Archive for category Business book reviews
Book Recommendation: Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
A book recommendation from Dan Beaulieu:
Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
By Paul Cherry
Copyright 2018 Amacon
Price $ 17.95
Pages: 227 and Index
The one book to read and study if you truly want to know who your customer is.
This is a great book to help sales people learn how to win over their customers and an even better book for helping companies particularly their inside sales people on how to turn their customers into customers for life.
Creating a customer-focused company is all about knowing everything possible about your customers and the best way to find out everything about your customers is to ask them.
Author Paul Cherry who is President and CEO of one of the country’s foremost sales and leadership training organization shows his complete mastery the art of the question in this book. He focused not only on the right questions to ask in the appropriate situations but also how to ask those questions, the right time, the right place and even the right pace of questioning. He makes us realized that questioning is an art, a craft that must be studied and perfected.
Have you ever been in any of these situations?
- You’re talking to a prospect and you need to stop talking and get her talking. How do you do that?
- You’re in deep trouble with a customer. Your company has really screwed up this time and that customer is really mad. How do you handle that situation with questions that will not only start getting to the heart of the matter and solving the problem but also calm the customer down as well?
- Or you have to tell you customer that if that if they don’t start paying you will have to cut them off, or other touchy messages that we in sales get to deliver?
- Or having to find out if you are going to get that big order that they are awarding next month, but you need to know now because it is so vital to your company?
- Or you know that the buyer is stalling you for some reason but you don’t know why, and its your job to find out why?
Besides demonstrating to the reader how to handle these situations and many more, the author also provides lists of actual questions designed to help you develop your on line of questioning for all of these situations and many more. In fact, just about every situation you can come up against.
Basically, everything you need know about asking questions that not only help you sell but more importantly develop a long-lasting and productive relationship with your customers is in this book.
I would urge anyone interested in their customers and knowing everything about them should read this book. If you truly want to know who’s your customers, this is the one book you should make sure to buy and read.
A book recommendation from Dan Beaulieu
Find the Fire: Ignite Your Inspiration and Make Work Exciting Again
By Scott Mautz
Pages: 246 with Index
An unbelievably entertaining read
This is a fabulous book for when you get those blahs! You know what I’m talking about, those times when you just cannot get out of your own way. When everything you try to do gets stuck in park and you just can’t understand how you ever got anything done in the first place.
This is one of those books you should keep in a glass case with a sign that says, “when you get stuck in a rut break glass and read book.
Scott Mautz has filled each chapter with tips and tools on how to handle the “anti-muses” that show up and put out your spark on initiative. You know the ones: Fear, Boredom, Inundation, Loss of control, Swindling self-belief, Disconnectedness, Dearth of creating, insignificance and Lack of Evocation, I can feel the spark of my initiative to even finish this book recommendation just listing them.
But have no fear, Mr. Mautz deftly, handles each one of these spirit suckers demonstrating techniques to chase them away and move on to more inspiring venues. For handling fear he gives real-life examples of great men like Michael Jordan and Walt Disney who failed miserably only to use that failure as an true inspiration to become stronger and get on the road to success.
For inundation which is really another form of procrastination he shows the ready how to break away from all the causes of putting things off, with particular attention to the ever dangerous tendency towards counterproductive perfectionism.
And when we are overwhelmed by loss of control he demonstrates how to regain that control with e few simple tactics for facing your challenges such as thriving on feedback good or bad and that all important one we all should master embracing change.
The one thing we all should remember is that inspiration is not automatic. None of us has the time or the luxury of sitting around waiting for our muse to show up and inspiration to strike. No instead we have to turn to techniques like the ones outlined in this important book to get our juices flowing again.
The next time you find yourself needing a good swift kick of inspiration this is the book to break into.
The next time someone starts taking control of your life, run don’t walk to the shelf where you keep this book and crack it open.
Whatever you do make sure you do it with Scott Mautz’s new book Find the Fire.
A book recommendation from Dan Beaulieu.
The Camino Way: Lessons in Leadership from a Walk Across Spain
By Victor Prince
Copyright 2017 Amacom
Pages: 199 with Index
What a story! I didn’t even know about the Camino Way until I read this book.
Then I had to find out how reading about this book and what a pleasant surprise that was. Author Victor Prince uses the backdrop of his own pilgrimage along the Camino Way to give leadership lessons.
All along his thirty-day journey he received like every other pilgrim who takes this journey he stopped to have his Pilgrim’s “Passport” which formally documented and officially marked every step of his journey. He notices that on the back of the passport titled, “Spirit of the Camino” he found seven guideposts for not only the journey but also for all aspects of a life being well-lived. It was on these guideposts that he constructed his very useful and inspiring book.
Here they are:
- Welcome each day, its pleasures, and its challenges
- Make others feel welcome
- Live in the moment
- Feel the spirit if those who have come before you
- Appreciate those who walk with you today
- Imagine those who will follow you
Mr. Prince took these very valuable guideposts and turned them into chapters of the book. Relating first where he was on the pilgrimage in each chapter, talking about his own journey through life as well as the people he meets along the way.
Then as a special treat each chapter ends with what he calls a Camino Leadership Lesson here he applies the guideline to business and yes to life. Here is discusses lessons like, “Identify Hidden Pockets of Value” or “Maximize Recognition” where he demonstrates the value of recognizing people for their contributions.
And finally, he wraps up the book with a summary of lessons learned from Camino Way. The very fact that he ties in a religious experience with a personal experience with a business lesson was surprisingly appealing to me as I hope it will be for other readers.
This book is a true and unique pleasure to read and ponder.
Book Review: The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction- The Real Truth About Sales
A book recommendation from Dan Beaulieu
The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction- The Real Truth About Sales
By Ken Kupchik
Copyright 2017Amacom Coming out September 21st 2017
Pages: 185 with Index
A Funny Sales Book
You’ve got to laugh, right? One of the best tools to have in your kit when you’re in sales is a great sense of humor and that’s what this book is all about. Imagine a sales book written by Jerry Seinfeld and you’ll get a good idea of what this book is like. Filled with all kinds of valuable advice including everything from cold calling to handling rejection, the author uses humor to make us laugh at ourselves while learning how to be better sales people.
Mr. Kupchik takes serious subjects and turns them into funny and ironic lessons that you’ll laugh about every time you remember them.
Here are just a few gems from this book:
When having a sales call with a new customer:
Do: Listen intently to the words the customer is using.
Don’t: start speaking in a fake British accent halfway through the conversation.
When doing research on a customer:
Do: Research the prospect company before contacting…
Don’t Conduct your research by flying a small drone outside the company’s office building.
Don’t: Laugh uncontrollably when you hear the size of their budget
On sending proposals:
Do: Send your proposal in a timely manner
Don’t: Get down on one knee when pitching your proposal
Don’t: follow the customer around in your car after you’ve sent over the proposal.
And here are some tips on choosing then right neighborhood if you are into door-to-door sales:
Don’t go into the neighborhood if the houses all have bars in the windows; most of the buildings are abandoned; and most of the cars are up on cinderblocks
This is one of the most enjoyable business books I have ever read. But don’t get the wrong idea, this book while being fun to read is also full of very good sales advice.
I can truthfully tell you that reading this book will be the most fun you have reading a business book in your entire career.
Look for The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction- The TrutH About Sales when it comes out on September 21st of this year.
A book recommendation from Dan Beaulieu
The Inspiration Code: How the Best Leaders Energize People Every Day
By Kristi Hedges
Pages: 261 with Appendix and Index
How to be a better leader over all, as well as one who inspires
No matter who you are, no matter what you have done, no matter where you have been or where you are in your life journey, this book can help you to be inspirational. Look not all of us are inspirational by nature. Most of us are well, just regular people how have lead regular lives. For the most part, we have done nothing dramatic enough to be inspirational just by our very existence. We did no save lives like the pilot Sully. R change the world like Steve Jobs, or walk on the moon like Armstrong. Now we have just lead our lives the best we could trying to help people along the way. If you agree that you are one of the regular people, that you are one of us, then this book is for you. One of the regular people who want to inspire those around us to greatness.
This book is literally a systematic manual on how to be inspirational from showing people how much we care, to intentional listening to encouraging dialoguing this book provides everything a person needs to be an inspiration to those around her.
Ms. Hedges makes the case that to be inspiration is to energize those around us to do things far beyond what they thought they could do. She focuses on honestly in conversation, authenticity in what we say and even how we say it.
Here are the four steps that take people up the “inspire path” as Ms. Hedges calls it. Inspirational leaders are:
Present: Focused on the person in front of them, not distracted, visibly stressed, or beholden to an agenda. They’re open minded and let conversation flow.
Personal: Authentic and real, and listen generously. They know how to find and expand potential.
Passionate: They infuse energy, calibrate it, and manage it as one of their greatest skills.
Purposeful: They are intentional and willing to have courageous discussions about purpose, and role model how to live into their own.
There is even a focused on how to apply these four steps in different situations from a one on one conversation to giving a presentation to a room full of people.
Frankly, I think this is a book about leadership in general, good leadership which in the end does lead to inspirational leadership.
If you are serious about your role as a leader, or even a team member who strives to get the best from your team this is book is a great way to start.
A book recommendation from Dan Beaulieu.
UPSIDE: Profiting from the Profound Demographic Shifts Ahead
By Kenneth W. Gronbach with M.J. Moye
Copyright: Amacon 2017
Pages: 278 with Index
Predicting the future through demographics
If you want to know what is going to happen in the future, you can forget the crystal ball and the Tarot cards because all you need is this new book by generational researcher Kenneth Gronbach. The first thing I want to say about this book is that it is readable and interesting. I say that because I was almost turned off to the point of not wanting to read it because of the subject matter which sounded as dry as the Arizona desert, but au contraire mon frere as they say in my culture, this book is actually a page turner. The author takes you through six generations of demographics from the “Silents” those who survived world war two to the baby boomers to generation Xer’s the millennials and beyond. He describes in detail the make-up of these six generations and how they are made up and what their effect is on business both today and in the future.
Beyond that he writes about the various areas of the country showing growth slow-down in the North east and super growth in the south especially North Carolina…and why.
Which what we all want to know isn’t it? We not only want to know the what but also the why.
Probably the best part of this book is when the author shows us the future; like how generation Xer’s are turning the housing market around and how boomers are responsible for the health care issues we are having today because there are so many of them living for so long and needing so much health care.
As a bonus, the author includes brief studies of the rest of the world including Europe, Africa and of course Asia including the projected growth rate of each region.
Honestly, I went from wondering if I should even read this book, to feeling I had to read this book to learn about demographics and how to use them in my business, to my considering this book only the beginning of my study of this all-important subject. If you are serious about the fate of your business, nay the fate of your world then you have to reads this excellent and don’t forget readable book
A book recommendation from Dan Beaulieu
Time Management: (The Brian Tracy Success Library)
By: Brian Tracy
This entry in Brian Tracy’s series is aimed at helping us to be better managers, salespeople, and overall better business people. In this small but powerful volume, Tracy focuses on time management, something on which we can all improve. And what better way to help us with time management than by writing a book on the subject that can be read in one sitting? Like all books in this series, this one cuts to the chase, dealing only in the most pertinent facts, tips, and guidelines without wasting the reader’s time in the process.
As a tried and true procrastinator, I found the chapter on that subject particularly appropriate for me. Truth be known, it was the first chapter I read, even though it’s Chapter 13 and on page 67. Listen to this: “The truth is that everyone procrastinates…but if everyone procrastinates what is the difference between the high producer and the low producer? Simple. The high producer procrastinates on task and activities of low or no value. The lower producer procrastinates on tasks that have considerable value…you have to engage in ‘creative procrastination.’”
In other words, create a triage of the tasks before you and then set them in order of priority. That is simple enough, isn’t it?
And here is another bit of advice we certainly can all use: “Use e-mail as a servant.” Most of us do the opposite; we have become a servant to our e-mail. We even program our devices to set off some sort of alarm when a new e-mail arrives. And then we cannot help but look at that device in case some sort of earth-shattering e-mail has arrived, which is seldom the case, by the way. Instead, Tracy advises that we have set times several times a day to look at our e-mails while we do more important things throughout the day.
Oh, and here’s one that will scare the heck out of you–he recommends deleting all of your e-mails once in a while. Yikes! Here’s what he says: “A busy journalist told the story of going to Europe for two weeks. His e-mail was inaccessible for the entire time. When he returned he had more than 700 messages waiting for him. He knew that it would take him many hours, even several days to go through 700 e-mails. So he took a deep breath and pressed ‘delete all’… and he was right; 90% of the e-mails the he deleted were never repeated, and the ones that he deleted that were important ones were resent within a few days.” Are you ready to give that a try? Think about it.
And then think about buying this book. For just $10, you are going to get all of the time management advice you’ll ever need. And, by spending about an hour with this little volume, you’ll save yourself hours, if not days, of time. Its worth it, don’t you think?