Good-natured and amusing, of practical interest to salespeople.
In his first book, a self-help autobiography, Irish salesman Lanigan explains how storytelling can be used to make the big sale.
Lanigan drives a Harley and prides himself on being a crackerjack salesman. He believes his career has been made by using stories to advance his sales campaigns, and he wants to share his secrets with his readers, especially other salespeople who want to break out from the pack and rise to the top. While this book indeed shows how Lanigan employed stories to warm up prospects, other factors get the spotlight, too, in a sometimes peculiar, often amusing exploration. Lanigan’s is a man’s world, a macho realm where rich guys get with their buddies to set off across the Irish landscape on their bikes to share some male bonding, escape the challenges of daily life, and formulate plans to work their way up the career ladder. “Why did I buy a Harley-Davidson instead of a different brand?” Lanigan asks. Owning a Harley, he says, gives him “membership to a group marked: ‘success and achievement.’ ” As these freedom-loving success groupies use the weekends to bomb around the Irish countryside, ordinary folks gawk at these heroes of the open road; of course, the bikers share a story or two as they go. “Then, without a word being said, we all straddled our mounts and rode out,” Lanigan writes. The author’s focus, though, remains how sales professionals can use stories to gain the confidence of prospects and win the sales game. Not that he always needs to appear as the epitome of masculinity—quite the opposite: Lanigan astutely observes that tales showing the salesman to be vulnerable have a more positive effect than self-aggrandizing stories.
Good-natured and amusing, of practical interest to salespeople.Pub Date: Aug. 15, 2013
ISBN: 978-1483979298
Page Count: 250
Publisher: CreateSpace
Review Posted Online: Oct. 21, 2013
Review Program: Kirkus Indie
Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our...
A psychologist and Nobel Prize winner summarizes and synthesizes the recent decades of research on intuition and systematic thinking.
The author of several scholarly texts, Kahneman (Emeritus Psychology and Public Affairs/Princeton Univ.) now offers general readers not just the findings of psychological research but also a better understanding of how research questions arise and how scholars systematically frame and answer them. He begins with the distinction between System 1 and System 2 mental operations, the former referring to quick, automatic thought, the latter to more effortful, overt thinking. We rely heavily, writes, on System 1, resorting to the higher-energy System 2 only when we need or want to. Kahneman continually refers to System 2 as “lazy”: We don’t want to think rigorously about something. The author then explores the nuances of our two-system minds, showing how they perform in various situations. Psychological experiments have repeatedly revealed that our intuitions are generally wrong, that our assessments are based on biases and that our System 1 hates doubt and despises ambiguity. Kahneman largely avoids jargon; when he does use some (“heuristics,” for example), he argues that such terms really ought to join our everyday vocabulary. He reviews many fundamental concepts in psychology and statistics (regression to the mean, the narrative fallacy, the optimistic bias), showing how they relate to his overall concerns about how we think and why we make the decisions that we do. Some of the later chapters (dealing with risk-taking and statistics and probabilities) are denser than others (some readers may resent such demands on System 2!), but the passages that deal with the economic and political implications of the research are gripping.
Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our minds.Pub Date: Nov. 1, 2011
ISBN: 978-0-374-27563-1
Page Count: 512
Publisher: Farrar, Straus and Giroux
Review Posted Online: Sept. 3, 2011
Kirkus Reviews Issue: Sept. 15, 2011
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A readable, persuasive argument that our ways of doing business will have to change if we are to prosper—or even survive.
A well-constructed critique of an economic system that, by the author’s account, is a driver of the world’s destruction.
Harvard Business School professor Henderson vigorously questions the bromide that “management’s only duty is to maximize shareholder value,” a notion advanced by Milton Friedman and accepted uncritically in business schools ever since. By that logic, writes the author, there is no reason why corporations should not fish out the oceans, raise drug prices, militate against public education (since it costs tax money), and otherwise behave ruinously and anti-socially. Many do, even though an alternative theory of business organization argues that corporations and society should enjoy a symbiotic relationship of mutual benefit, which includes corporate investment in what economists call public goods. Given that the history of humankind is “the story of our increasing ability to cooperate at larger and larger scales,” one would hope that in the face of environmental degradation and other threats, we might adopt the symbiotic model rather than the winner-take-all one. Problems abound, of course, including that of the “free rider,” the corporation that takes the benefits from collaborative agreements but does none of the work. Henderson examines case studies such as a large food company that emphasized environmentally responsible production and in turn built “purpose-led, sustainable living brands” and otherwise led the way in increasing shareholder value by reducing risk while building demand. The author argues that the “short-termism” that dominates corporate thinking needs to be adjusted to a longer view even though the larger problem might be better characterized as “failure of information.” Henderson closes with a set of prescriptions for bringing a more equitable economics to the personal level, one that, among other things, asks us to step outside routine—eat less meat, drive less—and become active in forcing corporations (and politicians) to be better citizens.
A readable, persuasive argument that our ways of doing business will have to change if we are to prosper—or even survive.Pub Date: May 1, 2020
ISBN: 978-1-5417-3015-1
Page Count: 336
Publisher: PublicAffairs
Review Posted Online: Feb. 16, 2020
Kirkus Reviews Issue: March 15, 2020
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