Book Description
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.
Download Description
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don'ts, self-tests, c
Customer Reviews:
Great advice (if you can assimilate it).......2001-05-25
The problem with any "how to sell" book like this is, until you can integrate the advice given here so that it comes naturally to you, you will sound as mechanical and forced as some of the "tellers" Richardson criticizes. I used to sell big-tiicket business-to-business, and I can say the advice here is timeless: engage your customer, identify what your customer's needs are and position your product so that the customer realizes that your product meets their needs. Of course, if the customer doesn't need your product, then maybe you need to learn some of those "hard-ball sales" techniques (or find a better product!). No amount of customer empathy, listening, or product positioning will help you overcome a customer-product mismatch. Which brings me to a point: although Richardson argues against this, I think playing hardball has a place in negotiations; remember, the party you are negotiating with doesn't always have to feel warm and cozy inside in the process. A true persuader will know when to be soft and fluffy and when to apply the pressure.
Also, the whole paradigm-replacement languuage ("we are moving into a new age of selling...") is corny. The advice Richardson is giving is not new or revolutionary, as she claims. But she has succeeded in organizing a lot of really good sales principles in a clear and coherent way which can easily be appreciated by readers.
I read this book together with Richardson's "Selling by Phone" and frankly, one is just a rehash of the other. Richardson copied entire paragraphs from one in writing the other. So save your money and buy just one of the two. But if you are an accidental salesperson, or even if by trade you are not a salesperson but you are occasionally called upon to negotiate (maybe you are a lawyer or a manager) Richardson's books will be a refreshing introduction to the discipline of negotiation and persuasion.
excellent, customer oriented common sense.......2000-07-08
After reading plenty of those "say what I say, exactly as I say it" sales books, none of which I found truly helpful out in the field, this book was like a breath of fresh air. Easy to read and easy to adapt to personal styles it is a treasure trove of good advise. If you actually care about your customers and want them to return to you on a regular basis, this is the book for you.
should be a textbook for sales classes.......2000-06-09
From my many varied experiences, I realize that I just don't like selling, but when I was trying to bone up on my sales skills, I found this book to be the most useful. It is heads and shoulders above other books on the subject and it was so intersting that I probably read it cover to cover in a day or two. The advice is extremely practical and you are learning great principles of selling. You are not learning a bunch of closing dialogues that only work for the person who invented them. Easily digested, the principles allow you to adjust your approach in mid-sale because you are asking questions whose answers will tell you what you need to do or say next (positioning.) Tons of great info here. It should really be a textbook for sales classes.
Eye-opener and Instant Results Obtained.......2000-04-01
I manage a distributor sales force throughout the U.S. and Canada. After reading this book (actually WHILE reading this book) I applied the information and witnessed immediate success, as did my sales reps. The information is direct, common sense, well presented, easy reading and entertaining. It is not full of 'theory', but actual 'meat' that can be applied each day after reading even a chapter or two the night before. I am buying books for each of my reps and feel it is one of the best gifts I could ever give them. Well done!
Book Description
Praise for Covert Persuasion:
"This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation."
-Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life
"Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable."
-Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers
"There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want."
-Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor
"When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for."
-David Garfinkel, author of Advertising Headlines That Make You Rich
"There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!"
-Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning
Customer Reviews:
Persuasion Master does it again! .......2007-10-22
Once more Dr. Kevin Hogan delivers a quality, content filled power house of a book.
Anyone who wants to understand how to persuade others, do it quickly, and do it so everyone wins, needs to read this book.
Kevin has filled the pages between these covers with high powered proven tools that anyone can apply.
Caution, these tools really do work!
Structured, well explained, practical and... persuasive.......2007-10-04
Do you really want to learn the art of persuasion? This is a trick question - you will understand it after reading the book. I have to say that even after reading it, I do not believe real persuasion is to play a trick on someone. You can fool someone, but in the long run you will get caught and this type of "persuasion" will catch up with you. I am simply not interested in that subject, so I was quite ready to throw the book, if it proved to trumpet the value of tricking someone. The use of the word "trick" in the title is unfortunate, because the book, with a few exceptions, is not a repository of tricks, but a pretty good analysis of successful communication.
The writing is clean and clear. There are no complex theories, statements of advice are explained in a straightforward manner. The reader could appreciate the purposeful style. Although the tactics are listed using a dry numbering system ("Covert Persuasion Tactic #32), they are grouped in chapters following well defined concepts. I thought the authors handled quite well the delicate issues of emotion and belief. One of the positive aspects of the book is that the reader can follow a system to educate new, better communication habits. Some readers could find observations that provoke thinking beyond the simple idea of persuasion.
The authors make an effort to simplify the message of persuasion (they have to persuade you, right?), but they also emphasize the fact that one has to put in more effort in order to get better results. It is about being motivated, knowing what you want and hard work. Some of the more interesting concepts in the book are:
- People don't believe in something because of a specific reason, they just do
- Always be outcome focused, imaging final product
- Avoid mind drifting, which is caused by tiredness
- Focus requires energy
- Anticipate, always anticipate
- Beware when someone else's agenda is on your to-do list
- Communicate with intention
The title and the introduction style do not do justice to the book. It has more depth than it lets you believe. It is better if you take your time and read it slowly - and think about it, rather than skip through it.
Overall, the book is useful, even if you are already familiar with some of the concepts. Occasionally, the book drops the quality by dipping into sales demagogic rhetoric (just ignore that), but considering the size of the covered territory, it has remarkable tempo and interestedness. I am writing this review a month after I read the book and I can say that a few ideas in the book are sticky: they stay with you for a while. That means the book is onto something.
Be A Sales PRO! Read This Book!!.......2007-09-03
Far more than others, Kevin Hogan synthesizes and makes accessible vast amounts of technical and scientific knowlege.....not for the academic, but for the average "sales guy"....those of us who are actually selling and marketing every day and need to know and use this stuff quickly . This is "our" guy. And this stuff works. Its all here. The only thing better is to see him in person! I know. I've read, I've used it, I've been successful with it. Buy this book, read it, do what it suggests, then write Kevin and tell him THANKS.
Lacking in percision.......2007-09-02
Disclaimer: I usually prefer not to speak or write negatively about a given book because I generally do not want to spend the energy required to so. In the case of Covert Persuasion I feel compelled to write a review solely on the basis that I strongly feel this book does not live up to what it purports to give or enable the reader to be able to do. The very title persuades the reader into believing that the forth coming pages contain the necessary wealth of information that will arm the reader with these mysterious and much touted psychological tactics and trick which, when applied, will transform you into a persuasion guru. I contend that this book delivers some of the goods but, falls short of what it could have been and, in the end, is just another tired attempt to market a book/idea in an already saturated and misguided niche (the art or tactics of selling). The author's fall short not because they do not provide statistical data or because they do not provide some sure fire time test listing of persuasion how-to's. Instead, they falls short because they only partially follow through on their attempt to deliver or provide the reader with a full view of any given tactic or trick they are trying to impart upon you. What the authors do is begin a section by telling you what they are attempting to do and how, by the end of this section, you will see or have defined or know how to use said tactic or trick. By section end the reader is left scratching their head wondering and waiting to be given information regarding some trick and, even more annoying, is the author's referencing tactics from a previous section. Maybe the trick or tactic is somehow imparted during the flurry of motivating stories that fill the vast majority of each section or, quite possibly, I was too ignorant to derive the assumed tactic or trick but, regardless of these points, I consistently felt as though is was missing information or that I had fallen asleep during reading and subsequently mis-read a given section and hence I was forced to go back an re-read section after section with the hope of finding all the missing information. Saying that you will defer fully explaining or revealing a trick or tactic until later and then not delivering is like bringing food to a starving person and then eating it yourself. In conclusion, this book does not live up to its title and it was not that helpful as a tool to use in any given situation, especially those where knowing how to apply manipulative subtleties to obtain a desired outcome is needed and important.
The .......2007-09-01
As a former multiple business owner for twenty years and a current business image consultant, I highly value anything written by Dr Hogan about the art of persuasion and influence. Time and again, I have been able to successfully navigate tough business negotiations using the techniques I've learned through Dr Hogan's courses and books. I now have a respectable library of Dr Hogan's material and I am more than excited to add this book to my collection. My husband is an attorney and handles billion dollar contracts and negotiations for the nuclear industry. He actually carries "Covert Persuasion" with him as a reference in his dealings. That says it all!
Anyone who cannot realize the value of the content of this book probably has little real time experience in business dealings.
Michelle Matteson, Business Image Consultant, Professional Speaker
[...].
Book Description
As founder of Beckwith Advertising and Marketing, HarryBeckwith learned early on in his career that no matter what product isbeing sold, the most important component of the sale is you. Here Beckwithteams up with his wife, motivational speaker and former sales executiveChristine Clifford Beckwith, to provide tips, anecdotes, and insights basedon their 30 years of selling experience. Written in a traditional homespunstyle, the Beckwiths offer doses of humor and practical knowledge to anyonewho wants to learn how to seal the deal and thrive in business.
Customer Reviews:
You, Inc.: The Art of Selling More of the Same.......2007-10-16
Please, save yourself the money! You, Inc. is an OK book that covers a lot of basic information for people completely new to sales or a profession/career that does not deal routinely with people. I found the writing style no better than eight grade level. If you want a light read, and one with more humor that you can reference easily, I recommend Jeffrey Gitomer's books over this brochure by Beckwith. Thin self-help books like Beckwith's validate that money can be made by copying every other book on the market, slapping a 'sticky' title on the cover, and adding to the authors growing fortune. Please don't add to his already significant pile.
Not bad, but not great.......2007-10-11
The book wasn't a waste of time. There were keen insights shared. My problem was that you had to turn too many pages to read them. As opposed to books such as Blink, or Made to Stick, this book seemed "cheap." Honestly, I felt like I was reading motivational literature.
kris.......2007-09-22
Good book, with lots of wisdom and forgotten common sense. I enjoyed reading the book - very easy style and got pumped up with energy after reading. Brings to light lots of obvious things in life and business, which we tend to easily forget.
Brilliant!.......2007-09-22
Like Beckwith's other books (I've read them all), I really enjoyed it. For me, each book has built on the previous one. I also find Beckwith's books easy to read. It's as if they are written in "bite-size" pieces to be easily digested. :-) Once I get started, I have a hard time putting them down. I read You, Inc. in two sittings. My brain feels like it "ate too much!"
You, Inc. is another book I will highly recommend to my dental colleagues. Well, I've recommended ALL of Beckwith's books to my dentist friends! I think You, Inc. and What Clients Love are particularly well-suited for dentists. Both of them are "chock-full" of pearls. Both are books that should be read multiple times. And, I've used many of Beckwith's concepts in my website and my business.
Between my wife and me, our copy of You, Inc. has virtually doubled in thickness because of all the dog-eared pages. It won't even close normally!
You, Inc. was an outstanding read, and I know I'll be putting some of the ideas to work starting tomorrow!
So so.......2007-09-15
Sorry everybody but I didn't think this book was all that great. There really wasn't anything new in here that I haven't read or heard before. It seems like all books like this have the same ideas but put in someone else's words or through their own stories.
Book Description
A One-Stop Resource for Freelance Photographers
*2,000 completely updated photo markets--with listings for the U.S. and abroad *More than 50 pages of tips and advice to give photographers at every level a boost
Whether they're trying to break into a stock agency or sell their first image to the local newspaper, photographers will find all the keys to success to success right here. This comprehensive guide is packed with information on markets, ranging from magazines, newspapers, and book publishers to advertising agencies, galleries and more! There's also priceless insider information on the photography business from some of the industry's top talents.
Customer Reviews:
Great resource.......2007-09-02
YOu need this book if you are trying to sell your photography work. I can't say enought about it. This book has changed my business.
Photographer and Author
The Way of Leading People: Unlocking Your Integral Leadership Skills with the Tao Te Ching
A must have.......2007-08-11
A must have to start selling your images. Helpfull tips for the digital age.
You suply the camera and images. The rest is in the book.
The photographers friend!.......2007-07-30
This book contains a wealth of information. I am new to Photography. I want to make good money and this book shows you the road. I pre ordered the 2008 edition. If you want to make money in photography, get this book!!
necessary.......2007-04-09
necessary for any serious photographer - provides plenty of ideas of where and what to submit
Provides a list, but it's not enough.......2007-03-14
This book provides a very thorough list of photo buyers and surely photographers can try and contact them by sending portfolios or cold-calling, but in my opinion, you get a lot more exposure on online stock photo agencies like shutterpoint and such. Get the buyers to come to you instead of trying to push your work to them.
The book is a useful resource for serious beginning photographers, but there are more effective ways to start your photo business and get returns on your photos right away.
Product Description
When you subtract the amount of hours you sleep, work, and commute, you probably don't have more than one or two hours a day to do what you would like to do and that's if you have the money to do it. Don Failla has been teaching his simple network marketing method which allows anyone to learn how to own his or her life by building a home-based business. It doesn't require selling, and the best part is, it won't take much of your time. The 45-Second Presentation That Will Change Your Life is a virtual training manual on network marketing, designed to teach you a step-by-step plan for building a profitable, sustainable network marketing business. Network marketing is a system for distributing goods and services through networks of independent distributors. This guide not only unlocks the secrets of successful network marketing, but it provides the method to sponsor people in your organization using Failla's "45-Second Presentation." With nearly four decades' worth of instructions and insights from Failla, The 45-Second Presentation That Will Change Your Life provides you with the essentials for building and maintaining your lucrative home business.
Customer Reviews:
Brilliantly simple- a MUST read.......2007-10-17
I have been in the industry a few years, and definitely have been successful as a recruiter- but not as a business builder. I had an epiphany reading this book, and have been preaching the word on this book ever since I read it. I cannot recommend this book enough for anyone who wants success in Network Marketing. I have insisted that anyone I sponsor now read it.
It also works as a book for prospects!
I can't recommend this book enough.
Great for new Network Marketers.......2007-09-06
We are new to network marketing and wish we knew about this book sooner. We would have found a good network marketing business sooner. Very informative and easy to read. Recommend everyone read this book to understand what network marketing is about.
The first four chapters could be all you need!.......2007-06-11
Clear, concise, "been there" instruction on how to explain the most powerful message in network marketing! Have many friends making 5 figure incomes per month who claim this book changed their lives and got them to that level. Am believing it will do the same for me and my team! Strongly recommend!
quick and easy read.......2007-05-23
This is a quick and easy read with valuable info. It gives a common sense approach to building a successful network marketing business.
study this one.......2007-01-09
This is the concept of Network Marketing that should excite those who want more than a straight job in life. This is the step by step study of what happen when you tell someone about a great product, then they tell two, then they tell three, etc. Study what they show you and you will succeed in telling the story of Network Marketing to anyone who wants to listen.
Book Description
A professional “pitching coach” for one of the world’s largest marketing conglomerates, Jon Steel shares his secrets and explains how you can create presentations and pitches that win hearts, minds, and new business. He identifies the dos and don’ts and uses real-world examples to prove his points. If you make pitches for new business, this is the perfect book for you.
Customer Reviews:
Creative Thinkerer.......2007-09-07
It's a hard book to pigeonhole, as you can tell from the other reviews. It's quite applicable to people in agency life, but it's by no means an ad-person's book. If your life involves coming up with creative ideas and convincing other people to buy into them, it's very worth your time. Yeah, there are some tangents, most are diversions to make a point. Every 10-15 pages I tagged things I want to return to later to put to use. Lots of good thought-starters about what to do (and perhaps more importantly what to leave out) to get people excited about your ideas.
The Art of Presenting to People.......2007-06-23
Advertising is a people business, I guess, so is canabalism. This book centres you back to the concept that presenting is persuading, selling and entertaining. Do your homework, prepare and enlighten. I use to work in advertising, but now sell jobs for the army. I have taken what he has expressed on board and used to my advantage. I no longer present by 'Death by Light Pro', but engage my audience and use Jon Steels suggestions to help my candidates make informed decissions. Thank you Mr Steel. I reconmend this book for all in business.
A big favor..........2007-03-07
Jon Steel did us all a great favor. A great favor to business people. A great favor to presenters and those who must sit through those presentations.
This book makes you realize things you wouldn't think about when preparing for a presentation. It helps you understand that everything you say during a presentation must reflect what your big idea is. It would make us approach presentations differently. Presentations are conversations. Hey, we are presenting to real people! Let's treat them as such...
It is clear that the goal of this book is to make us all better idea-sellers, not only in the field of advertising. Jon Steel writes some great "to-do" lists, suggesting the best ways to approach certain situations. However, those "to-do" lists are backed up with personal experiences that make this book much more enjoyable and easy to read.
From the mentioning of Bill Clinton's presidential campaign, OJ Simpson's trial and "The Perfect Pitch" - London 2012 Olympic bid presentation - this book shows that good presentations not only win new businesses...
Re-discovering the art of engaging storytelling .......2006-12-18
Jon Steel is a rare breed of truly smart, creative thinkers. Though originally from an advertising background, The Perfect Pitch is by no means simply an "advertising book." It is a book about ideas and how to sell them, regardless of your business.
Jon believes that in business we all too often hide behind boring Powerpoint slides as it is easier to simply read from a slide than it is to step out and actually engage with your audience. He believes in finding an active insight from which to base the strategy and thinking and from there, developing an engaging and motivating story.
Essentially in a pitch situation you have a limited period of time to connect with your audience and involve them in the story you are telling. It's not about animated slides or embedded video links.
William Goldman, the scriptwriter, has a very similar premise in Adventures In the Screen Trade. He too talks about the critical importance of the pitch (in his case, pitches for movies) Goldman highlights the importance of finding the hook that captivates and motivates your audience.
Having had the pleasure of working with Jon, in fact on one of the pitches that he references in the book, it is fair to say that he practises what he preaches. The advice he gives is refreshingly free from jargon and rooted in simple common-sense that sometimes we can forget.
This book is an essential tool for anyone who is ever in pitch situations with their clients.
More than an anti-powerpoint rant.......2006-11-12
It would be easy to dismiss (or embrace) Jon Steel's book as a tirade against powerpoint. To say that at worst it's nothing more than a tirade against the poor use of a presentation tool (actual clip art died around the same time as the Queen Mother didn't it?) and that at best that it's an intelligent attack on a tool that has changed the way that we think. Both arguments miss the point. Yes turning Winston Churchill's best speech into PowerPoint is the highlight of this book but it's one point amongst many.
What this book seems to me to be about is creating the space, time and atmosphere needed to think. Whether that means taking a sledgehammer to your blackberry or your officemates to a baseball game the message remains the same - you win business when you have better ideas than other people; and you have better ideas than other people when you allow your subconscious to do some of the work.
Yes the book occasionally meandors, but then so do the best brains. Yes it draws on personal experience, yes it works its way through some seemingly unconnected thoughts, returning to connect only some of them - but then isn't that the central argument in the book. It's the curious mind that wins the day.
So whilst this isn't a bullet pointed, Donald Trump-esque WIN. AT. ALL. COSTS. BY. DOING. IT. THE. BILLIONAIRE. WAY. ! ! ! ! kind of book it is a kinder, gentler, more human, more nuanced and ultimately more insightful peek behind the curtain of big business and what it takes to get the people with the big bucks to buy your ideas.
Perfect Pitch may not be the book that thrusting young American execs may think that they need, it won't be on the shelves of any of the 'contenders' on The Apprentice - which is why so many of their ideas will be as predictable as their hairstyles.
recommended
Average customer rating:
- Great Book - Get this one!!!
- Happy Book
- Little Green Book of Getting your Way
- If You Sell Something, Read This Book
- Fun and interesting
|
Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others (Jeffrey Gitomer's Little Books)
Jeffrey Gitomer
Manufacturer: FT Press
ProductGroup: Book
Binding: Hardcover
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| Business & Investing
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| Skills
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ASIN: 0131576070 |
Customer Reviews:
Great Book - Get this one!!!.......2007-09-22
Jeffrey Gitomer knows his stuff ... I am a professional presenter and found this book very useful. I would recommend it to a friend ... and often do! :)
Happy Book.......2007-09-13
Gitomer has an entertaining - yet direct style that always makes me smile. His written word is as entertaining as his live presentations. This is a great book to share with your loved ones.. and your collegues! Quick read, entertaining and thought provoking.
Little Green Book of Getting your Way.......2007-09-07
I have bought several of this title and given them as gifts. When you want to know how to get your way in many situations and the right way to do it, this is the book. Big print, quick reading.
If You Sell Something, Read This Book.......2007-08-28
Jeffrey has written a number of books and this is one you should have if you have to sell anything to anybody. Lots of ideas, fun to read, and most importantly, the stuff works if you will just do it. I always like a person who practices what he preaches. Jeffrey does that. Read it and learn.
Fun and interesting.......2007-08-28
It is a cool little book loaded with practical sales advice. Everyone who has seen it at my house, has looked at it, and asked to borrow it. The ideas, though not original, are refressing non the less, and is a wonderful reminder of the most basic ways to manipulate without other people feeling that way.
Book Description
The definitivve guide to turning casual contacts into solid sales opportunities
In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities.
"If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success."
--Tom Hopkins, author of How to Master the Art of Selling
"Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere."
-- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor
"I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder."
--Alan Weiss, Ph.D., author Million Dollar Consulting
"Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure."
--Dottie Walters, author of Speak & Grow Rich
"A no-nonsense approach to building your business through relationships."
--Jane Applegate, syndicated Los Angeles Times columnist
Customer Reviews:
Amazing & Must Read Book and Listen Audio Series!.......2007-10-18
Bob Burg one of the mentors whose advice I really respect and admire. This Endless Referrals book is a must read book for an individual who wants to expand their network or someone who wants to expand his/her business.
Bob Burg is a real and genuine person who really teaches what he really practices in his life. He is really interested in helping other people to become more successful.
I personally love the audio CDs version, since I travel a lot, so I just play the Audio series in my car.
Bob will teach you the right way on how to meet and network with other people in a business gathering or chamber of commerce business meetings and benefit from the meetings.
He will also teach you on how to ask the feel good questions so you can build a rapport with a stranger. After you learned these techniques, you will feel a lot of confident in meeting strangers and be comfortable talking to them. It is an amazing way to meet new friends and business referrals, because most people will only do business with someone whom they know and like. Bob said "if you want to expand your network of relationship, we must start to be interested in other people."
He will also teach you how to develop your active listening skill. Also one of the things I love about most of Bob's programs is, Bob always refers me to other books, CDs and resources where I can learn more beyond of what he teaches on his books or CDS.
He emphasizes the importance of being a giver instead of a taker. He teaches the importance of giving and discuss the different types of givers.
Bob Burg really has helped and coached me to become a better communicator , so I can be where I am today right now and if you have money to invest on his programs, this book or audio will be the best investment you will ever make for your mind.
Endless ideas.......2007-09-05
I have not finished this book yet but this book has given me lots of ideas and I recommend this to anyone who has any sort of product or service that they offer.
Endless Referrals.......2007-07-04
It is invaluable tool to increase your circle of friend, family and business competitors as well as partners.
It had helped to dramatically explode my business in the community as well as
in many other states of the union outside my home state.
I highly recommend this and other materials produced and published by Bob Burg.
Encouraging guide to generating referrals.......2007-06-29
People think they're networking when they hand out a business card and slap a new acquaintance on the back. However, true networking is all about getting people to "know, like and trust" you. After all, says Bob Burg, this is why people will buy from you. How do you become one of these esteemed people? By encouraging people to talk about themselves. By being the first one to do the referring in a relationship. And, by using Burg's easy-to-apply strategies for attracting and qualifying prospects, getting first appointments and following through. Burg constantly reminds us that if you help others selflessly, you will reap the benefits. In fact, he argues many of his points long after you are nodding your head in agreement, but the points are usually well worth making. If you want to become a high-powered networker rather than an occasional networker, we recommend this book to you.
agents old and new.......2007-05-15
This book is great for new agents wanting to start on a fast track. it is also good for developed agents that want to re-establish themselves. Ideas are only good though if applied. One can lead a camel to water, but can't make them drink.
Amazon.com
The McKinsey Way, by former McKinsey & Company associate Ethan M. Rasiel, provides a through-the-keyhole perspective on the way this worldwide consulting institution approaches--and solves--the myriad professional problems encountered by its high-powered clientele. His goal, Rasiel writes, is simple: to communicate "new and useful skills to everyone who wants to be more useful in their business." He then does so by explaining the highly structured, fact-based proprietary methodology that McKinseyites are taught to employ with their Fortune 100 clients, complete with details on the entire process from first considering the basic situation at hand through finally selling a solution to the appropriate powers that be.
All of the critical steps (assembling a team, managing a hierarchy, doing research, conducting interviews, brainstorming) are broken down into specific actions and fleshed out with applicable examples that Rasiel has gathered through interviews with dozens of other former McKinsey employees. The concluding sections on surviving the mythically grueling pace at the organization, known simply to insiders as "the Firm," are designed to help readers successfully tackle the similar challenges and obstacles they regularly face in their own work environments. --Howard Rothman
Book Description
"If more business books were as useful, concise, and just plain fun to read as THE MCKINSEY WAY, the business world would be a better place." --Julie Bick, best-selling author of ALL I REALLY NEED TO KNOW IN BUSINESS I LEARNED AT MICROSOFT.
"Enlivened by witty anecdotes, THE MCKINSEY WAY contains valuable lessons on widely diverse topics such as marketing, interviewing, team-building, and brainstorming." --Paul H. Zipkin, Vice-Dean, The Fuqua School of Business
It's been called "a breeding ground for gurus." McKinsey & Company is the gold-standard consulting firm whose alumni include titans such as "In Search of Excellence" author Tom Peters, Harvey Golub of American Express, and Japan's Kenichi Ohmae.
When Fortune 100 corporations are stymied, it's the "McKinsey-ites" whom they call for help. In THE MCKINSEY WAY, former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm's well-honed practices in problem solving, communication, and management.
He shows you how McKinsey-ites think about business problems and how they work at solving them, explaining the way McKinsey approaches every aspect of a task:
How McKinsey recruits and molds its elite consultants;
How to "sell without selling";
How to use facts, not fear them;
Techniques to jump-start research and make brainstorming more productive;
How to build and keep a team at the top its game;
Powerful presentation methods, including the famous waterfall chart, rarely seen outside McKinsey;
How to get ultimate "buy-in" to your findings;
Survival tips for working in high-pressure organizations.
Both a behind-the-scenes look at one of the most admired and secretive companies in the business world and a toolkit of problem-solving techniques without peer, THE MCKINSEY WAY is fascinating reading that empowers every business decision maker to become a better strategic player in any organization.
Download Description
Penetrate the mysteriously powerful problem-solving methods and learn the secret techniques of the world+s most prestigious business consulting firm, in this insightful how-they-do-it guide by a former McKinsey & Company analyst.
Customer Reviews:
Not very interesting.......2007-07-26
I was expecting much more insight about what it's like to work at McKinsey. For the most part, I thought this book was a waste of time.
Basic info.......2007-06-23
This is an okay book. It tells you a few tips about how Mckinsey works and the tools they use to get answers. It is simple stuff but you can see why it works. If you were thinking about working at McKinsey this book would be of great help. They work new staff to the bones (80 hr work weeks are the rule) and staff are away from home all the time. The plus of this is you learn an enormous amount about business. It would be like being in the Marines. You can do it when you are young and then it is great when you get out.
Good overview........2007-05-14
The book gives a good overview on the strategies that are often used at the Firm. But it dont go much futher then the basic concept.
Simple but good advice combined with great short stories.......2007-03-25
I'm making the transition from contractor (IT field) to consultant and I was looking for books to help me make this change. This book caught my attention and once I started reading I couldn't stop. I started Saturday afternoon and finished Sunday afternoon.
The book gives simple yet very good advice. It's probably not advice you couldn't get elsewhere, but the writing style of the author makes it very enjoyable to read and I think even simple messages deserve repeating. I particularly enjoyed the stories from actual experiences at the firm. I found them fascinating.
Quite a few people have nitpicked the book with negative reviews. My opinion is that they either don't have a sense of humor (and missed the jokes) or they are probably already above average consultants and therefore weren't the target audience.
If you're not an experienced consultant, or if you're an average one, then this book could teach you a few things that make it well worth the price of the book.
In summary, if I learned one thing from the book it is this: any problem can be solved with a good approach based on hypothesis, facts, and asking the right questions.
Made Me Want To Be A Consultant.......2007-02-06
As an undergraduate economics major, I've been looking into various business careers for the past few years and have thought about doing everything from investment banking to fashion buying, but it wasn't until I read "The McKinsey Way" that I figured out what career I really wanted. Ethan Rasiel gives you the good and the bad aspects of the consulting industry, as well as numerous tips that everyone can and should use (i.e. make your boss look good, the elevator test, and just say "I don't know", to name a few.) And the book does not need to be read in sequential order; you can jump around to whatever section interests you without any problems. If you are considering a career in any type of consulting, I would definitely recommend you read this book, you'll gain a lot of insights and laugh at the same time. I have gone on to read the book twice, and still plan on reading it again.
Book Description
A powerful sales letter is the ultimate marketing tool for all types of business owners, sales reps, and advertising professionals. However, most sales letters end up getting tossed in the junk mail pile. The Ultimate Sales Letter, 3rd Edition shows you how to write letters that get read, generate leads, and make money. Coverage includes:
The twelve best headline formulas
Strategies for building a customer base
Sales letters for Web sites and online use
This guide teaches you a step-by-step system for writing sales letters any business can use--designed by the most successful and highly paid professional direct-response copywriter in the country.
Customer Reviews:
Thought it would be more...........2007-09-26
It was ok but would have liked something more easy to adapt to my letters.
The Ultimate Guide to Sales Letters.......2007-09-19
This book is the only start for anyone who is interested in developing sales letters, that sell. There is a reason that Dan Kennedy is the guru of developing sales letters and other forms of copy.
In the book, Kennedy unleashes a lot of information in bits of detail which are easy to follow. The book is so well written that you can not help but excel at writing great sales letters by the end. There are many copies of very successful sales letters throughout the book to illustrate the strategies, tactics and techniques revealed. The content flows smoothly from chapter to chapter making this book an effortless read.
If you are interested in learning to write great sales letters, get this book first!
Eliot Hoppe
Author - Selling: Powerful New Strategies for Sales Success
Another powerful, practical book from Dan.......2007-07-28
Have you ever spent hours writing the perfect sales letter, only to send it out and get little or no response? This information-packed book is sure to show you where you went wrong. And it takes you through all the basic steps and concepts that go into writing amazingly effective sales letters. Of course, there's no substitute for practice, but this book will get you off to a solid start.
Known as the "No B.S." guy, Dan Kennedy is a crack copywriter and consultant who regularly helps clients make millions of dollars. From my personal experience (and I have a shelf full of Dan Kennedy's stuff), all his books are worth their weight in gold. But be warned, he has a straight-up, slightly sarcastic style of communication that you either love or hate. Personally, I love it. And I confidently recommend anything and everything Dan Kennedy writes or sells.
Great book with great ideas simplified.......2007-06-23
This book is as good as a thick textbook on copywriting. Mr. Kennedy doesnt waste words and gets to the point in every sentence in this book. Also of great interest are copies of sales letters he wrote for his clients.
What I liked about this book was chapter/step 6: Getting your sales letter read. There are generous examples of attention-getting headlines and fill in the blank headlines. A lot of these caught my attention and I'm very picky about which emails to open because I've looked at thousands of them, but the samples in this book are still good to use.
I like this book because it is like AWAI's copywriting course condensed into one book.
Read this book today and start writing better copy.
A Fantastic Reference Guide.......2007-06-13
I received this book in the mail and read the whole thing in one night! It was a very practical, no-nonsense, reference guide. This one has it's own special place on my desk. Buy it!
Books:
- Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
- Style: The Basics of Clarity and Grace (2nd Edition)
- Technical Communication
- The Agenda: What Every Business Must Do to Dominate the Decade
- The Elements of Style, Fourth Edition
- The Everyday Writer
- The Experience Economy: Work is Theater and Every Business a Stage
- The Fast Track One-Day Detox Diet: Boost metabolism, get rid of fattening toxins, safely lose up to 8 pounds overnight and keep them off for good
- The Fifth Discipline Fieldbook
- The Fifth Discipline: The Art & Practice of The Learning Organization
Books Index
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Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
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