the reader. Presented in this way the myths can be dispelled without making the reader feel incompetent or stupid. One of the most interesting myths is, "I'll have a better chance of getting the job if I don't ask for much money; I don't cost as much as other candidates" (Krannich, 17). As the authors explain, "This is the `penny wise pound foolish' mentality of extreme bargain shoppers who transfer the same mentality into the job market" (Krannish, 18). He proceeds to explain that employers are not searching for a bargain but want value in prospective employees.
Once the myths and realities of salary negotiation are discussed, the authors turn their attention to issue of the reader's worth and calculating it properly. This part of the book is useful because as the authors explain, "if you don't know your value before applying for a position, you may well apply for the wrong job as well as under-value or over-value yourself" (Krannich, 48). This is one of the most difficult tasks a job seeker must do but is critical to finding the right position. The book leads the reader through a well thought out path that separates a person's value, based on experience and skills, and the position's value range. The author's give several suggestions that can help determine personal and position value including reference books that focus on salaries, Internet addresses, companies that compile salary information, and other tactics that can be useful for this type of research. In addition, the book has a useful worksheet that can assist the reader in determining his/her value range based on the research conducted. The authors conclude this section by stating, "One of the best ways to kill your financial future is by being both unprepared and unrealistic about your future salary when asked about your `salary requirements' or `salary expectations'" (Krannich, 73).
In chapter eight the reader is finally ready to read about the negotiation process. The part of the book that is focused on the actual negotiation is relatively small because so much of the process is based on the person's value determination. Once the reader has identified his/her value, the actual negotiation process is relatively easy. The authors give several negotiating techniques and examples that are helpful to people interested in negotiating with a new employer as well as someone who is interested in negotiating a higher salary in his/her current job. In addition, the authors make several suggestions regarding how to handle salary objections from a potential employer, such as "your figure is not in our budget" or "others with similar qualifications and experience don't make that much in our organization" or "your salary history doesn't really justify such a large salary increase" (Krannich, 145). The open discussion of this topic is extremely helpful for people who are interested in learning how to negotiate a better salary.
Throughout the book the authors also discuss compensation packages. These packages, that can include medical care, dental care, childcare, vacation, sick days, etc., are increasingly an important part of salary negotiations. The authors mention the importance of valuing both salary plus benefits when comparing different employer compensation packages. In addition, the book discusses ways of negotiating more benefits to balance a less than expected salary for a specific position.
Fewer than 200 pages, Dynamite Salary Negotiations is an excellent manual to prepare people for one of the most difficult yet incredibly important phases of accepting a new job. The authors successfully present the material in an easy to read format that can be useful to anyone who will be negotiating a salary. Moreover, the use of bullet points, lists, formulas, and worksheets create a more interesting reading experience than the use of prose only.
Worth its weight in gold (literally).......2000-03-29
This book contains excellent and PRACTICAL information about how to evaluate your worth, and how to negotiate to get what you're worth.
I have more than doubled my salary over the past four years, and that is largely due to information and techniques that I learned from this one book. It is *definitely* worth the cover price.
Book Description
"Inspiring and packed full of tips. Gets you excited about charging what you're worth." -
Linda McDermott, author of How to Get Free Publicity!
Are you self-employed and lacking the confidence, skills, or knowledge to charge what you really want and deserve? Have you been so keen to win business that you slash prices and give away most of your profits? For those who have unwillingly undercharged or felt annoyed when someone less competent earns more, then Price Yourself Right is the definitive tool needed to help overcome these self-imposed limitations.
This practical guide will help demystify the art of pricing by addressing the fundamental issues that most marketing texts or self-help books don't mention. Price Yourself Right discusses the following essential topics:
- Mental pitfalls to charging what you're worth
- Gaining insight into your customers' money mentality
- Practical skills needed to charge what you are worth
- Motivation to price yourself right
Pricing issues and asking for money can be an emotional maze-but you're not alone in wondering how to overcome it. Let Price Yourself Right propel you toward success!
Customer Reviews:
It's Not About The Money.......2006-12-18
This book is brilliant and I am over-the-top enthusiastic about recommending it. Over the last eight years as a life coach with my own practice and teaching as a leader at a large coaching school, at adult education classes and at the Learning Annex, I have run into the question of 'how much should I charge?' many, many, many times. My answer has always been: it's not about the money. Only, until now, I didn't know how right I was. Or, why.
This book, Price Yourself Right: A Guide to Charging What You Are Worth - will help business owners come to terms with the art and psychology of pricing to make a profit. For less than fifteen dollars, Jane Francis asks and answers ALL the questions I've ever considered myself or heard from others. She gives the wisdom she's earned over fifteen years of negotiating as businessperson and an entrepreneur.
What's fascinating to me is she only says what needs saying. There's not alot of fluff here. In 105 pages, she explains the process of pricing in simple to understand language, so it is easy to put into practice. She presents the problem and offers options for solutions. And, in the end, we can make our own choices as to how we want to best run our business.
Jane Francis explains how being able to 'Price Yourself Right' really IS NOT about the money. What it IS about, are the topics she addresses... It's about your belief about what you're worth. It's about not doing it for less. It's about your relationship with money. It's about knowing yourself and your values. It's about knowing your client and the market. It's about selling a service and selling your time. It's about setting a financial goal and considering all the variables such as costs and whether to charge by the job, by the hour, by percentage...or whatever. And then, after all, it's about presenting your price with confidence.
Anyone in business who is inclined to undersell their service must read this book. The advice here may help them see how important it is they don't devalue themselves or the industry they represent. So, for any of my students and fellow entrepreneurs, I put this book on my recommended reading list and encourage you to buy it right this second. What are you waiting for? It's not about the money.
Quality Wins.......2006-11-08
A good easy to read book by Jane Francis. The emphasis is on having pride in your services and communicating that to your client. Clients want to work with consultants to come accross confidently. If you price yourself too low, you may actually turn off possible clients.
Jane Francis emphasizes key points of your experience and not to treat yourself a junior person if you have senior level skills. She gives 20 key tips for negotiating success which includes not mentioning price right away and emphasizing savings of your work. There are many good details in this 98 page book that can serve a reference without being overbearing. Price Yourself Right is right on the money!
Price Yourself Right.......2006-09-21
Jane Francis had me pegged by page 3 of her eye-opening book, PRICE YOURSELF RIGHT: A Guide to Charging What You're Worth. I kept trying to remember if we had ever met. This is a must-read for anyone in business or even contemplating opening their own business. It speaks to the heart and problems of well-intentioned, perhaps timid, entrepreneurs everywhere.
Chock-full of business tips, you'll learn three things that customers of any culture, age, interest and socioeconomic status like; what your price tells the customer about you; 10 easy ways to discount and lose money fast; and 20 tips for negotiating success. Francis attacks the psychology of pricing - both yours and the client's, and I'm willing to bet that there are a few life lessons to be learned here as well. She gives you a slew of options to consider when you're determining price (including the "suck it and see" lollipop theory), tells you how to deal with an array of problem clients, and shows you how to write a written quote. Before you know it, you have a benchmark figure for your business, an idea of how many hours you need to work, and a breakeven point. Voila - your hourly rate awaits you! This book should be an integral part of any business education, training or marketing program.
Price Yourself Right is written in a easy-flowing style and takes you on an encouraging, inspiring journey in logical progression. And if that's not enough, there's a Recommended Reading List and a Glossary of Terms. Peppered with anecdotes from Francis' hard-earned experience in her own business, this may well be the most enjoyable business book you've read in quite some time.
- Laurie Lawson -
respect yourself.......2006-07-11
I've pretty much given up on the so-called self-help genre, but this is different. It's aimed at a particular goal -- getting what you are worth -- but you could apply the insights to just about any kind of objective. It shines a light on behavior -- your own in an interesting way.
A Great Guide To Charging What You're Worth.......2006-06-24
My husband bought this book for my birthday and I have just finished reading it..The beauty of this book is that it can be applied to any number of occupations. I, for instance, am a massage therapist and found the book helpful. I bought it for my daughter, who's an attorney, and she loved the book as well. Everything is very, very clear and easy to understand..And it wasn't too long.
Definitely worth buying.
Books:
- The World Is Flat [Updated and Expanded]: A Brief History of the Twenty-first Century
- This Time, This Place: My Life in War, the White House, and Hollywood
- Too Big for Diapers (Too Big Board Books)
- Values-Based Financial Planning : The Art of Creating and Inspiring Financial Strategy
- World of Warcraft Dungeon Companion
- Your Complete Retirement Planning Road Map: The Leave-Nothing-to-Chance, Worry-Free, All-Systems-Go Guide
- Zap the Gaps! Target Higher Performance and Achieve It!
- Zolar's Book of Dreams, Numbers, and Lucky Days
- 25 Ways to Win with People: How to Make Others Feel Like a Million Bucks
- A Primer for Policy Analysis
Books Index
Books Home
Recommended Books
- Legacies: Fiction, Poetry, Drama, Nonfiction
- Beethoven`s Piano Sonatas: A Short Companion
- Telecommunications Billing Systems
- Study Guide to accompany Microeconomics
- The Data Warehouse Toolkit: Practical Techniques for Building Dimensional Data Warehouses
- Brokenburn: The Journal of Kate Stone, 1861-1868
- A Grammar Book for You and I
- Key Financial Instruments: Understanding and Innovating In the World of Derivatives
- The Japanese Automobile Industry: Technology and Management at Nissan and Toyota
- The Biology of Nematodes
General
| Business & Investing
| Subjects
| Books
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