An often engaging, if sometimes excessive, guide to generating sales with tales.
Speaker and sales coach Humm presents a tactical plan to reach one’s sales, marketing, and career goals through better storytelling.
At the outset of this sales manual, the author assures readers that his method of telling stories will, among other things, “leave magical first impressions,” inspire everyone around them, and, perhaps more to the point, overcome their resistance to sales pitches. He focuses on five core areas to “transform your storytelling skills”: crafting interesting tales from ordinary moments, finding “the five types of stories that are most effective in sales conversations,” building one’s confidence, delivering stories “naturally and authentically,” and making a clear plan to do all these things. He draws on his own experience of coaching clients, talking with business leaders, and reading widely in the motivational business genre; at one point, for instance, he quotes sales trainer Mark Hunter: “Stories put the other person in storytelling mode. It’s no longer like, ‘I gotta be careful. You're just trying to take my money.’ ” If you want a potential buyer to remember you, Humm writes, you should engage their emotions with your story. This is one of his three key elements of improving one’s technique, which also include surprising listeners and presenting moments that allow for easy visualization. Some readers may resist the idea of combining personal, emotional storytelling with sales manipulation. However, Humm is a convincing and very personable guide to his method over the course of his book, and readers will find his repeated emphasis on determining and then serving the needs of the customer to be refreshingly direct. Occasionally, though, an unsettling note surfaces, as when he urges readers to mine every single verbal sales exchange for valuable information: “Every conversation is an additional data point that you can use to tell industry stories in your next conversations.” Here’s hoping readers use such advice responsibly.
An often engaging, if sometimes excessive, guide to generating sales with tales.Pub Date: March 20, 2023
ISBN: 9798387619281
Page Count: 182
Publisher: Self
Review Posted Online: July 2, 2023
Review Program: Kirkus Indie
Cogent, well-timed ideas for meeting today’s biggest challenges.
Helping liberals get out of their own way.
Klein, a New York Times columnist, and Thompson, an Atlantic staffer, lean to the left, but they aren’t interrogating the usual suspects. Aware that many conservatives have no interest in their opinions, the authors target their own side’s “pathologies.” Why do red states greenlight the kind of renewable energy projects that often languish in blue states? Why does liberal California have the nation’s most severe homelessness and housing affordability crises? One big reason: Liberal leadership has ensnared itself in a web of well-intentioned yet often onerous “goals, standards, and rules.” This “procedural kludge,” partially shaped by lawyers who pioneered a “democracy by lawsuit” strategy in the 1960s, threatens to stymie key breakthroughs. Consider the anti-pollution laws passed after World War II. In the decades since, homeowners’ groups in liberal locales have cited such statutes in lawsuits meant to stop new affordable housing. Today, these laws “block the clean energy projects” required to tackle climate change. Nuclear energy is “inarguably safer” than the fossil fuel variety, but because Washington doesn’t always “properly weigh risk,” it almost never builds new reactors. Meanwhile, technologies that may cure disease or slash the carbon footprint of cement production benefit from government support, but too often the grant process “rewards caution and punishes outsider thinking.” The authors call this style of governing “everything-bagel liberalism,” so named because of its many government mandates. Instead, they envision “a politics of abundance” that would remake travel, work, and health. This won’t happen without “changing the processes that make building and inventing so hard.” It’s time, then, to scrutinize everything from municipal zoning regulations to the paperwork requirements for scientists getting federal funding. The authors’ debut as a duo is very smart and eminently useful.
Cogent, well-timed ideas for meeting today’s biggest challenges.Pub Date: March 18, 2025
ISBN: 9781668023488
Page Count: 320
Publisher: Avid Reader Press
Review Posted Online: Jan. 16, 2025
Kirkus Reviews Issue: Feb. 15, 2025
BOOK REVIEW
PERSPECTIVES
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
BOOK REVIEW
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