RSSIntegrity in Book Publishing
Dec 3, 2009 Sales Related
The day before my book launch for my book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it, I received an email telling me that my book jacket looked suspiciously like another book with a similar title, Dirty Little Secrets of Buzz: How to Attract Massive Attention for Your Business, Your Product, or Yourself by David Seaman. I went onto Amazon, and sure enough, the book jackets looked so similar that it appeared they were done by the same person (They weren’t.). In fact, they looked so similar that I was horrified.
My jacket designer (Michael Warrell of Design Solutions) assured me (before he called his lawyer and stopped talking to me) that it was all circumstantial, but when anyone looks at the two books together, it seems they are almost identical: same color, same lettering, same typeface and size of type face, same basic layout, same envelope theme. If it was circumstantial, it was an act of God.
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Tags: book, Eric Wolf, integrity, Stone Payton
Selling with Integrity
Nov 20, 2009 Book Reviews
In 1995 I wrote a book called Selling with Integrity: reinventing sales through collaboration, respect, and serving, published in 1997 and subsequently on the NYTimes Business Bestseller list. The book continues to sell well, being considered one of the top sales books of all time. At the time I wrote it, it took a month of hassling before my publisher agreed to me using the term ’serving’ rather than ’service.’ And, at the time, I didn’t know how to talk or write about Buying Facilitation® as clearly as I do now.
Selling with Integrity was my nascent attempt to explain the idiosyncratic way buyers buy behind-the-scenes, and our jobs as sellers to serve them by being neutral navigators, GPS systems, and decision facilitators. But I wasn’t that clear, and I ended up writing about our spiritual values and how we, as sales professionals, can actually use our positions to actually lead buyers through their own criteria and values. I actually wrote several articles with titles such as ‘The Seller as Servant-Leader.’ Indeed, an article with that title was the most requested reprint from Leadership Excellence magazine.
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Tags: book, gps, nevor, selling with integrity, serve
Is the world ready for a new sales model? Yes!
Nov 17, 2009 Sales Related
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Over the next few weeks I’ll be going to several countries to spread the word, teach Buying Facilitation®, keynote, and license new trainers who will be teaching Buying Facilitation® in other countries. The most interesting fact about this is that the interest is not coming from my new book Dirty Little Secrets but from my years/decades of writing and lecturing and speaking about Buying Factiliation®. I’m hearing things like: I’ve been waiting until I had a stable sales force to bring you in; I’ve had to wait until I was promoted before I could bring you in; I’ve read your books with interest, and am now in charge of the bottom line and can’t imagine doing it without us learning Buying Facilitation®.
Tags: book, Buying Facilitation®, working
What is a Pro-Active Networker – and how does he do it?
Nov 6, 2009 Book Reviews
Geert Conard is a dedicated man. He is dedicated to doing everything that he can do to meet the people who he wants to meet and who want to meet him. And he can teach you how to do it also. The only thing you need is commitment, time, and his book: Friends with Benefits: networking in a new economy.
Folks who are just starting out using the internet as a social networking tool have lots of choices. Geert offers you many of the possibilities, the ups and downs of each, what they look like, what you need to do, and great stories to learn from. One of the best features of the book are the personal stories he recounts.
One surprise for me: I opened the book and there I was! My picture and an article I’ve written about sales and the new economy! Fun stuff.
Here is a link to Geert’s book: Have a look, and enjoy.
Tags: book, geert conrad
Business Writing: How to Write Like a Pro AND Get the Deal
Nov 4, 2009 Book Reviews
Neil Sawyer is re-launching his nifty book How to Write Proposals, Sales Letters, and Reports: Writing for a fast moving world.
If you do business writing to help you get business, this is a good book to have handy. Not only does it walk you through every single aspect of every single thing you need to do to be successful, it also gives you definitions, examples, illustrations, summaries, tips, warning, charts, to-do lists – everything that you’ll need to do a good job.
For those of you who are already using Buying Facilitation® the book focuses on conventional sales strategies (I’m convinced I’m going to get Neil to include something about how Buying Facilitation® shifts the direction and focus of proposals to include how to influence the behind-the-scenes non-solution-related decisions), you’ll need to add some Facilitative Questions, and do your up-front work differently. But the basics are all here in detail and with great clarity.
What’s so interesting about this book is how it breaks apart everything you need to do and actually helps you think through how to do it: how to brainstorm, how to edit, how to do mind maps. For those of you who resist writing, or who have a hard time, or who do a lot of business writing and could use some additional tips, or for those just starting out, pick up a copy of this book. It’s one of those you should keep on your shelf.
http://howtowriteproposals.com/
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Tags: book, conventional sales, Neil Sawyer, proposals
“Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it”
Oct 15, 2009 Sales Related
HERE IT IS!
I’m proud to announce the launch of my seminal work, my most prized issue (after my wonderful son, of course), and the gift I am here to offer. In this book, I think I’ve finally found the voice to do that – to write about change, and decisions and serving. It’s taken a few books to get here, but I believe I’ve finally learned how to say what has been in my head for decades.
This book is good. I’ve said what I wanted to say. I am proud that I wrote it. And now it’s yours to enjoy.
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Tags: book, Buying Facilitation®, Dirty Little Secrets, launch, release
