BOOKWORM.PH

From Publishers Weekly
Knowing one's audience is the key to making the sale and closing the deal. It's that simple, say authors Miller and Williams, executives and customer research experts at Miller-Williams Inc., with writer Hayashi. The specific nature of an idea or business opportunity is, of course, important, but more crucial is how and in what manner it is presented to the potential signer-on. By thoroughly studying the type of decision maker to be propositioned, the presenter can, in effect, get into his or her head and customize the idea to the mindset. The authors have delineated five categories of decision makers: skeptics, charismatics, thinkers, followers and controllers. By providing a detailed account of the how, what, why and why not of persuading each type, the authors' message is clear and consistent throughout the book: decode the individual and then go in with the proper tools. Some require extensive information, others just the "big picture"; some want to be coddled, others don't mind being challenged; some take their time and others make decisions on the spot. Knowing what each type is looking for makes all the difference between success and failure, the authors argue. Busy corporate types would do well to refer to this guide to figure out why they just can't make the big saleâ€"or how they could make an even bigger one the next time around.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to the Hardcover edition.

Review
"Proven and effective...a practical guide for putting the customer first." --This text refers to the Hardcover edition.

The art of talking so that people will listen help you (1) establish goals to improve (2) understand and improve in communicating (3) provide strategy for persuasive communication.

Having read other similar books, I'd say this one was very helpful. This book would probably be of little value to experienced communicators, because it covers basics. Which is good for beginners, it is short. You really must practice what you learn from the book in order to improve, not just read it. To help you better understand what's in the book, here are some topics.

1) Eliminate negative commutation habits
2) Learn the art of listening
3) Discover how communication works
4) Win peoples attention
5) Develop the courage to say no
6) Establish respect when talking to kids
7) Create closeness with people you care about
8) Dissolve discord
9) Persuade people to cooperate with you

In this highly readable companion to his nightly CNBC television series, The Big Idea, former ad man Deutsch profiles the entrepreneurs who have visited his show and the lessons he's learned from them. The author relishes stories of little people—mothers, students, retirees and former screw ups—who had only a good idea and built multimillion-dollar businesses without MBAs or sometimes the support of their friends and families—individuals like Lisa Lloyd, a single mother with a poverty-line wage who borrowed money and sold her car to create her first batch of plastic hair clips that created elaborate braids with little fuss. After receiving positive encouragement from local salons, Lloyd licensed the product to a national barrette manufacturer, where it has enjoyed $30 million in sales to date—and made Lloyd a rich woman. Entrepreneurial success stories are complemented by practical advice and resources for building a business. The authors enthusiasm and interest in his readers is apparent on every page, distinguishing this book from the dry, disinterested business guides that fill the small business startup bookshelves. (Jan.)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
Product Description
It's the moment when you say, "There's gotta be a better way." It's the moment when you ask, "How can I solve this problem?"

Donny Deutsch's hit CNBC show The Big Idea has put the spotlight on that ordinary moment and the people who have the courage and stamina to make their dreams come true.

Some people think a big idea is like a lightning bolt striking out of the blue that slams you in the head. But it's hardly ever like that. The big idea isn't an act of God. It's an act of daily life. Simply put, the idea that will make millions starts with an observation.

A carpenter gets tired of almost losing a finger every time he slices a bagel. Bam! The Bagel Guillotine. A mother is frustrated that her pantry is full of stale food because the packages don't close. Bam! Quick Seals. Howard Schultz notices on a trip to Italy that there are coffee bars on almost every corner. Bam! Starbucks. None of them had a barrel of cash. None of them had a ton of experience. They had a big idea and the will to follow through.

In The Big Idea, Deutsch draws not only on his own tremendous focus and expertise, but on that of dozens of the successful entrepreneurs whom he has interviewed, to help you create your own enterprise. From the "Gut Check Moment" to "Mom Power," The Big Idea takes aspiring entrepreneurs along every step of the way. The Big Idea is your road map to the American dream.

From Booklist
Tichy is a professor at the University of Michigan Business School and a worldwide advisor to CEOs on leadership and transformation. His approach (with the help of his coauthor) to business leadership in today's environment calls on upper management to be more open, humble, and self-confident and to create an environment of teach/learn rather than the command/control approach of top-down management that has been prevalent since the machine age. He uses examples from GE, Ford, Dell, Home Depot, and many others to show how these principles work to transform businesses into teaching organizations and, consequently, better-performing companies. He calls this environment the Virtuous Teaching Cycle, and its main feature is that the leaders who teach learn from their students and become the students themselves. He contrasts this to the vicious cycle of command/comply, a knowledge-destruction cycle where competition and mistrust within organizations lead to a dumbing down of its members, bureaucracy, miscommunication, poor overall performance, and loss of market share. Today, Tichy says, leaders must become teachers to survive. David Siegfried
Copyright © American Library Association. All rights reserved --This text refers to the Hardcover edition.

Product Description
In The Leadership Engine, Noel Tichy showed how great companies strive to create leaders at all levels of the organization, and how those leaders actively develop future generations of leaders. In this new book, he takes the theme further, showing how great companies and their leaders develop their business knowledge into "teachable points of view," spend a great portion of their time giving their learnings to others, sharing best practices, and how they in turn learn and receive business ideas/knowledge from the employees they are teaching.

Calling this exchange a virtuous teaching cycle, Professor Tichy shows how business builders from Jack Welch at GE to Joe Liemandt at Trilogy create organizations that foster this knowledge exchange and how their efforts result in smarter, more agile companies, and winning results. Some of these ideas were showcased in Tichy's recent Harvard Business Review article entitled, "No Ordinary Boot Camp."

Using examples from GE, Ford, Dell, Southwest Airlines and many others, Tichy presents and analyzes these principles in action and shows how managers can begin to transform their own businesses into teaching organizations and, consequently, better-performing companies.

"The ability to persuade by spinning an intriguing narrative is an essential career skill." -- Newsweek

Laurie Beth Jones, management expert and business consultant extraordinaire, noticed that none of the personality/temperament profiles in the market today, none of them provided a tool that was simple, visual, intuitive, and powerful enough to create a shift in thinking as well as relating. So she developed The Path Elements Profile (PEP), which can be used in recruitment, placement, retention, team building, and customer relations as businesses transform many individuals into a harmonizing, humming force for good. Within the framework of the book will be scriptural examples as well as modern day business stories.

Based upon the elements of Earth, Water, Wind and Fire, the Path Elements Profile helps determine both individual and team behavioral tendencies that affect everything from career choice to daily "to do" lists. We choose to act on what we value, and each element type values very different things:

* Fire personality types love and thrive on challenge
* Water personality types thrive on harmony and calm
* Wind personality types love chaos and change
* Earth personality types love order and structure

PART I of this book provides an overview of the elements themselves as individual personality types. Jones will explain each element's strengths and challenges and will have the readers identify their own as well as those of their team members.

Then in PART II, readers will assess their teams. There are 28 one-day principles, that, if followed will take readers on a simple yet radical journey to a transformed workplace.

INCLUDES an Assessment Test for Your Team's Elemental Strengths and Weaknesses

Marian Wright EdelmanPresident, The Children's Defense FundMuch more than the dull, ubiquitous "how to succeed" guides weighing down the shelves at the bookstores today, Pastor Kirbyjon Caldwell has given us a detailed and proven "road map" for how to reach for the best in ourselves and achieve the success God intended for us...spiritually and emotionally as well as financially...while at the same time helping others to do the same.

President George BushKirbyjon Caldwell is a true "Point of Light" in our community. A man of faith, a civic activist, he is a powerful influence for good. When you read The Gospel of Good Success, Pastor Caldwell's faith comes shining through and one feels stronger and better for that.

Patti LaBellebestselling author of Don't Block the BlessingsKirbyjon is awesome! The Gospel of Good Success will truly help you to unblock God's blessings for your life.

Star Jonesco-host of The View and author of You Have to Stand for Something or You'll Fall for AnythingAll through law school, Kirbyjon Caldwell was my pastor and personal spiritual adviser. His plan of action for spiritual, emotional, and financial success in The Gospel of Good Success is the path that I followed. It will be a great companion to your personal and professional Walk.

Reverend Floyd H. FlakePastor of Allen A.M.E. ChurchKirbyjon Caldwell is one of the most dynamic clergymen in America today. This book presents a road map for any person, church, or institution that desires to live a life of fulfillment and success regardless of their birthright, ethnicity, religion, or gender. Kirbyjon tells us how to create a paradise-like environment wherein we are able to fulfill our innate potential.

Gordon BethuneChairman and CEO, Continental AirlinesKirbyjon Caldwell provides a unique blend of spiritual knowledge and pragmatic business acumen to demonstrate how we can achieve good success in both our personal and business lives. This book is a joy to read.

Stedman Graham bestselling author of You Can Make It HappenSuccess can mean many different things. Kirbyjon Caldwell's positive convictions about the goodness of life and the blessings intended for each of us are cornerstones of his advice.

Do you ever find yourself losing sight of the important things in life-work and stress can become overwhelming at times. Such is the situation where CEO Roger Kimbrough finds himself in this business parable.

The Janitor was inspired by Todd Hopkins's personal experiences of interviewing overqualified retired businessmen for evening shift janitorial positions. Todd's applicants consistently would say they simply needed something to do. In this fable, janitor Bob Tidwell helps Roger to reevaluate how he is leading his business and his life. Bob's counsel is based upon six principles that Todd and coauthor Ray Hilbert discovered have the most impact on succeeding in business while holding together a personal life. Their insightful advice is delivered in a real-to-life story that inspires you to find greater fulfillment in your life.

Like so many CEOs in the corner office, still working when the janitor arrives to do the nightly cleaning, Roger is having a difficult and stressful evening when he spills his guts to the older janitor. As their relationship develops, Bob, a retired businessman, promises help that will turn Roger's business and personal life around. The story follows not only their weekly meetings at the office but also the application of each principle:

* Recharge vs. Discharge
* View Family as a Blessing, Not a Responsibility
* Pray, Don't Pout
* Pass It Around
* Don't Spend, Invest!
* Leave a Legacy

The Janitor's message will capture your mind and heart; stimulate meaningful, lasting life-changes; and show you how to influence your family, neighbors, and coworkers while experiencing business and life to the fullest.

"Take a few minutes and devour this little book by Todd Hopkins and Ray Hilbert. It's going to be a motivational classic, and you'll be in on the first wave of inspired readers." - Pat Williams, Senior Vice President, Orlando Magic; and Author, The Warrior Within

Product Description
Leading-Edge Thought From the World's Best Business Minds 'A one-stop shopping guide that shows how leaders can be successful in the year 2000 and beyond.'
--American Society for Training and Development

Discover what Stephen Covey, Ken Blanchard, Peter Senge, Rosabeth Moss Kanter, and other business-world luminaries have to say about the direction of leadership for the future. The Drucker Foundation brings together the best business minds in more than 30 never-before-published essays, each one offering a special perspective on leadership and a unique glimpse into the future.

From Publishers Weekly
"There is a multibillion-dollar consulting industry in the world today," Tichy notes (in this reprint of his 1997 BusinessWeek Book of the Year, written with freelancer Cohen) "that thrives largely on the fact that most managers don't want to lead." It's an insight Tichy (Control Your Destiny Or Someone Else Will), a professor at the Univ. of Michigan School of Business, has observed firsthand when trying to determine why some companies succeed and others fail or just limp along. His conclusion: the winners have "good leaders who nurture the development of other leaders at all levels of the organization." These leaders urge their workers to see reality and mobilize the appropriate responses. Repeatedly, the authors single out the heads of successful companies such as General Electric and Allied Signal to discuss how much time their chief executives spend "formally and informally" on teaching. They conclude that those firms' success is a direct result of everyone's pulling in the same direction. The book's argument ignores small entrepreneurial companies where a product innovation, speed to market or customer service can make all the difference. But in discussing large companies, the book is on the money.
Copyright 2002 Reed Business Information, Inc. --This text refers to the Paperback edition.

Product Description
Whether you are coaching football, running a business, leading a charitable organization, or organizing a ministry team, the first step to success is in building a winning team. Author Tom Mullins, a winning college football coach himself, sought input from eight national champion football coaches for their approaches in building balanced and cohesive teams. Their responses are the Key Principles shared in The Leadership Game.

Coaches Osborne, McCartney, Stallings, Fulmer, Stoops, Bowden, Coker, and Spurrier share insights, anecdotes, and real-life experiences here. Having won 11 of the last 13 national championships collectively, these coaches have what it takes to equip any leader to strategically build a successful team.

From Publishers Weekly
Blanchard is a veritable self-help book writing machine. His latest-a typically slim volume offering a typically simple parable-concerns a competition between two leaders with wildly different management styles. One leader takes "the leadership pill," which gives him "all the attributes of effective leadership." The other leader does not take the medication. Although the book is presumably not an advertisement for natural healing, it seems that way at times: it turns out the leader who doesn't take the pill winds up winning the competition. The message? Leadership takes time-it can't be learned overnight (or ingested via pill form). Leaders must show integrity, build "a culture of partnership" and affirm their employees' sense of self-worth by letting them know what they do is important. It's a solid, though obvious, message that should resonate with fans of Blanchard's brand of advice.
Copyright 2003 Reed Business Information, Inc.

Product Description
Bestselling author Mike Murdock compiles 58 wisdom keys that can unlease the greatest miracles you’ve experienced. The teaching spotlights the thoughts, wisdom, and life of Jesus. You will discover from the teachings of the Savior the secrets of developing a passion for your goals, understanding timing and preparation, avoiding unnecessary confrontation, guarding your personal time, and learning the mystery behind money’s power. These powerful principles will springboard you toward achieving your most cherished dreams.

From Publishers Weekly
Sanders's message in this follow-up to his bestselling Love Is the Killer App isn't exactly a revelation: people who are well liked are more apt to get what they want out of life than those who are disliked. However, Sanders does offer a valuable look at the four personality traits he says contribute to a person's likability—namely, friendliness, relevance (do you connect on interests or needs?), empathy and "realness" (genuineness or authenticity). Sanders, a Yahoo! leadership coach, is able to deconstruct complex subjects such as personality traits, and the book's value is in guiding readers toward understanding that likability isn't an accident of birth but a skill that can be learned (exercises are included). No doubt every reader knows someone they'd like to give this book to, and perhaps people who suspect their own L-factor is low will find their way to it, too.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to an out of print or unavailable edition of this title.

From Publishers Weekly
In brief paragraphs and anecdotes, business guru Blanchard and NFL coach Shula offer wisdom on how to help people excel. The advice is sound, if simple: "Avoid being a `leave alone and zap' manager and use... praising more." While some of Blanchard and Shula's fans may find this book indispensable, other readers may seek better-developed material. Given the authors' reputations and the advertising and publicity plans, however, this slim volume should fly out of the stores, at least initially.
Copyright 2001 Cahners Business Information, Inc.

LEADERSHIP. Where do leaders come from? What does it take to be a leader? When does leadership begin?

The answers to these questions may surprise you. Leadership is not confined to position, title, or training, nor is it limited by experience. In fact, these things sometimes cloud the real issue of leadership.

In The Making of a Leader, Dr. Robert Clinton identifies the patterns God uses to develop a leader. By studying the lives of hundreds of historical, biblical, and contemporary leaders, Dr. Clinton has determined the six stages of leadership development, and he establishes checkpoints to clarify where you are in the process.

As you examine these principles and case studies, you'll begin to recognize that the ministry of leadership flows from a person's being. And that's something God continues to mold throughout a lifetime.

Designed for use as a resource, The Making of a Leader will prove invaluable for students, lay or professional leaders, counselors, or anyone in a leadership training position. It will help you: 1) Identify those with leadership characteristics 2) Direct the development of maturing leaders 3) Recognize where you are in the development process 4) Counsel those who are experiencing periods of trial or frustration

And each chapter concludes with a "personal application" section to further help you become a better prepared leader.

"The Making of a Leader will be a great encouragement to leaders (lay, professional or future) as they begin to see the direct hand of God in their development."-Dr. Robert Clinton
From the Back Cover
LEADERSHIP. Where do leaders come from? What does it take to be a leader? When does leadership begin? The answers to these questions may surprise you. Leadership is not confined to position, title, or training, nor is it limited by experience. In fact, these things sometimes cloud the real issue of leadership. In The Making of a Leader, Dr. Robert Clinton identifies the patterns God uses to develop a leader. By studying the lives of hundreds of historical, biblical, and contemporary leaders, Dr. Clinton has determined the six stages of leadership development, and he establishes checkpoints to clarify where you are in the process. As you examine these principles and case studies, you’ll begin to recognize that the ministry of leadership flows from a person’s being. And that’s something God continues to mold throughout a lifetime. Designed for use as a resource, The Making of a Leader will prove invaluable for students, lay or professional leaders, counselors, or anyone in a leadership training position. It will help you: 1) Identify those with leadership characteristics 2) Direct the development of maturing leaders 3) Recognize where you are in the development process 4) Counsel those who are experiencing periods of trial or frustration And each chapter concludes with a “personal application” section to further help you become a better prepared leader. “The Making of a Leader will be a great encouragement to leaders (lay, professional or future) as they begin to see the direct hand of God in their development.”-Dr. Robert Clinton

From Publishers Weekly
Comparing the relentless spread of corporate downsizing with a concept the ancient Greeks labeled chaos, Waitley (Empires of the Mind) points out that in the 1960s, scientists began determining that chaos is a natural phenomenon that can be understood and (within limits) managed. That was the beginning of chaos theory. What does this have to do with downsizing? According to Waitley, it means that since corporations are expected to continue streamlining the work force, we will have to live with that kind of chaos by building flexibility into our career goals. We can, for instance, consider opportunities for self-employment and develop skills that open doors to a variety of opportunities. With risk now an integral part of most jobs, the author urges workers to exploit it for opportunity. Begin, Waitley says, with a search for self-definition and let the inner person lead. These inspirational suggestions are for those who believe that the future has arrived too soon. Includes a 21-day "action plan."
Copyright 1996 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

From Library Journal
The author narrates these cassettes, which focus on goals as a means to personal advancement. He advocates continuous improvement, flexibility, and breaking goals into steps. One of the first things, Waitley says, is to decide what one really wants to do in life. He offers many other ideas, such as: Don't expect to get a different result when you continue doing what you have been doing; ask yourself how much control you have in whether your goals are realized; and boost your confidence by reminding yourself of what you have achieved. Some of the discussion in this work is predictable and unimpressive, and there are few original or striking thoughts offered. Purchase only where audiobooks on goal achievement are popular.?Mark Guyer, Stark Cty. Dist. Lib., Canton, Ohio
Copyright 1996 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.