Book Description

Robert Irwin is America's #1 real estate expert. But don't take our word for it--the sales figures speak for themselves. To date, his real estate titles have sold more than one and a half million copies.

Of all of his books, those in the bestselling "Tips and Traps" series continue to be the most popular(more than 500,000 sold), and two of those--Tips and Traps When Buying a Home and Tips and Traps When Selling a Home--have gone on to become the #1 guides in their respective subjects.

In the seven years since those two classics were last revised the real estate market has undergone many dramatic changes. Irwin has updated these bestsellers to reflect these changes so readers can be successful in their real estate endeavors.

Featuring fully revised facts and figures that reflect the most recent changes in the real estate market,Tips and Traps When Buying a Home, Third Editionprovides first-time and experienced home buyers alike with practical, step-by-step information on a broad range of proven home buying strategies, along with indispensable advice and guidance on:

• Buying in an "Up" market
• "Flipping," buying with "options," bidding wars, and other new facts of life
• The latest new financing options
• The new rules of closing costs

Reviews (10)

cookie cutter advice
This book gives cookie cutter advice without much elaboration for those of us who don't fit into the mold of "20% down, sterling credit" home-buyers. If you've read any other books then most of the information isn't new and a lot of it is just common sense (although some of it it is outdated now). I would only recommend this book to someone who knows nothing and is ready to read other books in order to put the advice in perspective. If you're going to read anything, read "The 106 Common Mistakes Homebuyers Make". It's a lot better!

Very Helpful, Accurate & Easy to Read!
This book has helped me purchase my 1st house! I want to let EVERYONE know that this book was such an informative book that provided very helpful information that my agent & mortgage lender might not be 100% truthtful with me. Therefore, this book was a neutral source of information confirming my suspicion of the seller's intentions for selling their house & other things. Mr. Irwin has written this excellent book that I even recommended to other people in bookstores. He has laid all the aspects of buying a home into a chronological order of the necessary things that you, the buyer, need to know so you will not be mislead by the seller, your agent & other parties involved in one of the biggest & costly transaction that you'll be making in your lifetime! Overall, this book was excellent in my search for my first house & the end result was a beautiful & cozy house in a good neighborhood. But in addition, I also believed that divine intervention was also present, in other words, God was also there watching over me & others involved in this BIG transaction! =)

Tips and Traps When Buying a Home
In easy-to-understand language, Irwin has taken much of the stress and uncertainty out of home buying. A companion to Tips and Traps When Selling a Home [BKL Ja 1 90], this book provides the basic knowledge necessary to make buying a home less of a headache for the average person. The author addresses each stage of the buying process from choosing an agent, to negotiating with the seller, to closing the deal. Drawing on 25 years of experience as a real-estate broker, he explains common traps and misconceptions and offers tips on avoiding them--for instance, when the seller might be held liable for concealing defects in the house. This is one of the most accessible and thorough treatments for home buyers available; most public libraries should find it in demand, especially with the spring house-buying season well under way.

Don't buy your home without it!!!
This is a must have for first time home buyers. Or Even if you have been burned the first time around. This book was very informative and easy to read. I would also reccomend that you buy "The Dictionary of Real Estate Terms". This is a great book to have also. Keep both books close at hand when shopping for a loan. There are tons of loan programs out there. But remember an educated shopper ALWAYS WINS!

Buy low; sell high...
I'm half way though this book and its obvious to me that much of what he suggests is unknowable. Buy when the market is going up. Don't buy on the way down. Don't wait for the absolute bottom. Ask Jean Dixon for advice....

So what is one to do? Aside from the fact that housing is something everybody needs, all I know is that people who bought houses in California for outrageously high prices...are now selling them for even higher prices.

And the same economic conditions that cause house prices to go up, also raise interest rates, making housing unaffordable.

The best time to buy a house is when you need one and can afford it. As I write this the good news is that interest rates are incredibly low; the bad news is George Junior is running this country off a cliff. Sure, its disconcerting but if you follow everything in this book the only home you'll be in the market for is a nursing home. ... Read more

Book Description

Tom Hopkins, bestselling author of How to Master the Art of Selling, now brings his 27 years of experience in the field to the ...for Dummies series. His fun and easy guide focuses on getting the answer "yes", handling setbacks and rejection, giving presentations and demonstrations, building networks, and becoming a selling champion in all areas of life! ... Read more

Reviews (2)

A great book/and cassette
Tom Hopkins has done it again, this is a book for anyone, the sales person, to the individual in search of success. Key areas in the text are, how do sell yourself, because its true we are all in sales, you go for a job, you sell yourself to the employer, another example you look for a love one, you sell yourself to your mate. Tom also talks about goals, how to reach them, and how to set them. Time management is another topic in the book, as goals and time management come hand in hand for business and sales success. Do yourself a favour, buy this book, you will get alot out of it as i have. As Tom says, Do it Now, So please do yourself a favour, do it now.

EXCELLENT
This book is one of the best sales books you can buy. I've used it to help with objections, and closing techniques. ... Read more

Book Description

LEARN THE SALES SECRETS THAT GET RESULTS!

25 Sales Secrets of Highly Successful Salespeople is a must-listen for all salespeople. Stephan Schiffman, America's Number One Corporate Sales Strategist and President of D.E.I. Management Group, an international sales training and consulting firm, shares with you the 25 traits that will distinguish you as a high efficiency salesperson.

Steve's pragmatic ideas range from how to be a "consultant" to your prospects, to asking for the next appointment while you're on the first visit. 25 Sales Secrets of Highly Successful Salespeople is a practical, results-oriented guide to selling.

Reviews (1)

Excellent audio book to make you a more effective salesperso
I just got done listening to Schiffman's audio book and it's really good. Instead of just listening to it and trying to adapt some things - which I normally do - I actually printed out the 25 secrets and had them laminated and carry them in my car! I also recommended the book to our VP of Sales and our sales staff. I truly think it's that good. Yes the guy hints that he does seminars (he's in sales after all) but it does NOT get in the way of the overall message. In addition he's an excellent presenter and changes tones/attitudes when appropriate and mixes in a bunch of stories as well! Good listening everyone... ... Read more

Book Description

Drawing on his extraordinary success managing athletes and performers, Mark McCormack spells out the basics of salesmanship and the steps every salesperson - from confused novice to seasoned professional - must master. ... Read more

Reviews (3)

Too specific
The book is written by the CEO of IMG, a company that manages international stars and athletes. The book is supposed to be about selling however I found it too specific to sports marketing and IMG. For example he talks about taking time, sometimes years to close a deal. He talks about large customers who expect you to "entertain him and his people...at least once a month". There are many salespeople out there who cannot relate to these scenarios. Many have only one shot to close a deal. Many don't sell to the type of clients who need to be wined and dined.

There are many more examples in this book of situations which I feel are not widely applicable. In many senses it is not so much a book on selling as a manual on how IMG conducts its business. There are some useful sales tips inside the book but they are interspersed between largely irrelevant anecdotes.

A Good Guide for an In-Experienced Salesman
Although it can be said everyone is in the marketing game, not all of us can say we sell for a living.Mark offers some great insights into an area that I have limited experience.From a 20 year veteran, I could see where this book presents a very high level view.However, for myself, the book is a great tool that can be applied to any selling opportunity.The insights and stories bring the examples to life and can be easilly be applied to my own situation.Business reading can be boring and uneventful, but Mark has the ability to create a scene where I can place myself sitting right next to him.Nodding in agreement to the client.Visualization is powerful tool and everytime I listen to his tapes I'm there selling my heart out.Hmmm, I wonder where my commission check is?

The only book of Mark's that I have not read is the one on communication and I have already purchased it.

Many tips and ancedotes make it a good general sales book.
Mark offers an experienced view on sales. He uses many real life experiences to give the reader a good overview. Although this book offers many experiences there is little organization. Mark is attempting to tell as many stories as he can within the confines of a few hundred pages. This style is similar to his earlier book titled "What they Don't Teach You at Harvard Business School" which was full of many great stories, but in the end there was nothing solid to refer back to. However, I would still recommend Mark's book On Selling to anyone in the sales game. It is a valuable source of information on high end sales and it is written by a great salesperson. ... Read more

Book Description

You will learn how to meet people, the best places to do it, and how to approach them for your business. You'll discover secrets of successful presentations and how to structure your follow-up process. ... Read more

Book Description

Bestselling NLP author Joseph O'Connor guides listeners through excellent practical exercises that will develop leadership.NLP is a set of refined techniques which help you to think strategically, empower others and overcome resistance. ... Read more

Reviews (4)

Not a lot of NLP material.
I thought this book would have more information on how to use NLP for enhancing leadership qualities. Most of what I found was just practical tips on what makes a leader and different leadership styles.

The questions posed throughout the chapters mostly ask you to think of qualities you like in different leaders and why you consider that person a leader.

If you're looking for pure NLP tips, I would suggest the book "NLP at Work". Otherwise, I would suggest skipping this book, unless you are unsure of "what makes a good leader".

Not really NLP
I bought the cassette version of this book and found it very light in NLP content - almost none at all. I did not get a lot out of this book.

Growing into a leader
The author applies his lucid thinking and writing, evident in his popular Introducing NLP (Neuro-Linguistic Programming), to leadership in this book. He considers leadership as a journey and I like his analogy of a flock of birds. There is no one leader issuing orders all the time. Yet there is a larger intelligence that keeps the group together in very fluid formation. "The more the individuals use their own intelligence to the full for themselves, the smarter the group becomes." p.xi. O'Connor uses not only NLP, but also systems and complexity thinking in a very integrated way without technical jargons. You are invited to join this journey of growth as a leader. Start with reflections on your own goals and vision. The questions and exercises, "thought experiments"... throughout the book are excellent maps for readers to explore their own mind and values. Basic distinctions between leadership and authority, managing and leading, Roman law and common law, leaders or winners and losers' mentality, the use of values in contrast to extrinsic rewards in motivation... are illuminating. We are also helped to have a good understanding of trust and values, beliefs and assumptions. The extention of NLP's perceptual positions of self, other and objective view into a fourth perspective of context of a wider system and a fifth perspective of change through time shows the richness of systems thinking. Overall, this is an execllent guide for those willing to embark on this transforming journey and work through the exercises in acquiring both understanding and skills as a leader.

A wonderful way to have success
A book that reached a great goal: to give operating strategies about how to behave in the way leaders behave in the most natural way. The matter is that the strategies presented here work! I remained literally "glued" to this book from its start to his end; informations are not given in a scholastic way so that the reader must take it "as is"; personally i used some strategy presented here, in my everyday work and life, and, well, i must admit that it worked, at every level; at the very least, now i have a good way to communicate with other people.I believe that this is the best gift you may give to a good friend you really care of: why not starting with your best friend: yourself...? ... Read more

Book Description

4 Business books on 8 cassettes

The New York Times: Small Business Advantage audio collection combines 4 books from The New York Times Pocket MBA Series. Each title is authored by Ph.D.s who teach at the most reputable graduate business programs in the country. Edited by business editors from The New York Times, each audio book in this deluxe box set addresses a necessary subject in the world of business. The information is applicable for all types of businesspersons, from entrepreneurs to top executives working in the field.

Business Planning
The success of a business rests on a solid foundation. Learn the 25 secrets to a successful business plan, including writing a mission statement, recognizing market opportunities, analyzing financial ratios, and projecting growth rates and investments. Business Planning is authored by three notable Rice University professors: Dr. H. Albert Napier, Dr. Edward E. Williams, author of six books on business and economics, and Dr. James Thompson, professor in the Department of Statistics. Read by Eric Conger.

Growing & Managing a Business
Once you establish a business, it is crucial to learn the 25 keys on how to manage the growth and maintaining a competitive advantage in the marketplace. Growing & Managing a Business is written by Dr. Kathleen Allen, Professor of Entrepreneurship at the University of Southern California. She is also a frequent contributor to Inc. magazine and The New York Times. Read by Eric Conger.

Sales & Marketing
Unlock the secrets of effective advertising and marketing, and realize the power of these two tools that can propel your business forward and target your customers. Learn how to brand your company's name, position your company in the market place, and generate repeat business. Written by Michael A. Kamins, Ph.D. and read by Grover Gardner.

Leadership & Vision
Strong leadership and a focused vision are integral components for a prosperous business. Learn how to supervise a staff, and motivate others to actualize your company's vision. Hear how to ensure employee retention within your company, and how to keep them satisfied and motivated. Written by Ray Aldag and Buck Joseph. Read by Jeff Woodman. ... Read more

Book Description

In the highly competitive marketplace of the '90s, the focus has shifted from making a sale today to making sure the customer is happy tomorrow. Michaelson, an author/columnist and a sales and marketing professional, offers real-world advice in this concise guide to the "new" fundamentals of successful selling. ... Read more

Reviews (1)

50 Ways To Close A Sale
As a Sales Manager I found this audio book to be a valuable sales tool. I highly recommend it to anyone in sales, no matter what the product. ... Read more

Reviews (22)

HPS From an HPS Trainer and User
A Review From Someone Who Has Used and Trained HPS
Reviewer: Neil Myers from Yonkers, NY United States
Let me nail my colors to the mast: I am a senior trainer with HPS and I've used HPS in the real world. Unlike some other competitors, who write reviews posing as "unbiased" reviewers I will admit that I believe HPS to be the best selling system out there. That is why I train it. I am biased because I believe it is the best.
It is unlikely that you will be able to transform your selling just by reading the book. There are key advances and elaborations that you only get on the training course. However, the book is a great primer and sets the tone for the course. It also outlines the selling philosphy.

HPS is largely misunderstood by its critics and feared by its competitors. Our PhD reviewer has no understanding at all that HPS comes from an utterly different sales paradigm. He is trying to fit its message within his own limited understanding. Jacques Werth discovered, by painstaking research, over more than 20 years, that the top 1% of sales people do not for the most part, sell like the rest. HPS is based upon how the top performers do what they do, not based on a series of outdated myths or a re-hash of old selling fantasies and legends.

Basically Werth found that trying to persuade "interested" people to buy is an inefficient way of selling in the current age. HPS sells without using persuasion. The arm chair theorists cannot accept this. Many of our highly successful students know otherwise.

Unlike some "expert" reviewers, Jacques Werth put his money where his mouth is by using HPS to turn around failing companies, which he did in many industries, many times. Now, if you are going to make your living by turning failure into success you better make make sure your methods work. HPS does and that is why JW became a rich man. His best students are doing pretty well also.

HPS is a purely pragmatic series of methods and practices based on an utterly different concept of sales from the conventional one. HPS methods work and we have many statistics to prove they work, in the real world, but I will admit they are not in the book.

Wagner is a competitor of HPS and has copied many elements of it. However, he has a fundamental misunderstanding of HPS prospecting (and other aspects of HPS too) because basically he has never done it for any extended period of time. Wagner is a tinkerer and has difficulty following a system. HPS is learned by doing, not by theorizing. He thinks our methods are "robotic" because of his lack of experience in using them for himself. He also confuses selling and marketing a common failing in the world of sales theorists.

If you are a salesperson or manager and you listen to these wrong headed and fundamentally ignorant reviewers you may dismiss a method that if properly adopted, will increase your sales, closing ratios, profitability and as a bonus make you feel like an ethical and honorable individual in your role as a salesperson.

HPS has a website and forum where you can ask questions:

www.highprobsell.com

Hope to see you there.

Neil Myers

Unabashed HPS Trainer

Intelligent - Succint - Well delivered - Engaging - Amazing
I read a few chapters on line and WOW! This book captures the science of making "supply and demand" happens - no frills, no nonsense, just the clear steps of maximizing the "supply and demand" throughput.

If you're a sales person, it should be a handbook. If you are not, it could change the way you communicate with the people close to you.

Selling is an art of communication. The science of selling, dressed up as an obvious and simple protocol in this book, can elevate selling to a high art of precision and expediency.

How to sell less in record time
This book is emblematic of the species of book that will never make my suggested reading list. It's utterly self-serving. High Probability Selling is poorly written, using an affective and very boring narrative story format that seems unaware that sales people have minds and can think and have to deal with complex problems in real world settings. The authors are not shy about broadcasting their opinions but offer no objective backup. It is anecdotal only and totally devoid of any verifiable evidence. If you are content to settle for someone's interpretation of their sales experiences with no further proof, you will probably like this book. Modern sales people demand more. But my biggest difficulty with High Probability Selling is that it is quite simply wrong. The theme should be called "selective prospecting". As such, it's is a badly disguised rollback to the old way of managing sales problems that research psychologists like Dudley ang Goodson catalogued years ago as "characterological approaches". That's all the claims, like Werth's, that sales problems are always the result of flawed sales people burdened by bad training, bad techniques and weak commitment. These of course, are easily fixed by buying Werth's books, CDs and workshops.

High Probability Selling seems unaware and unbothered by any serious research or advancements in the sales area. His advice to only call on selective prospects is costly and unprofessional. Whether you sell medical equipment, financial services or cosmetics, professional sales people should be willing and able to contact all prospects residing in their markets. Werth is clearly not Rackman, or Miller & Heiman. Excellent books by Neil Rackman and Miller & Heiman and Dudley & Goodson are unarguably worth your time and money. They will boost your earnings. High Probability Selling won't. Just one example of the advice offered by Werth illustrates why. Prospecting should be selective, Werth says. Only call on people who won't reject you and then you won't fear rejection. I don't know a single salesperson who has reached high production figures who made it following that kind of misinformation. As Dudley and Goodson write, you don't get over prospecting reluctance by selectively excluding who to call on. That's self-destructive, like blaming the freeway where your car overheated and then refusing to drive there anymore! Yet that's an example of the mental slop served up in High Probability Selling. Sales people deserve better. Much better.

Don't bother unless you're ready to take the course too.
Do not bother with this book unless you plan to drop around $500 on a workshop where you'll actually learn how to do what is described -- this is actually stated inside the book both at the beginning and the end.

And if you are thinking about taking the course, you should know that High Probability Selling is almost exculsively a hunter process. It's designed specifically for people who are willing to do high-volume cold-calling (four hours of dialing a day) to find and secure business.

So if you aren't behaviorally suited to brainless, repetitive tasks, I'd think long and hard before jumping on board with these concepts.

As for the techniques, for the most part they are sound in both theory and real-world application. But it's much harder to make work than the book would lead you to believe, so talk to other graduates before taking the leap.

This Should Be in Every Salesperson's Library
This is of one of Top Ten Books on Selling of all time.

Why?

Few other books before High Probability Selling addressed the realities of the sales cycle today.
Prospecting is the most important part of the sales cycle; why waste time with the over 90% of initial contacts who aren't ready (in terms of want and budget)?
With High Probability Selling, you are continually getting prospect buy-in and commitment --- a much more focused and healthy way to sell.

This book ranks with David Sandler's "You Can't Teach a Kid to Ride a Bike at a Seminar", and with Bill Good's "Prospecting Your Way to Sales Success" as primers for anyone aspiring to a sales career, as well as training material for all levels of sales people.

Those who place this book below "SPIN Selling" or "Solution Selling" are missing the realities of today's marketplace. Like it or not, those darn prospects don't follow YOUR script or track. While these two books were supposedly the result of field testing, the principles of High Probability Selling are the result of similar behaviors of only the most successful salespeople, in a variety of fields. ... Read more

Book Description

Selling the Wheel is a fascinating story about sales and marketing written in the form of the ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention...

In this irresistible tale, Max and his wife, Minnie take the ultimate sales challenge and learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change.

As dramatized by Jeff Cox, Selling the Wheel is based on the pioneering research of Howard Stevens' employment-testing and customer-research firm, the H. R. Chally Group. This indispensable guide to sales styles, strategies, and markets is an important tool for salespeople, entrepreneurs, marketing managers and business students who want to evaluate their skills, fortify their strengths, and rise above their weaknesses. ... Read more

Reviews (7)

Best book for entrepreneurs hiring sales people
What more can you ask for in a book?

1) It is an easy read.

2) It makes complete sense

3) The message is memorable

I read this book a few years ago, and it still resonates with me.

The makeup of a sales force evolves over time. For a new product, you need a person who can sell anything to anyone. A real rainmaker. As your business grows, you need someone who can engineer custom solutions. Grow more, and you'll need someone who can manage long-term relationships. Finally, in the most mature market, you'll need someone who can manage and motivate a sales force in a commodity-based system.

If you are an entrepreneur growing a business, this book is written for you. It will help you decide what stage your business is in, and what type of sales person/force you need to succeed in each stage.

Insightful and entertaining
This book is a companion to "Crossing the Chasm" by Geoffrey Moore and also, surprisingly, "The Tipping Point" by Malcolm Gladwell and "First, Break All the Rules" by Marcus Buckingham.

Having read a ton of books on technology sales, this one is easily the best. The story format works as pure entertainment - you turn each page to discover how it will all turn out - and deep insight borne from many years of research. At times I laughed out loud as I recognized sales people I had worked with in the past.

Individual sales people will discover themselves and realize that they are right for different sales situations. The faster they put themselves in companies whose phase matches their style, the more successful and happier they will be. This relates to "First, Break All the Rules" which also suggets that our core talents are more fixed than we realize.

As a VP of Sales, technology CEO or venture capitalist, you should read this book. You will be challenged to think about where your company is in its evolution. Then you can figure out if you have the right sales approach, team and culture to be successful. Beware of your own inclination! If you are a "Cassius" and your company is in need of a "Ben" you must be able to step out of your comfort zone and mental models. While "Crossing the Chasm" outlines the different kinds of customers a technology company encounters in its life, STW tells you how you should be during these different stages.

As an entrepreneur, this book will guide you. If you are a natural evangelist, find yourself a Max (what Gladwell calls a "maven") who will give you a product worth getting into the world. If you are a Max, find yourself a Cassius as soon as you can!

Your journey will be easeir and more fun once you discover and apply the wisdom contained in Selling the Wheel.

Half-hearted update to the Quadrant Solution
All of this is covered in "The Quadrant Solution" by the same authors. TQS was better in that it covered a technology example. Also, it has lot more detail on how to discern the quadrant the product/customer relationship is in (without some of the,IMHO,distracting "ancient-egyptian" spin on things). The best in TQS (also covered here) is a description of the four personality types that are effective in each of the quandrants. Recommend TQS as a second read, if you don't have time skip this just go to the TQS.

A Great Story
In the beginning, I had no idea what to expect from this audio book. I only casually glanced at the front cover and popped the tapes in the player. When I first heard the beginning of the story, I thought this was really corny! As I continued to listen, I began to become enthralled by the story. Its teachings are "ON TARGET" and funny. I liked it so much that I'm trying to find a hardcopy of the book and the audio-book version. I hope you will find as much enjoyment in this book as I have in hearing it.

Meet the First Product Life Cycle and Its Top Sales Team!
This book would make a five star read either as a book about sales or as humor. You can read it for both, and get twice the benefit.

The premise for this fable is based on a character named Max inventing the wheel in ancient Egypt, and then quickly adapting to the evolving market place with different product focus, marketing, and sales efforts.

With the help of his wife and the Oracle, Max finds different sales people to create demand for the wheel. Initially, no one can see a purpose for the wheel. Soon there is lots of competition, and Max has to adjust.

Based on research by Howard Stevens, a coauthor, there are four types of customers: gateswingers who want to be first with the new, progressive customers who want advanced products, relationship customers who want relatively acceptable products from a company they can trust, and world customers who want a standard product that is reliable at a good price.

Each type of customer needs a different type of salesperson: closers work best with gateswingers; wizards (technically competent people) do well with progressive customers; relationship salespeople do well with relationship customers; and the reliable captain and his crew (solving the customer's problem) are best for the world customer.

The key point is to choose customers for whom you can deliver the most value.

There is also lots of information about sales planning, the marketing and sales process, and how to measure your effectivenss. All of this information is solid and valuable, especially to those who are just learning about sales and marketing.

The beauty of using the wheel as the basis for the fable is to make the point about developing a product into a mass industry is easier to understand. Everyone knows about wheels. But the point is that every product was once a breakthrough and will at some point become a low-price, undifferentiated commodity. This allows you to understand how that life cycle affects what will make you most successful.

This book will help you overcome your stalled thinking that there is only one way to sell products. If you are in sales, you can apply this to getting a sales job that fits your preferred sales style. If you are a customer, it will help you know which kind of a sales person will best meet your needs. If you are running a business, it will help you plan your business and monitor your effectiveness. That's quite a lot of stalled thinking to overcome from one book.

The authors point out in a note that few sales forces are measured for effectiveness, and little hiring is done to match sales style to customer need. Be sure to focus on improving over that set of practices if you want to become more successful.

Enjoy faster and more profitable growth as your 2,000 percent solution from this wonderful tale!

Donald Mitchell

Coauthor of The Irresistible Growth Enterprise (available in September 2000) and The 2,000 Percent Solution

(donmitch@fastforward400.com) ... Read more

Book Description

Dorothy Sarnoff, Chairman of Speech Dynamics, Inc., has successfully counseled CEOs of Fortune 500 companies, politicians such as Senator Robert Dole and Lloyd Bentsen, newscasters such as Lesley Stahl, and numerous media personalities. Now, she shares her time-tested techniques to help you conquer your nerves and come across with authority, enthusiasm, and ease in any social situation or public forum.

Whether you're talking to a dinner companion or to your boss, meeting with the PTA or with a room full of television reporters, you'll never have to be nervous again. She offers a step-by-step program that will help you:
-- Prepare and rehearse like a pro for professional results
-- Nip your butterflies in the bud with on-the-spot relaxation techniques
-- Tailor your personal appearance to achieve maximum effectiveness
-- Sharpen your delivery and get your audience's attention

Plus, 250 quotes and anecdotes that can make any speech special, tips for using visual aids, facing the camera, and adding wit and spice throughout your presentation.

"Eminently readable ... about how to conquer the fear of communicating in public, how to control clammy hands and butterflies when making a speech, how to prepare speeches, how to look."

San Francisco Examiner ... Read more

Reviews (3)

Still nervous
I just started graduate school and thought this book might help me overcome nervousness during the many presentations I'll have to do. This book offers very general tips for many different speaking situations (business, tv interview, etc.)and just a couple of techniques for controlling nervousness. If you're looking for a book that focuses more on controlling nerves and less on what color to wear or the perfect lighting for your face then you really should look elsewhere.

Disappointing....
Perhaps my fear is a little too severe for this tape, but I did not find it at all useful. I was looking for a way to mitigate my physical symptoms and the author's suggestions/tips did not help in any way.

This book really works.
This is an excellent book for people who want to overcome their public speaking fears. Sarnoff teaches techniques that stop the nervousness that overcomes us before our presentations. Her book is also easy to read. ... Read more

Book Description

$elling $uccess

A Seminar On Tape

Using hypnosis, NLP, $ubliminal communication and The Principles of Influence to $ELL MORE and MAKE MORE MONEY!

Based upon my Two day seminar in Hypnotic $elling and Persuasion. This TEN AUDIO CASSETTE TAPE ALBUM contains all the material from my live class and MORE.

$uccessful $ales people, who know how to MAKE MONEY and persuade people to make the APPROPRIATE purchase for their needs KNOW THESE SKILLS! $uccessful $ales people know how to create WIn WIn situations where their clients are PLEASED, and will refer NEW clients with JOY. $uccessful $ales people KNOW the skills from THIS TAPE SET and use them to MAKE LOTS OF MONEY!Now YOU CAN TOO.

In this TEN tape set, you will learn about ALL this and MORE!

Make Money through the Influence Principle$

Make Money by doing what you do well, BETTER. and by doing what OTHER$ DO WELL YOURSELF!

Make what you say practically IRRE$I$TIBLE to your customers!

Build Rapport that makes your CU$TOMER into your BE$T FRIEND... and make more CASH!

Set effective $elling goals on an UNCONSCIOU$ level.

Learn $imple $elf hypno$i$ techniques to help YOU remove your own INTERNAL obstacles.

Communicate in $ubliminal and Unconscious ways to persuade Customers to find reasons to BUY NOW and be HAPPY with their purchase.

$peak the customer's language and win their $ale!

Built credibility and learn ways to PRACTICE hypnotic selling technique$ that work to make you more MONEY!

Learn ways to make their objections VANISH into a $ale!

Learn principles of NLP that let you know WHAT they are thinking, HOW they are thinking, and if they are telling the TRUTH!

Learn about Yes $ets in an UNCONSCIOUS WAY!

Experience EXERCISES meant to change YOUR attitude, and to LEARN these $kills in $afe and useful ways!

Enjoy hidden hypnotic messages and $uggestions throughout this ENTIRE $eminar to help you learn consciously and Unconsciously and MAKE MORE MONEY!

Learn the WAYS people think so you can talk in THEIR LANGUAGE!

Create AMNE$IA to allow customers to forget negative experiences in the past and focus on their pleasant buying experience in the future.

Insure they REALLY REMEMBER what you want them to remember and make your client happy!

Eliminate resistance and prevent returns BEFORE they happen.

Conversational Hypno$i$!The secrets of influence as you speak!

Turning a loss or liability into an a$$et through REFRAMING!

Using your voice as a POWERFUL selling weapon to communicate $ubliminally.

Using hypnotic $tories to make a $ale

Presuppose a $ALE and presuppose $ucce$$!

Develop hypnotic $ales $cripts for phone sales and pitches- also useful for written sales material.

Use Hypnotic QUESTION$ to communicate and make a Sale!

Learn about UNIVERSAL programs that people follow that you can USE and create MORE MONEY in your pocket!

Learn the procedures that you can use or adapt to your situation in appropriate ways to get your client to like you, and to make that sale.

And MUCH MUCH MORE including Free Bonuses not taught at Live seminars! ... Read more

Reviews (1)

Change the way you live your life
Working in sales can be a frustrating experience. It comes natural to some people, and easily defeats others within a matter of days. This tape set can trance-form you into the sales person you have always dreamed of being. The rapport building tools revealed Buy Dean's Tapes have allowed me to increase customer trust, satisfaction and most importantly my income. The small investment I made originally has grown into a money tree and paid for itself many times over. ... Read more

Book Description

The Power Series for Insurance Agent Success
Tape 1 Designing a High Performance Operation
Tape 2 Conducting a Powerful Annual Review
Tape 3 Dynamic Life Marketing Program
Tape 4 Agency Contact Representative Revised

The Power Series for Successful Insurance Agents Series:

Identifies the key ingredients to build and manage a more successful agency.The program is presented in an easy-to-use, on-the-go format. The objective of the program is simple - to help you build a more dynamic, successful, profitable agency. ... Read more

Reviews (4)

Great tapes / great book / great speaker
If you know anything at all about Troy Korsgaden, you should be aware that he is a multi-line agent, so yes these tapes do address the multi-line agency. While the book is fantastic (I highly reccomend) the tapes are great to listen to while on the go. There is some information on the tapes you don't get from the book. Personally, I have both and tend to re-read / re-listen to them often, as the information given can be applied daily to your agency.

Not much meat. Buy the book.
This info could have been condensed into two cassettes, but it would be difficult to charge $... for only two tapes. Save your money and buy Korsgaden's, "Power Position Your Agency". Same info with more detail and a lot less expensive.

Four EXTREMLY SHORT Cassettes = Disappointment
This program is addressed to the needs of the multiple line agency --- property & casualty, plus individual life insurance. If that is the type of agency you are interested in running then this material will apply to you --- otherwise, most of it probably won't. The material itself is decent, but I have one major complaint:

This is supposedly a four cassette program. However, the cassettes are so EXTREMELY SHORT that all of the material could easily have fit onto one tape. If you do decide to buy this program, you need to know in advance that you are buying one cassette's worth of material needlessly spread out onto four cassettes --- because if you're expecting four tapes' worth of information, then you're in for a disappointment.

If you are interested in running a multiple line insurance agency, and you would like to hear what Troy Korsgaden has to say, I would recommend reading his book, "Power Position Your Agency," instead. In my opinion, it's a much more straigtforward purchase --- you buy one book, and you get one book's worth of information.

Down and Dirty
For the agent that is looking to supercharge their agency, The tapes are a must. The tapes also provide good information for the agent that is just setting up shop. Some of the information given is not found in the book. ... Read more

Book Description

The audio is 33 minutes of EnterTrainment. It combines music with the techniques discussed in the book for an environment that is both fun and successful. ... Read more

Reviews (1)

Helpful Ideas and Practical Insights for Managers
"Smart Leadership" could have more appropriately been titled "Smart Management." It contains helpful ideas, practical insights, and proven principles for managers. The primary areas the tapes cover include empowering people effectively, running meetings efficiently, and delegating projects productively. In listening to the tapes I realized deficiencies in my own management skills and was given practical ways to improve. Unlike some audio books narrators, Michael Podolinsky does an outstanding job of keeping the material interesting and of keeping your mind engaged in what he's discussing. The program also comes complete with a handy pocket guide. If you're looking for stimulation and information to improve your management skills I recommend "Smart Leadership." ... Read more