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Books

Our Iceberg Is Melting

How to change and succeed under any conditions.

Is your Iceberg melting? Would you recognize the symptoms if it were? Are you open minded enough to listen to those around you who know that your iceberg is melting?

Grab a copy of this book from my market place and read it today. This fabulous fable about penguins really describes many situations I have seen and experienced. Now, I’m better prepared for not IF, but WHEN the next melt occurs.

The authors have crafted a delightful tale that wraps up with an eight step plan — and a few surprises at the end.

Learn the eight step process of successful change.

  1. Create a sense of urgency.
  2. Pull together your guiding team.
  3. Develop the change vision and strategy.
  4. Communicate for understanding and buy in.
  5. Empower others to act.
  6. Produce short-term wins.
  7. Don’t let up.
  8. Create a new culture.

Don’t get caught on a melting iceberg again. See their website for more information about Our Iceberg Is Melting.


The Leadership Secrets Of Santa Claus

This delightful book is still available on Amazon. Use my marketplace to order a copy for yourself. Over the next several weeks, I’ll update this post with a few more tidbits. For the whole secret… Please support the author and grab a copy.

1. Build A Wonderful Workshop

Santa Claus has a very specific mission. Make the mission the main thing. Make sure your staff can quote the mission verbatim and explain it’s significance. Make the mission a core component of decision making and work planning processes. Do you think the elves know the mission and it’s significance?

Focus on your people as well as your purpose. Santa Claus is the kind of manager who cares as much about his elves as he does the work that they perform.

Let values be your guide. The pillars of respect, integrity, quality, customer service, responsibility, and teamwork are paramount to building a wonderful workshop.

2. Choose Your Reindeer Wisely

Hire tough so you can manage easy. Santa doesn’t have time to deal with problem reindeer, or elves. Face it, When you spend all year ramping up for one big day – and then have to circle the entire globe making deliveries… You get the idea.

Good pullers don’t always make good leaders. Make sure that when you make a promotion, it’s the right person – for the right reasons. Make a list and test your candidates for both the tasks involved and the characteristics of the position.

Go for the diversity advantage. Fresh blood and a different way of thinking can be a great thing.

Imagine Taking Your Presentation Skills To The Next Level

Take your presentation skills to the next level and beyond using what you’ll learn from this informative book.

The Presentation Secrets of Steve Jobs should be read and acted upon by everybody who gives presentations to any size group. There are nine elements of great presentations:
1. Headline
2. Passion statement
3. Three key messages
4. Metaphors and analogies
5. Demonstrations
6. Customer evidence and third party endorsements
7. Video clips
8. Flip charts, props, and show and tell
9. Partners

If you changed one or two of these on your next presentation, that one would be significantly better than your last. If you absorb this book and adopt as many elements as you can, your presentations will never be the same. Ever.

Carmine Gallo has done a superb job of capturing these essence of Steve jobs in this entertaining and totally informative book. Whether you’re an Apple of Steve Jobs fan or not – you owe it to yourself as well as your future audiences to study and apply these principles.

Your future presentations will come alive while speaking directly to your audience in their language, not yours. You’ll learn to simplify what you say so that the necessary part of your message may speak. Your eye contact, body posture, and hand gestures will improve.

Keep your listeners engaged. Buy the book today!

Your 7 Triggers To Persuasion and Captivation

The name of the book is Fascinate.

This book, by Sally Hogshead, reinforces the point that Information isn’t power – the ability to fascinate is power. Anybody in Sales or Marketing who is interesting in captivating their audience more than you do today, should read this book. Visit my Amazon Marketplace to look for a new or used copy.

If you want your message to be fascinating, it will have to be, to some degree, polarizing. If you’re not generating a negative reaction from someone, you’re probably not fascinating anyone. Fascination lives not in your own communication to the world, but rather in how the world communicates about you.

Ideas are only as valuable as their ability to solve a problem. You could have a hundred great ideas, but if none of them solve a problem for your or your clients, they are worthless ideas.

The gold hallmarks of a fascinating message.

1. Provokes strong and immediate emotional reactions.

2. Creates advocates.

3.  Becomes “Cultural Shorthand” for a specific set of actions or values.

4. Incites conversation.

5. Forces competitors to realign around it.

6. Triggers social revolutions.

What are the seven triggers? They are Lust, Mystique, Alarm, Prestige, Power, Vice and Trust.

Read the rest of this entry »

Growing Prospects, Clients, and Sales in Tough Economic Times

This book is titled “Selling When No One Is Buying”. Written by Stephan Schiffman.

I found this book to an easy and enlightening read. It concentrates on your staying positive, thinking creatively, and staying in touch. It’s important that you work at becoming a resource to your clients. It’s not enough to just be there when they are ready to buy something. As a resource, you know about your client, their business, and can find ways to add value to to your relationship.

Negativity has no place in your business life. Focus on all the positives – regardless of their size. Stephan has a way of making you feel good with every turn of the page. If you’re looking for a quick pick-me-up, read this book.

Staying in touch with your clients is important when things are good. It’s even more important in tough times. Stay in touch. Stay in tune. Stay positive. Become a resource.

Twenty five chapters have 3 action points at the end of the chapter, so there’s plenty of concrete elements that you can think about and start implementing right away.

The book wraps up with the following five points.

1. The economy is cyclical. It always has been. It always will be.

2. There’s no magic formula for selling in a bad economy. You can’t just “Sell Harder”. You need to retrun to the fundamentals.

3. Selling in an economic downturn means looking at things in a different way. Hard times free you to be more inventive, more creative, and more wildly inventive about how you’re selling and where you’re selling.

4. Hard times are also a chance to transform your relationship with your clients. It’s about helping your clients find new solutions to their problems.

5. Sales is about attitude. If you can maintain a positive attitude and a high energy level even when opportunities are scarce, you’re going to do better than someone who doesn’t even want to get out of bed in the morning.

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