Austin, TX, United States | Member Since 2011
Dear Jeff, let me give you some tips on selling:
1. Don't use buzzwords. Customers, like all people (they are people) hate buzzwords. Cut the platitudes.
2. Always speak the language of your customers. In this case, it means if possible, speak in English. Normal English, like the language people actually speak and listen to. Let me be more precise. Instead of writing "Push the engagement to the next level of value creation in a way that will move the customers forward in the prime process via a holystic system" just say "get the customer closer to buying." or, even better, don't say anything.
3. Be respectful of peolpe's time. Don't spend 8 hours schooling customers about a concept that can be taught in two. Cut all the sentences, like the one above, that are completely meaningless.
4. Use your brain. Here is a tip: when people are listening to audiobooks, they can't see your book. So don't say thinkgs like "Take a look at figure 8.1". Jeff, sorry to disappoint you, there are no figures in an audiobook. It's only audio. Hope you can understand that.
5. Engage customers. Yes, I used engage because you seem to like buzzwords. In this case it means to use tone modulation, emphasis and other basic speaking techniques to make listening to your voice enjoyable. At least try to avoid getting many listeners to fall asleep. See, some of us listen to audiobooks while driving, so falling asleep would be bad.
6. Keep it simple. Business is hard. Work is hard. Selling is really hard. Managing a sales team and making the number is hard. Don't overcomplicate things. Language is the first step, but try to keep things really simple if you want peolpe to follow your steps. Oh, I forgot, you are trying to make things hard to sell your consulting services. Never mind. Scratch this one.
Look, this book has solid concepts, important to any complex sale. there are a few nuggets, but most of it is not original nor very well presented. The basic concept is diagnostic selling. It is essentially solution selling with proper discovery. That's the good news. now the bad news.
There are many things in the book that make no sense, such as implying industry expertise is not useful when hiring sales people, because it's all about your magical decision selling process. In most cases, the only way a salesperson can be credible and trusted as a solution seller is by having deep understanding of the industry, the problems it faces and the details behind the business model that take often years to understand. Using the same analogy in the book, to be a doctor you need many years of education, not just a 'medical decisioning process'.
I think you get the idea. I had high expectations for the book but I was very disappointed. There are many other good books on selling, try SPIN selling if you want the basics on solution seling, or Zig Ziglar, or Top Grading for Sales if you want the real thing.
This is a book aimed at someone who has an idea for a product and is looking for a checklist and some knowledge on how to bring your idea to market.
On the good side, I love the caboodles story and it is a very comprehensive book.
On the negative side, I think it is a bit outdated and rigid in its recommendations. Let me illustrate with an example: the book suggest PhotoShop as the most important tool for product design.
Instead I was hoping to get a more human story about Caboodles, what were the strategies, the challenges, the failures. Honestly I skipped the second half of the book.
It is hard to dispute Michael Porter is the master of strategy theory.
For most, his books are dense and hard to read. not because they are poorly written, but because they intellectually profound and full of knowledge. Jon Magretta has succeeded in creating a 'Porter for the rest of us' that makes the teachings of Michael Porter accesible and easy to understand. It is not really 'Strategy for dummies' as the book assumes a good level of business acumen.
While I was already familiar with most of Michael Porter's thoughts I found this book to be entertaining and enlightening. This is not a book I want to listen to during my commute as it would make it impossible or dangerous to take notes. And I took plenty.
The book is well organized and well summarized. I particularly liked the summary at the end and and the FAQs.
Absolutely must read for anyone leading a business.
It reads like an interesting book about game theory with a number of interesting examples but I found this 'game theory' to be common sense or basic strategy applied using complex-sounding logic.
The examples are lengthy and go off topic for long periods of time. I think one chapter spends thirty minutes talking about bacteria and viruses with no relation to game theory in an example that is way too complicated and has little to do with the topic.
Would you take life advice from a comedian?
Well, you should. I really enjoyed this audio book. It is one of those you don't want to end. It is enjoyable and funny. More importantly, it tells a rich story with tons of practical advice for your life, no matter your profession or life stage.
Like me, you probably won't agree with everything. But even on those few points I did not agree with, I enjoyed listening to the story and it made me think. Not bad for a comedian. I have a lot more respect for Scott Adams and might buy more of his books.
This could be a great gift book too. Recommended
It seems this is part of an 'unauthorized' book summaries. (i got two) At the beginning the book recommends you get the full book first and use this as a guide, which is ridiculous IMO.
The bigger problem is that it is repetitive, shallow and soulless. Everything is repeated twice. A summary of a chapter and then a summary of the summary. There is not enough detail, there is no flow. The focus is in summarizing each chapter, not to tell the story in a brief form, or to share the key learnings from the book.
Most importantly, there is no emotion. I got the gist of what the full book is about. but now it is ruined for me. I don't have any interest in the full book or in watching the TV series.
Don't waste your time
It seems this is part of an 'unauthorized' book summaries. At the beginning the book recommends you get the full book first and use this as a guide, which is ridiculous IMO.
The bigger problem is that it is repetitive, shallow and soulless. Everything is repeated twice. A summary of a chapter and then a summary of the summary. There is not enough detail, there is no flow in the story.
Most importantly, there is no emotion. I got the gist of what the full book is about. but now it is ruined for me. I don't have any interest in the full book.
Don't waste your time
It's a long book, but it is enjoyable and full of practical knowledge for anyone who gives speeches, leads teams, presents in front of large audiences, is a spokesperson or is a master of ceremonies.
Every key point in the book is illustrated with plenty of examples from recognized leaders. You may have heard about some of these skills before, but you will surely learn a trick or two that will make worth your investment (time and money) in this book.
There are many leadership books that have lots of great quotations, thoughts and intellectually rich thoughts with a few examples.
This book is different. It is told as a story. A real world-story that illustrates the challenges, the tension between the old and the new ways of doing things, the risks, the necessary managing up , and the results of 'leader-leader' leadership style.
It is a fun book to read, full of practical knowledge. Almost like a real-world fable.
If you manage teams or if you aspire to be a great leader, this is the book you should get first. It has the power of changing an entire organization.
This is a great book for anyone who owns a small business. It should be required reading before you incorporate. It is very complete and yet very easy to digest and very practical. Full of value.
If you are an experienced marketer, this book is not for you. The concepts described in this book are what I would expect any good marketer to dominate: Lifetime Customer Value, conversion rates, testimonials, etc. So I did not learn much (if anything) from this book.
However, if you are a business owner and don't have a marketer on staff, this book does a pretty good job at explaining the basics of marketing in a very clear and practical way. Any business owner should be apple to apply lessons in this book to improve his or her business and do a better job in buying customers, therefore growing his or her company.
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