A good basic overview of the theory and practice of relationship selling.

THE HEART OF SELLING

MAKING MAJOR SALES

Teaches that building relationships is the key to selling well.

The guide opens with a scene from Hart’s history as a chemical salesperson. The author keeps an appointment with a purchasing agent for a major prospect only to be told, “Erica’s too busy to see you today.” A month later he makes another appointment, arrives on time and is told the same thing. On the third round, another month later, the purchasing agent walks into the lobby, asks him for his price, and when he hesitates, tells Hart that they have nothing to talk about and walks away. With this tale, Hart launches into his premise: Securing major sales requires forming connections with every prospect. He then describes in detail how salespeople can build such relationships, including examples from his own experiences. Interestingly, the first story aside, most examples are interactions with salespeople as a prospective buyer, not as a salesperson. Hart emphasizes the need to ask questions and understand the prospect’s needs, then to use that information to present the benefits that will catch the buyer’s interest. He explains that relationship building between salesperson and prospect allows the salesperson to ask probing questions without discomfiting the buyer. Hart’s advice is not particularly groundbreaking, but he presents it well and with all the enthusiasm of a seasoned salesperson. The primer itself is an excellent example of how to sell: Hart opens with an attention-getting “hook,” presents the benefits of his method while sprinkling in several entertaining tales, uses specific facts and details to back up his claims and then closes by returning to the opening story about how his own method converted this difficult prospect into a loyal customer.

A good basic overview of the theory and practice of relationship selling.

Pub Date: Aug. 9, 2012

ISBN: 978-1468197532

Page Count: 136

Publisher: CreateSpace

Review Posted Online: Sept. 26, 2012

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Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our...

THINKING, FAST AND SLOW

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. 4, 2011

Kirkus Reviews Issue: Sept. 15, 2011

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Gucci demonstrates all the bravado and ferocious self-confidence that he counsels—and the photos are a nice bonus.

THE GUCCI MANE GUIDE TO GREATNESS

A hip-hop star who went on his first international tour wearing an ankle monitor explains how to succeed.

“The words you are about to read can help you,” writes Gucci. “That’s because there is truth in them. These are words of wisdom, like the Bible and its proverbs.” Unquestionably, Gucci likes to aim high, as many of his proverbs attest: “Stop Underestimating Yourself”; “Whatever You’re Thinking, Think Bigger”; “Nobody Cares. Work Harder”; “When They Sleep, I’m Grinding”; “Do More, Get More.” And never forget, “Women Are Brilliant.” Gucci not only shares his recipes for success. As in a cookbook that shows pictures of the end result, the author includes dozens of dazzling photos of himself and his beautiful wife, among them a series on his surprise wedding proposal at an Atlanta Hawks game. After the success of his bestselling debut, The Autobiography of Gucci Mane, Gucci has realized there is money to be made in the book business. In addition to the Bible, he has his eye on Malcolm Gladwell and his reported $5 million advances. While he is “cool with Malcolm Gladwell being more celebrated than me as an author…the difference between Malcolm Gladwell and me is that I’m going to make more money because I’m going to make so many books for my following….You can enjoy this book or not, but I’m going to make my fifty-second book, my hundred and eighth book.” Many readers will hope that one of them will be a diet book, as the 100-plus pounds Gucci has lost and kept off are a frequent topic—alas, he doesn’t reveal his weight loss secrets here. Until the next book, try to live the Gucci Mane way. “Avoid lazy and miserable people,” and “Find something to be excited about every day.”

Gucci demonstrates all the bravado and ferocious self-confidence that he counsels—and the photos are a nice bonus.

Pub Date: Oct. 13, 2020

ISBN: 978-1-982146-78-8

Page Count: 272

Publisher: Simon & Schuster

Review Posted Online: Sept. 10, 2020

Kirkus Reviews Issue: Oct. 1, 2020

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