The Sales Advantage - By J. Oliver Crom & Michael Crom
Summary - This is a book for people interested in learning how to sale or at least learning how to improve the sales process.It goes from the pre-approach and initial contact to the close and follow-up process. In addition the book gives tips on how to improve sales compared to average sales tactics.
My opinion - I believe this book gives up a lot of unique techniques & strategies that can help the average salesperson become an extraordinary sales superstar. Ultimately it comes down to caring more about the potential & current customers than you do about the sale.
Key Point - Show the client that you share more for their bottom line than you do for your own.
Saturday, October 1, 2011
Thursday, September 1, 2011
Books I've read in August (2011)
Rich Dad's - Before You Quit Your Job
Summary: If you've read more than a handful of business books in the last several years you've likely heard of Rich Dad, Poor Dad books. Robert Kiyosaki's Rich Dad, Poor Dad book made it very clear that people rarely get rich being someones employee. In this book Mr. Kiyosaki makes clear the steps necessary to take before quitting your job and becoming a full-time entrepreneur.
My Opinion: Ever since becoming a follower of Dave Ramsey, I've become a little bit leery of Robert Kiyosaki who's business philosophy is the exact opposite of Dave's. That being said, they are apparently friends (can you say Millionaire Secret Society?) which led me to give Rich Dad Poor Dad another try. Honestly, I liked this book , rather than advising to go into debt to succeed, he talks quite a bit about how he's failed in business. He also talks about how learning from failure ended up leaving to success. He's a very talented storyteller in my opinion.
Key Point: Just because you hate your job does not mean you should become an entrepreneur.
You need to be a little Crazy - By Barry Moltz
Summary - Mr. Moltz has started a business, failed, started a new business (or two) and lived to tell his tale. In this book he talks about what to expect - which is basically expect the unexpected - when attempting to start a business.
My opinion - This book was an interesting break from the typical entrepreneur book where a set formula is given to succeed. Mr. Moltz brings to light the fact that most businesses end up failing and includes a polarity (possibly a majority) of business stories with not so good endings to keep new entrepreneurs grounded in reality and not the fantasy world of instant success that is often heralded but rarely achieved.
Key Point - 'treppin ain't easy - put another way - if you read too much Inc. & Entrepreneur and think that investors are just giving out suitcases of money to the next guy with any idea - it's time to think again.
Summary: If you've read more than a handful of business books in the last several years you've likely heard of Rich Dad, Poor Dad books. Robert Kiyosaki's Rich Dad, Poor Dad book made it very clear that people rarely get rich being someones employee. In this book Mr. Kiyosaki makes clear the steps necessary to take before quitting your job and becoming a full-time entrepreneur.
My Opinion: Ever since becoming a follower of Dave Ramsey, I've become a little bit leery of Robert Kiyosaki who's business philosophy is the exact opposite of Dave's. That being said, they are apparently friends (can you say Millionaire Secret Society?) which led me to give Rich Dad Poor Dad another try. Honestly, I liked this book , rather than advising to go into debt to succeed, he talks quite a bit about how he's failed in business. He also talks about how learning from failure ended up leaving to success. He's a very talented storyteller in my opinion.
Key Point: Just because you hate your job does not mean you should become an entrepreneur.
You need to be a little Crazy - By Barry Moltz
Summary - Mr. Moltz has started a business, failed, started a new business (or two) and lived to tell his tale. In this book he talks about what to expect - which is basically expect the unexpected - when attempting to start a business.
My opinion - This book was an interesting break from the typical entrepreneur book where a set formula is given to succeed. Mr. Moltz brings to light the fact that most businesses end up failing and includes a polarity (possibly a majority) of business stories with not so good endings to keep new entrepreneurs grounded in reality and not the fantasy world of instant success that is often heralded but rarely achieved.
Key Point - 'treppin ain't easy - put another way - if you read too much Inc. & Entrepreneur and think that investors are just giving out suitcases of money to the next guy with any idea - it's time to think again.
Thursday, August 11, 2011
Books I've read in July
1) How to Work a Room - By Susan RoAne
This is a book about overcoming shyness to help promote you business or professional pursuits. Ms. RoAne teaches the proper way to hand out business cards, how to overcome the fear of rejection and a few words or Yiddish as she goes through.
My opinion - I think I learned a lot from this book and immediately began adopting some of the techniques Ms. RoAne teaches in this book. I also realized that I had been approaching networking groups with the entirely wrong attitude.
Key Point - You never know who knows who. Approach everyone with sincere interest and try and learn more about them & their business before talking about yourself and your business.
2) Bootstrapping Your Business - By Greg Gianforte w/ Marcus Gibson
This is a book for bootstrappers - those unique entrepreneurs who DON'T go courting for venture capital firms to give them money in exchange for controlling interest in their idea. For those who want to start a business where both bosses and board members are absent this book may be for you.
My opinion - I really enjoyed this book. It was full of a combination of advice and real-life case-studies on how entrepreneurs overcame obstacles to make millions based mainly on their own investment.
Key Point - before you spend all your money on an untested idea - see if people will buy the product or service in advance.
This is a book about overcoming shyness to help promote you business or professional pursuits. Ms. RoAne teaches the proper way to hand out business cards, how to overcome the fear of rejection and a few words or Yiddish as she goes through.
My opinion - I think I learned a lot from this book and immediately began adopting some of the techniques Ms. RoAne teaches in this book. I also realized that I had been approaching networking groups with the entirely wrong attitude.
Key Point - You never know who knows who. Approach everyone with sincere interest and try and learn more about them & their business before talking about yourself and your business.
2) Bootstrapping Your Business - By Greg Gianforte w/ Marcus Gibson
This is a book for bootstrappers - those unique entrepreneurs who DON'T go courting for venture capital firms to give them money in exchange for controlling interest in their idea. For those who want to start a business where both bosses and board members are absent this book may be for you.
My opinion - I really enjoyed this book. It was full of a combination of advice and real-life case-studies on how entrepreneurs overcame obstacles to make millions based mainly on their own investment.
Key Point - before you spend all your money on an untested idea - see if people will buy the product or service in advance.
Friday, July 8, 2011
Quote 32 - George Washington
“As Mankind becomes more liberal, they will be more apt to allow that all those who conduct themselves as worthy members of the community are equally entitled to the protections of civil government. I hope ever to see America among the foremost nations of justice and liberality.”
George Washington
George Washington
Friday, July 1, 2011
Quote 31 - James Earl Jones
"The goal wasn't to be a millionaire or to be a Hollywood star. That was not the goal. The goal was something about - the goal was to find the goal, but I knew where it was"
- James Earl Jones
- James Earl Jones
Books I've Read in June (2011)
Les Brown - Live Your Dreams
First, I must say I'm a little bit biased since Les Brown is by far my favorite motivational speaker. In Live Your Dreams Mr. Brown talks about the challenges he faced - especially as a child and adolescent - and how he conquered those challenges and became the great public speaker he is today.
My Opinion:
I absolutely love the book. Mr. Brown tells his personal story and while relating his own tale of personal triumph he teaches us how to take on the challenge that is life as well. The only minor criticism I have is that he takes a small dig at his own twin brother toward the end while trying to make a comparison. He could have easily found another example or left the comparison out altogether.
Key Point:
The key point of this book, in my opinion, is that in order to be successful in whatever it is you want to accomplish in this world "You have to be Hungry!" as Mr. Brown likes to say.
A Return to Love - By Marianne Williamson
The world seems to be a dichotomy of fear and love. If you turn on any TV today it seems that fear is currently winning the war. Ms. Williamson's goal seems to be to turn the tables on fear, in favor of love. In this book the author mainly talks about her experiences with a book/self-study course called A Course In Miracles which apparently talks in a very different way about both Christ and the ego.
My opinion:
If you've listened to any of my podcasts you will have likely noticed that I close each podcast with a quote from Marianne Williamson. The quote I close with is in this book (pg 190-191 of the paperback) so you can guess where my opinion lies. I learned a lot about Williamson's (and the course's) opinion of what the purpose of the ego is. This book is very spiritual but, towards the end becomes a little too focused on the metaphysical.
Key Point:
The ego is an illusion and ultimately the only true enemy.
First, I must say I'm a little bit biased since Les Brown is by far my favorite motivational speaker. In Live Your Dreams Mr. Brown talks about the challenges he faced - especially as a child and adolescent - and how he conquered those challenges and became the great public speaker he is today.
My Opinion:
I absolutely love the book. Mr. Brown tells his personal story and while relating his own tale of personal triumph he teaches us how to take on the challenge that is life as well. The only minor criticism I have is that he takes a small dig at his own twin brother toward the end while trying to make a comparison. He could have easily found another example or left the comparison out altogether.
Key Point:
The key point of this book, in my opinion, is that in order to be successful in whatever it is you want to accomplish in this world "You have to be Hungry!" as Mr. Brown likes to say.
A Return to Love - By Marianne Williamson
The world seems to be a dichotomy of fear and love. If you turn on any TV today it seems that fear is currently winning the war. Ms. Williamson's goal seems to be to turn the tables on fear, in favor of love. In this book the author mainly talks about her experiences with a book/self-study course called A Course In Miracles which apparently talks in a very different way about both Christ and the ego.
My opinion:
If you've listened to any of my podcasts you will have likely noticed that I close each podcast with a quote from Marianne Williamson. The quote I close with is in this book (pg 190-191 of the paperback) so you can guess where my opinion lies. I learned a lot about Williamson's (and the course's) opinion of what the purpose of the ego is. This book is very spiritual but, towards the end becomes a little too focused on the metaphysical.
Key Point:
The ego is an illusion and ultimately the only true enemy.
Friday, June 24, 2011
Quote 30 - Freud
"I cannot think of any need in childhood as strong as the need for a father's protection"
- Sigmund Freud
- Sigmund Freud
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