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.
Ryan makes an important point: web-based media today is not very professional and optimized for pageviews not for accuracy. Therefore, it can be manipulated. The examples and recommendations could be written in a blog post, or in a chapter or two.
But Ryan goes chapter after chapter ranting on this point, giving more examples and elaborating on the same thoughts without much to offer.
My suggestion is not to waste your time.
After reading all of Walter Isaacson's biographies, I was looking forward to learn about the life of Lincoln. Water has a unique gift in making a long story entertaining, useful, and engaging. This book just shows how hard it is to do it right.
Listening to Team of Rivals feels more like listening to a researcher that wanted to communicate all the knowledge they have on a subject, rather than walking you through a story, the interesting facts, and the nuggets of wisdom we should learn from it.
Honestly, I was unable to listen to the entire audiobook. This is not a book for me.
I usually listen to audiobooks to learn. Sometimes I listen to be entertained. Other times I listen to get inspired. This book does all three.
I learned about Africa, life in modern day tribes, how a game reserve operates, the challenges they live, etc.
I was inspired by Lawrence Anthony's story, his humanity, his love for animals, his connection with God's creation. Also inspired by the Elephant's love, loyalty and profound knowledge.
I was entertained with the stories. This is one of those books where you ant to keep driving or stay in your car to keep listening to the story. The book is long, but it does not feel that way.
Lawrence (rest in peace) is an example, a great human that leaves us with great legacy in this book and great example with his actions.
George Carlin is a master of stand up comedy. This, however is a book READ by Carlin, and he does not seem to be a good book writer. I listened to about 20% of the audiobook and skipped ahead to other chapters and did not find a single funny bit. It feels like a written rant about life. Buy a Carlin DVD instead.
Like all marketers, I love Seth Godin. He is an incredible writer and thinker and has some of the best marketing books ever. This is clearly not his best book.
The whole premise of the book is that the world has evolved from an era of mass products and limited choice to a world of mass customization and uniqueness.
Seth is right, to an extent. As i write this, the majority of the US population uses the exact same smart phone, and iPhone, most companies run their email on MS Exchange, everyone drinks Starbucks and most women on the street carry LV or MK handbags.
So the premise is somewhat flawed. We live in a world of mass products AND mass customization. Seth could have spent more time explaining the implications for marketers than making the case for the theory of mass. Try another of Seth's books instead, there are some true gems. My favorite All marketers are Storytellers.
The book is right in the middle of being an academic document on procrastination and a practical guide to help common people deal with it - and it fails at both.
It is not rich enough to be a scientific or an academic document for psychologists and it is too academic for the layman. Instead of giving practical advice it uses a couple chapters defining, describing and analyzing procrastination itself.
The content is good, but it needs to be re-written to make it more useful.
The book is organized into 50 chapters - each one includes a small nugget of surprising human behavior followed by a very long description. The nuggets vary from the boring to the interesting, with mostly limited practical value. After a few chapters I decided to listen to the central idea of the chapter and skip to the next.
Clialdini is the authority on the science of influence but this is not his best book. For behavioral psychology I like Ariely's Predictably Irrational much better
This audiobook is detailed, well researched and very insightful. It tells a story not only of what could be the biggest turnaround in business history but it also paints a picture of the automotive industry and the economic crisis of 2008.
This is one of those books that should be required reading for anyone pursuing an MBA or anyone considering a business leadership position. It tells so many useful stories on aspects as varied as marketing, finance, building trust, strategy and focus, and so on.
The narrator is clear and uses proper tone. The story has just enough detail to the point it is not boring. Definitely recommended.
Jim Gaffifan is one of the best comedians of our time. His stand up comedy is unique and hilarious. This is not it.
It is intended to be a funny story about Jim's life. It is done completely in a different style. It is read by Jim, but it feels like someone at school asked him to read a book out loud. There is no emotion, and I did not find it funny. After 30 minutes I skipped a couple chapters and fount the rest of the audiobook is the same. Then I closed it and moved to my next book.
Maybe it was my fault for not listening to a sample. Just be advised.
There is no doubt Alexander the Great is one of the most important leaders and strategists and that he had tremendous influence in shaping the world where we live today.
This audio book does a great job of providing a detailed, but always interesting account of his life, accomplishments and legacy. Even though it is audio, the description of the battles and the strategies followed are clear and incredibly interesting.
The author provides a fantastic summary of Alexander's strategy and legacy. The author's commentary about how it relates to corporate strategy is sparse and not very effective. Which makes this a poor book on strategy but a wonderful book on history and the legacy of Alexander the Great. I enjoyed it thoroughly.
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