Ardent Audible listener with a long commute!
One of the first books I listened to on Audible was Joe Mavarro and Marvin Karlins' "What Every Body is Saying: An Ex-FBI Agent's Guide to Speed-Reading People" (2012). It was so long ago that I hadn't started writing reviews, but that was fortunate with this book. I've been using some of the techniques described in the book for 18 months, and they work. I wouldn't have known that when I finished the book.
I am a civil trial attorney, and I long relied on gut feeling and intuition when I picked a jury. In other words, just dumb look. This book gave me the ability to know, with some basis, whether a jury liked my client or the opposition, and whether I was effectively advocating my client's defense. Once, in a memory seared sharp, I completely torqued a juror off, which I realized by her flared nostrils and lips pursed together to nonexistence. I was able to dig out of that situation.
This isn't the key to picking a perfect jury, but it helps. It's like knowing a secret code.
I occasionally listen to the book to refresh my techniques. The book teaches how to speed read people, but learning the techniques takes a lot of time, patience, practice and feedback - when you can get it.
I'm giving the book an overall 4 because it is so useful, but it's a 3 on the story. Despite the exciting topic, it's pretty dry and academic. The narration is a three, too. It sounds more like a business seminar than a narration.
I want to mention that "What Every Body is Saying" and Pamela Meyer's "Liespotting: Proven Techniques to Detect Deception" (2011) really builds on Navarro's techniques. Listen to them consecutively, and it's like a college psychology course.
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I am an avid listener. I listen between 75-100 hours per month on my iPhone: 60% fiction to 40% non-fiction.
When I started listening, I have to admit I was skeptical of the title. There was something about the title that both annoyed me and intrigued me. As I started to listen, it became clear that the central argument of book struck a core principle: If you believe in what you sell and are passionate about what impact it makes on your customer, you will be a better sales person – bingo. I believe this is true. McLeod goes on to discuss what she means by a noble purpose: Focus on what impact you make on your customer; how you are different than your competition; and, on your best day what do you love about your job.
McLead has spent over 10,000 hours interviewing top sales people and provides insight in how they motivate themselves and their customers. She is quick to point out the methodology she is espousing is not a marking ploy or a tagline; it is a way of thinking. I like the way she articulates ideas in a simple, straightforward manner. For example, purpose is the difference you are trying to make; mission is how you do it; and vision is what the world looks like after you finish the job.
This book will appeal to senior sales executives as well as those who manage senior sales executives. Although mid and junior sales professionals will find the ideas interesting and motivating, direction and change must come from the top. I give this easy listen a big thumbs up.