Average customer rating:
- A classic and one of the very best
- Highly effective technique in high-touch Sales
- How to Ask the Questions that Lead to Sales Success
- Ultimate Sales Model for Business to Business Selling
- Great book
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SPIN Selling
Neil Rackham
Manufacturer: McGraw-Hill
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Binding: Hardcover
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Similar Items:
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The SPIN Selling Fieldbook
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Major Account Sales Strategy
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Solution Selling: Creating Buyers in Difficult Selling Markets
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Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
ASIN: 0070511136 |
Book Description
The international bestseller that revolutionized high-end selling!
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
Customer Reviews:
A classic and one of the very best.......2007-09-02
SPIN is a classic, one of the books that revolutionized professional selling. It amazes me to read some of the negative reviews of this book posted here. Some of this I attribute to lack of knowledge of the history of our "profession," which bears few hallmarks of being a profession yet. Can you get a four year college degree in SELLING, the one thing every business must do well to survive, let alone prosper? Except for programs at a small handful of universities around the country, the answer is NO. Do we have peer-reviewed journals in our profession? NO. Do we have accepted standards and professional certification? NO.
What Neil Rackham, a behavioral researcher, did for selling was huge. He applied the techniques of research and analysis to our profession. Until then, no one could say definitively that "always be closing" was bad advice. But in business to business selling, in high-tech selling to educated professionals, the "ABC's of selling" is only one of many pieces of bad information that passed for "wisdom" before Rackham showed them up for what they were. Such sales tactics are the reason salespeople have been saddled with negative stereotypes.
Some reviewers condemn Rackham by saying that companies cited, such as Kodak, IBM, and Xerox have suffered business reversals since this book came out. Sorry folks, but good salespeople using good selling techniques will not, alone, save your company. MANY companies that were at the top of their industries in the 1970s and 1980s are either out of business or have suffered serious reversals in the years since. That is a different issue altogether, and if you are looking for explanations try STRATEGY books like "Good to Great" by Jim Collins or "Strategy" by Michael Porter. Someone on this site said that IBM's loss of computer business to other PC makers was evidence of the failure of SPIN...totally ridiculous. IBM passed on the operating system that became DOS, which in turn became the engine fueling MicroSoft's ascent to the heights. In hardware manufacturing IBM ignored lots of evidence that a paradigm shift was underway and PCs were becoming commodity items.
The negative reviewers are looking for a silver bullet in many cases: SPIN will not transform you into a president's club winner by reading it. It is how you apply and practice it that will enable your success. Becoming expert in the use of this simple framework requires work and thought. What Rackham showed us is that the WORDS we use are important, along with HOW WE USE THEM. We must understand THEIR goals and focus on being part of THEIR success if we are to be successful in a sustainable, long-term partnership. Also that we must not be manipulative or treat other people (aka "customers" or "prospects") in ways we would not want to be treated ourselves. The acronym "SPIN" was coined before Washington politicians gave the word the negatie connotation it now has.
SPIN is not the only good refenence book for salespeople, but it is a landmark book, the result of research that has not, to my knowlege, been replicated since. It should be a held in great esteem by any sales professional. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.
By the way, I have been in sales for 30 years, as a salesperson, sales manager, and director of training for a Fortune 500 company. I still have a lot to learn. But one thing I do know: there is tremendous value in this book for any salesperson with an open mind and the desire to continue growing, learning and improving as a sales professional.
Highly effective technique in high-touch Sales.......2007-07-19
This book is a simple guide to improve your effectiveness as a sales professional in high-value direct enterprise sales situations. Regardless of culture and language, people on the other side of the table from a sales person have an instinctive judgment to mis-trust any characteristic that seems contrived or unnatural. Genuineness is a pre-requisite. Therefore, like with any sales theory, rote learning and implementation of the theory is futile. Having said that, internalizing the fundamental premise of this book in my everyday life as a sales-person has been rewarding over the years and across geographies, cultures, languages and types of product/service being sold.
SPIN selling goes well with approaches that talk about Values-Based Selling, Solution Selling and Rackham's own Major Account Sales Strategy.
Huthwaite (Rackham) has done a phenomenal job of monetizing this simple concept by way of selling sales training and books. However, you may find the book too "salesy" at times. It is common idiom with any good speech, presentation or book; first you tell them what you are going to tell them, then you tell them, then you tell them what you told them. The book does a great job of steps 1 and 3, but leaves you wanting more in step 2.
The basic concepts about stages of a sales call, focus on customer needs and benefits, situation-problem-implication-need-payoff line of questioning, objection handling/prevention, sound closing techniques and post-sales are well articulated. The promise of increasing effectiveness in "major sales" is largely fulfilled. However, the emphasis on "it's based on research" goes unsubstantiated for the most part. You find the author insisting that "it's based on research" and providing simplistic graphs "based on research" than actually providing rigorous insights into the research. It also does not help that business theory is presented as a first person narrative. Blurs that fine line between theory-based opinion and opinion-based theory.
All said, the technique is highly effective and serves as a great foundation for approaching sales calls at various stages in the cycle. I've found myself going back to this book multiple times over the years. Always a good sign for books that you want to own rather than just read once.
How to Ask the Questions that Lead to Sales Success.......2007-06-30
The sales guru Zig Ziglar once said "People don't care how much you know until they know how much you care." To me, that means that you've got to understand people before you can persuade them. If you're to understand someone, they have to talk to you. And the best way to get them to talk is to ask questions. But are there some questions that are more highly correlated with successful selling than others?
Published in 1988 and still one of the best researched sales books on the market, SPIN Selling by Neil Rackham has the answer: Yes, some questions do increase your chances of sales success more than others. More importantly, these client interviews- what SPIN Selling calls the Investigation stage- have the greatest effect on the outcome of the sale. The book outlines the four types of questions that salespeople ask during the Investigation stage:
Situation: What is going on here? How do things work?
Problem (Pain Points): What are the problems you are experiencing?
Implication (Implied Needs): What effect do these problems have on results (cost, quality, delivery, customer service)?
Need-Payoff (Explicit Needs): What improvement in results could you make by resolving these problems with these specific capabilities (perceived value)? Are there other benefits? How important are these benefits to you?
(From page 91) "The SPIN model taps into the psychology of the buying process: buyers' needs move from Implicit to Explicit. The questions provide a roadmap for the seller guiding the call through the steps of need development until Explicit Needs have been reached. The more Explicit Needs you can obtain from buyers, the more likely the call will succeed."
Following the model gets customers to tell you how what you're selling helps them. It makes you partners instead of opponents in the value discovery process. And by helping clients develop the benefits in their own words, you avoid objections and make it easier for clients to sell internally for you.
Ultimate Sales Model for Business to Business Selling.......2007-06-25
I speak around the world on lead generation and SPIN Selling" to give you a roadmap on how to master business to business selling.
There is no other resource I can think of where you can "easily perfect" your selling approach and strategy.
Neil gives you step-by-step plan that anyone can follow in their quest to excel at selling their products or services.
The one caveat is I would adopt the "SPIN" Model to "SPAIN" with the "A" emphasizing "Agitate" to put more focus on what the problem is costing your prospect without your specific solution.
I would also add that the SPIN Field Book is a great resource.
Joe Heller, Trust Cycle Selling
Great book.......2007-06-09
Great Book. Good buy for any sales professional who has to use the phone at work.
Amazon.com
Unhappiness in marriage often has a simple root cause: we speak different love languages, believes Dr. Gary Chapman. While working as a marriage counselor for more than 30 years, he identified five love languages: Words of Affirmation, Quality Time, Receiving Gifts, Acts of Service, and Physical Touch. In a friendly, often humorous style, he unpacks each one. Some husbands or wives may crave focused attention; another needs regular praise. Gifts are highly important to one spouse, while another sees fixing a leaky faucet, ironing a shirt, or cooking a meal as filling their "love tank." Some partners might find physical touch makes them feel valued: holding hands, giving back rubs, and sexual contact. Chapman illustrates each love language with real-life examples from his counseling practice.
How do you discover your spouse's - and your own - love language? Chapman's short questionnaires are one of several ways to find out. Throughout the book, he also includes application questions that can be answered more extensively in the beautifully detailed companion leather journal (an exclusive Amazon.com set). Each section of the journal corresponds with a chapter from the book, offering opportunities for deeper reflection on your marriage.
Although some readers may find choosing to love a spouse that they no longer even like -hoping the feelings of affection will follow later- a difficult concept to swallow, Chapman promises that the results will be worth the effort. "Love is a choice," says Chapman. "And either partner can start the process today." --Cindy Crosby. This text refers to the Amazon.com Exclusive Journal & Paperback Book Set.
Book Description
Are you and your spouse speaking the same language? While love is a many splendored thing, it is sometimes a very confusing thing, too. And as people come in all varieties, shapes, and sizes, so do their choices of personal expressions of love. But more often than not, the giver and the receiver express love in two different ways. This can lead to misunderstanding, quarrels, and even divorce. Quality Time Words of Affirmation Gifts Acts of Service Physical TouchDr. Gary Chapman identifies five basic languages of love and then guides couples towards a better understanding of their unique languages of love. Learn to speak and understand your mate's love language, and in no time you will be able to effectively love and truly feel loved in return.Skillful communication is within your grasp!Click here for the Study Guide for Spouse and Group Discussion
Customer Reviews:
Everybody should read.......2007-10-10
This is a great book. It helped me look at the way I treated my husband and my children. I can now more fully express my love to my family in ways that they understand. I bought a copy for my mom and sisters.
Good Suggestions.......2007-10-09
I got this book in hopes of finding ways my hubby and I can connect. He read this book really fast and I'm still reading a couple of chapters at a time. Although the suggestions are good and we are using them to mend some issues in our relationship; it wasn't something that I just couldn't put down like hubby. For overall content I give kudos.
Helpful for all couples.......2007-09-27
This book was recommended to me by a colleague. It is actually used in premarriage counseling as well as couples therapy. I wish I'd read this earlier! A definite must have for understanding the two sides of relationships. I usually purchase a copy as a gift for close friends at bridal showers, etc. It is an easy read, and very helpful for old and new couples alike.
Good But With Religious Content.......2007-09-26
I found the book worthwhile to listen to. The author offered good practical advice to improving your relationship. I was disappointed that the last 1/5th of the program concentrated on the writings of Jesus. I do not believe that believing in a certain religion will help my relationship.
Great Relationship book.......2007-09-19
This is a Great relationship book for the young and old. Give you an understanding of how your past and present relationship. It will also be helpful on your future relationship. Can't wait to wait to read other similar books.
Book Description
With over 500,000 in print, Spiritual Leadership is the perennial favorite for teaching the principles of leadership. In this classic, J. Oswald Sanders illustrates biblical leadership principles through the lives of David, Moses, Nehemiah, the Apostle Paul, David Livingston, and Charles Spurgeon.This world needs more leaders who are guided by God and devoted to Christ. Christianity needs to put forth a powerful voice to be heard above the cacophony of immorality and deception in much of today's leadership. Spiritual Leadership will encourage you to place your talents and powers at His disposal so you can become a leader used for His glory.This timeless classic will equip leaders of all generations to press on in service for Jesus Christ. Spiritual Leadership has easy-to-understand modern language and a study guide to assist each leader as they grow and successfully apply the principles in this book. Prepare to be stretched, challenged, and motivated to apply the leadership principles of character, passion, and especially godliness. Spiritual Leadership is a necessary tool for today's leaders.
Customer Reviews:
One of the Best Books on Leadership yet Written!.......2007-05-14
Sanders is a contemporary of CS Lewis in Britain, and thus his book shares some of his colloquialisms.
In addition, he quotes richly from brilliant men, proving further that little else need be written about Christianity that hasn't already been written. It just has to be rediscovered.
I strongly recommend this book if you are looking past what pop leadership books have to offer.
A Classic Book on True Biblical Leadership.......2007-05-09
When I most recently picked up this book, it wasn't the first time I had been exposed to it. In fact, prior to reading it this last time, I think I had read the first 8 chapters twice before: once with a group at college and once with my pastor. I can't remember the exact reasons we didn't read the whole book each time; it certainly wasn't for lack of excellent content, that's for sure!
I would often joke with people that it was useless for me to attempt to highlight or underline excerpts from the book because I ended up underlining just about every sentence! Sanders' wisdom and spiritual insight abound and his diligence in study is amazing as demonstrated by the wealth of quotes provided in each chapter. He was certainly a man who exemplified Proverbs 10:14, "Wise men store up knowledge."
Sanders begins in the first chapter by encouraging those who desire to be leaders by maintaining, from Scripture, that ambition is not sinful if if it is guided by a desire to glorify God and tempered by sincere servanthood and genuine humility. Sanders investigates several different aspects of true spiritual leadership through the remaining 21 chapters and even includes highly practical chapters on the leader's use of time (chapter 12) and the leader and his reading and study disciplines (chapter 13).
An especially helpful and heart-searching section is found on pages 36-37 where Sanders poses 27 essential questions a leaders must ask in order to truly investigate his or her leadership potential. For example, he asks, "Have you ever broken a bad habit...Do you depend on the praise of others to keep you going...Are you tactful...Do you welcome responsibility" as well as a host of other excellent questions.
Overall, I found Spiritual Leadership to be very helpful, practical and extremely challenging. It is one to read and reread often!
Eyes of my understanding were opened!!.......2007-04-26
WOW!! WHAT AN AMAZING BOOK!!! This book truly taught me how to fight spiritual warfare and WIN!! Every disciple of Christ should have this book, it shows you how to pray, how to intercede for souls, etc!!!!
Spiritual Leadership Commitment to Spiritual Growth.......2007-04-04
What a wonderful book. One I will go back and read again and again.
Spiritual Leadership: Principles of Excellence for Every Believer .......2007-03-11
Very bibical and helpful. It is will help new and season leaders keep there focus on God.
Amazon.com
Trying to "change" negative thoughts through cognitive gymnastics is like trying to win a war single-handedly. Why waste a life trying the impossible? In Get Out of Your Mind and Into Your Life: The New Acceptance and Commitment Therapy, advocate Dr. Steven Hayes escorts the mildly depressed, angry, and anxiety prone through a new approach to handling suffering--universal human suffering caused by language's illusions. Rather than fighting off bad thoughts and feelings with internal pep talks, Hayes beautifully explains how to embrace those pessimistic and foreboding mental voices (much like welcoming home one's cranky, play-worn children), "defuse" them with respectful attention, and commit to leading a purposeful life that includes their occasional ranting.
Intriguing exercises help readers identify their core struggles, parse these into manageable pieces, and develop effective ways to move beyond rumination. The work progresses easily, thanks to Hayes' engaging style and his grace in coaching readers. Critics of cognitive and behavioral therapies will warm to Hayes' logical explanations of language's pitfalls (even language used by other therapeutic approaches); his sometimes goofy--but surprisingly effective--exercises; well-timed etymology lessons; and his uncanny ability to predict and skillfully address reader reactions throughout the workbook. Ironically, the path to life clocks many hours in the mind; plan to dedicate an intensive month of introspection to this program. Anyone who has been accused of thinking too much, who begrudges compliments, pines for a different life, or feels trapped at a mental dead end can benefit from Hayes' superior guidance.--Liane Thomas
Dr. Steven Hayes answers a few questions about his book, and describes how his research was inspired by his own struggles with panic and anxiety.
Questions for Steven Hayes
Amazon.com: Can you give us a lay person's primer on acceptance and commitment therapy?
Steven Hayes: Acceptance and Commitment Therapy (ACT) is based on a rather remarkable fact: when normal problem solving skills are applied to psychologically painful thoughts or feelings, suffering often increases. Our research program has shown this in thousands of patients, in almost every area of human suffering. Fortunately, we have discovered why this is and we have developed some ways of correcting it.
The basic research underlying ACT shows that entanglement with your own mind leads automatically to experiential avoidance: the tendency to try first to remove or change negative thoughts and feelings as a method of life enhancement. This attempted sequence makes negative thoughts and feelings more central, important, and fearsome--and often decreasing the ability to be flexible, effective, and happy.
The trick that traps us is that these unhelpful mental processes are fed by agreement OR disagreement. Your mind is like a person who has to be right about everything. If you know any people like that you know that they are excited when you agree with them but they can be even more excited and energized when you argue with them! Minds are like that. So what do you do?
ACT teaches you what to do. I will say what that is, but readers need to understand that these mere words will not be useful in and of themselves. Minds are too clever for that! That is why the book has so many exercises and why we have a free discussion group on line for people working through the book (http://health.groups.yahoo.com/group/ACT_for_the_Public/). What ACT teaches is acceptance of emotions, mindful awareness of thoughts, contact with a transcendent sense of self, and action based on chosen values. This constellation of skills has shown itself in controlled research to help with an amazingly large range of problems, from anxiety to managing the challenges of physical disease, from depression, to stopping smoking.
Amazon.com: Some of this work is said to have come from your own battles with anxiety and panic. How did these ideas apply to your own struggles?
Steven Hayes: It was my own panic disorder that first put me on to the problem we have now confirmed in our research. My panic disorder began a little over 25 years ago. I watched in horror as it grew rapidly, simply by applying my normal problem solving skills to it. Anxiety felt awful and seemingly made it impossible to function, so it was obvious to me that I first needed to get rid of it before my life would improve. I tried lots of things to do that. But this very effort meant I had to constantly evaluate my level of anxiety, and fearfully check to see if it was going up or down as a result of my efforts. As a result, anxiety quickly became the central focus of my life. Anxiety itself became something to be anxious about, and meanwhile life was put on hold.
After two or three years of this I'd had enough. I began to experiment with acceptance, mindfulness, and valued action instead of detecting, disputing, and changing my insides.
I remember a moment that symbolizes the change in direction. In the middle of a panic attack, with a guttural scream like you hear in the movies, I literally shouted out loud to my own mind. "You can make me feel pain, you can make me feel anxiety," I yelled. "But you cannot make me turn away from my own experience."
It has not been a smooth path and it was several years before anxiety itself was obviously way down (getting it to go down was no longer my purpose, remember, but ironically when you stop trying to make it happen, often it does), but almost immediately life opened up again. ACT is the result of over 20 years of research, following the lead this provided.
Amazon.com: You are a language researcher and chapter two of Get Out of Your Mind and Into Your Life is called "Why Language Leads to Suffering." Can you tell us why you suggest that language is a source of human suffering?
Steven Hayes: Human language (by that I mean our symbolic abilities generally) is central to effective human cognition. It evolved to keep us from starving or being eaten--and it has done a pretty good job of that.
The key to symbolic processes is the ability to relate events in new and arbitrary ways. Our research program has shown this ability even in 14 month old babies, and we now know it comes from direct training from parents and others as part of normal language development. It is a wonderful skill. It allows us to imagine futures that have never been, and to compare situations that have never actually been experienced. That is the every essence of human verbal problem solving.
But that same process has a downside for human beings. For example, it allows us to fear things we have never experienced (e.g., death). It allows us to run from the past or compare the dull present to a fantasized future and to be unhappy as a result. And in my case it lead to the common sense but ultimately unhelpful idea that I needed to get rid of anxiety before I could live well.
We get a lot of training in how to develop and use our minds, but we get very little training in how to step out of the mental chatter when that is needed. As a result, this mental tool begins to use us. It will even claim to BE us. The overextension of human language and cognition, I believe, is at the core of the vast majority of human suffering in the developed world and human technology (the media) is only amplifying the problem by exposing us to an ever increasing stream of symbols and images. Learning how to get out of your mind and into your life when you need to do that is an essential skill in the modern world.
Book Description
Acceptance and Commitment Therapy (ACT) is a new approach to psychotherapy that rethinks even our most basic assumptions of mental well-being. Starting with the assumption that the normal condition of human existence is suffering and struggle, ACT works by first encouraging individuals to accept their lives as they are in the here and now. This acceptance is an antidote to the problem of avoidance, which ACT views as among the greatest risk factors for unnecessary suffering and poor mental health. The process of ACT includes help for individuals to identify a set of core values, a personal set of objectives that matter to them personally. The therapy then encourages the individual to commit to behavior that furthers these values despite potentially painful emotional obstacles. Get Out of Your Mind and Into Your Life offers a five-step plan for coping with painful emotions such as anxiety and depression. It teaches you how to learn life-enhancing behavior strategies that work to further the goals you value most. You'll learn to engage with and overcome painful thoughts and feelings with step-by-step acceptance and mindfulness-based techniques. You'll find out how to let go of control, and develop compassion and flexibility. The realization that painful feelings cannot be controlled will open you to the possibility of fully emotional living. Once present, engaged, and aware, you can begin to build new lives for yourself filled with significance and meaning. This book is not about overcoming pain or fighting emotions; it's about embracing life and feeling everything it has to offer. In this way, it offers a way out of suffering by choosing to life a life based on what matters most.
Customer Reviews:
Stellar resource for those willing to do the work.......2007-07-03
I purchased this book with no prior knowledge of either it or its methodology. What a stroke of luck. After 9 months of slow but diligent completion of the exercises contained within, my life has changed dramatically for the better. Dr. Hayes does not lie, however, when he states that the concepts are subtle and difficult to grasp, and that the work is hard. But the work does pay off. It offers not only relief from constant mental self-attack, but also an alternative way of looking out from "self" to the rest of the world. Thanks to the tools provided in this book, I am beginning to experience true knowledge of self and life as shaped by conscious direction, rather than as a string of reactive experiences lived by default due to prior conditioning.
Recommended.......2007-04-04
This self-help book was a general recommendation by a professor at my grad school. It's an interesting read and is useful even for people who are not in crisis but are interested in ACT.
The most helpful therapy tool yet!! .......2007-03-09
At the end of my therapy my therapist recommended this book to me as a continuation of my therapy. The book has been very halpful and in many respects more helpful then therapy. It teaches us to realise that we can choose to stand-back from our thoughts and observe them rather then buy into them. The most helpful part has been the Chapter on the 'observer self' which there is a great discussion about on page 99.
If you tried other self-help approaches, try this, it not like any other........2007-01-24
Buddhism teaches that suffering is part of life and all our attempts to avoid the suffering only make it worse. ACT teaches the same thing. In that sense, Buddhism and ACT are the same. But ACT's intellectual roots are firmly within the Western scientific psychology tradition, so the author did not so much borrow from Buddhism, as arrive at the same result by a different method and then observed the similarity after the fact.
The book begins by stepping you through the science and psychology of how the mind works, inviting you to see the inner workings for yourself through many exercises. Ultimately it leads to a simple conclusion - your anxiety, depression, or whatever ails may not be an "illness" at all, but simply normal mental processes that go awry when used to try to avoid negative thoughts and emotions.
Most therapy attempts to remove the negative thoughts and feelings. ACT differs completely by asking you to ACCEPT negative thoughts and feelings as part of being human. To do this it shows you how to separate the "real you" from the contents of your mind. The negative doesn't go away, you just become more willing and able to live it. Then the focus switch to exploring your values, what's important to you personally. These values orient you on your journey through life. Finally you COMMIT to the course of action you yourself choose in accordance with your own values, and you use the skills you've learned to avoid the pitfalls that stopped you in the past.
ACT bears one more resemblance to Buddhism. 2500 years ago, the Buddha stirred up the Hindu establishment by presenting ideas that were at once radically new and yet based in a deep understanding of Hindu mystical teachings. ACT does the same to western psychology. It is firmly grounded in a good and growing body of scientific evidence and clinical successes, yet could well turn out to be the most important advance in psychology since Freud. ACT is the first psychotherapy to develop a complete system around the idea that negative feelings are natural and normal, but it is our attempts to escape those feelings that creates pathologies. If you have tried other self-help techniques, therapy, pills and nothing has worked for you, it is definitely time to try this.
Get Out of your mind and into your life.......2007-01-16
I have just begun this book with my chronic pain specialist and already have benefited from it. I'm sure as I go along I will learn more to help me deal with chronic pain and being a military wife with a husband serving in Iraq. This book is beneficial for many aspects of your life that may be troubling you or causing you to fall. I would strongly recommend this book.
Amazon.com
If Dilbert and Tom Peters ever attended the same party, they'd probably find themselves in opposite corners. The cynical cartoon character would have a hard time in Peters's upbeat, high-energy world of "Cool-Beyond-Belief." The Brand You50 is Peters's manifesto for today's knowledge workers. It joins his Reinventing Work series, which includes The Projects50 and The Professional Service Firm50.
In The Brand You50, Peters sees a new kind of corporate citizen who believes that surviving means not blending in but standing out. He believes that "90+ percent of White Collar Jobs will be totally reinvented/reconceived in the next decade" and that job security means developing marketable skills, making yourself distinct and memorable, and developing your network ability. His
list-filled prescriptions cover everything; for example, "You are Your Rolodex I: BRAND YOU IS A TEAM" (no. 22), "Consider your 'product line'" (no. 25), "Work on your Optimism" (no. 35), "Sell. SELL. SELL!!!" (no. 47). While the book is overwhelming at times--its hyperactive typography pretty much shouts at you--any baby boomer thinking about his or her career will find much to consider. --Harry C. Edwards
Book Description
Michael Goldhaber, writing in Wired, said, "If there is nothing very special about your work, no matter how hard you apply yourself you won't get noticed and that increasingly means you won't get paid much either. In times past you could be obscure yet secure -- now that's much harder."
Again: the white collar job as now configured is doomed. Soon. ("Downsizing" in the nineties will look like small change.) So what's the trick? There's only one: distinction. Or as we call it, turning yourself into a brand . . . Brand You.
A brand is nothing more than a sign of distinction. Right? Nike. Starbucks. Martha Stewart. The point (again): that's not the way we've thought about white collar workers--ourselves--over the past century. The "bureaucrat" on the finance staff is de facto faceless, plugging away, passing papers.
But now, in our view, she is born again, transformed from bureaucrat to the new star. She works in a professional service firm and works on projects that she'll be able to brag about years from now.
I call her/him the New American Professional, CEO of Me Inc. (even if Me Inc. is currently on someone's payroll) and, of course, of Brand You.
Step #1 in the model was the organization . . .a department turned into PSF 1.0. Step #2 is the individual . . .reborn as Brand You.
In 50 essential points, Tom Peters shows how to be committed to your craft, choose the right projects, how to improve networking, why you need to think fun is cool, and why it's important to piss some people off. He will enable you to turn yourself into an important and distinctive commodity. In short, he will show you how to turn yourself into . . . Brand You.
See also the other 50List titles in the Reinventing Work series by Tom Peters --
The Project50 and
The Professional Service Firm50 -- for additional information on how to make an impact in the professional world.
Customer Reviews:
This is not "how to" book.......2007-09-26
"Talent" by T.P. is better. This book consist of 50 main bullet points and possibly 6-700 sub bullets - all together a long list of nice things to think about but this is not a "how to" book as expected.
BE your OWN BRAND!!!!!!!!.......2007-08-31
A lot of the advice within this book is sound: Be proactive. Sell yourself. Define yourself. Network. Take responsibility for your career success. As a junior professional, it's very important for someone like me to realise how these elements support and leverage one's actual capabilities in the workplace.
However the author seems hard pressed to develop these into 50 distinct points. It becomes repetitive, which is why I would recommend dipping into the book as opposed to reading it cover to cover.
The written style and tone becomes irritating. As other reviewers have noted, it's full of PHRASING like THIS!!!! HYPERBOLE!! INSPIRATIONAL CLICHES!! I wish instead of 5 word sentences the author had also offered more explanation and insight into the issues he raises.
Some great ideas; in need of editing.......2007-08-28
Many, if not most, business books began their life as a set of PowerPoint charts that the creator presented to seminars, conferences and the like, and that were subsequently converted into book form. As a result, most business books are chock full of filler - anecdotes of questionable relevance, endless repetition, and other low-value material.
In contrast, "Brand You 50" eschews surplusage. It reads like a conference presentation, for better and worse. On the plus side, this book is a fast read, and it includes dozens of ideas for improving your performance, your skills and your marketability. Which ideas you choose to embrace and implement will depend on your job, your goals and your personality; this book provides a huge buffet of ideas from which to choose. "Brand You 50" has no filler at all, which I appreciated. On the minus side, the book is formatted horribly. Peters crows that he designed it himself. I appreciate the thought, but some editing of punctuation, font, and the like would have helped immensely. It literally reads like a transcript of a motivational speaker, complete with a plethora of exclamation points. Indeed, this may be the first book in the English language with more exclamation points than periods.
However, after you get past the awkward formatting, "Brand You 50" provides a wealth of practical ideas for building your personal brand. It's at least worth checking out from the library.
Enjoyable read, OK stuff, but not WOW!.......2007-08-09
Well, I read it in 4 hours... It's interesting, it does good to your self-esteem and contains fairly practical advice. However, I wouldn't consider it too seriously for crafting a new life course on the basis of its advice. It also needs significant updates where it refers to new media and the Internet.
Life Changing..........2007-04-01
If there ever was a book that changed my paradigm when I first read it, it was "The Brand You 50."
Ever since, I have promoted this book strongly in my classes, toward all my students. In fact, the first thing I always tell them is, "You are You, Inc. from today on. You don't work FOR any company, but you work WITH them. Change your views, and therwith, change your life.
So far, it has worked tremendously. I have received numerous notes of gratitude from those who previously felt trapped in their work situations. Tom Peters truly did an awesome job with this book.
I used many of the mindsets of Peters in my own works, most recently in "The Awakened Leader: One Simple Leadership Style That Works Every Time, Everywhere," and "Spirituality in the Workplace: What it is; Why it Matters; How to Make it Work for You" (the last one co-authored with Dr. Satinder Dhiman and Dr. Richard King).
It is unbelievable what a change in perspective can do for your self-esteem, drive, and visions. But having thought about it deeply, and having interviewed over 100 leaders since reading this book, I can attest that it's a great work.
Read it, and then read the books in which many of Peters' advises have been captured, "The Awakened Leader: One Simple Leadership Style That Works Every Time, Everywhere," and "Spirituality in the Workplace: What it is; Why it Matters; How to Make it Work for You."
Book Description
Not just another book on the theory of strategic planning, here are dozens of recipes for creative group activities to facilitate strategic planning in any organization. Designed for use by consultants, facilitators, and management team leaders, step-by-step instructions guide you through exercises for gaining employee and management participation, gathering feedback from management about the current state of the organization, creating an organized mission, vison and values statement, and planning so that the vision becomes reality. Ready-to-use reproducible materials and handouts are also included.
Customer Reviews:
Too simplistic. .......2006-11-10
Even popular textbooks in strategic management (Wheelen and Hunger, Davis, etc.), which are oriented toward more thoughtful study of the subject, do a better job presenting a sound applied process in strategic planning. Don't waste your money.
Unique.......2005-09-21
Thee is little written for facilitators and this is a complete summary and approach to the topic with all the tools. I just wish there had been more stories of how each of the tools worked.
Invaluable tools for Organizational Planning.......2003-10-17
I have had the opportunity to use the designs in this book over the past year. The designs or "strategic activities" are creative and guarnateed to advance the planning process for a wide range of organizations. The instructions have just the right amount of detail to adaquately prepare the facilitator. There is tremendous felxibility with each acitivity to accomodate longer or shorter amounts of time. The designs are
crip, imaginative, thoughtful, rooted in practice. Its a book I refer to again and again. Its been an invaluable tool to my work.
Intelligent and Interesting.......2001-08-23
impressive, interesting and different ideas .I like the down to earth , inclusive quality of this book. Thing are explained well and frameworks are provided, so that you can conduct these activities with confidence.I highly recommend it.
Planning First - Learning Always.......2001-08-13
If you have ever been involved in a strategic planning effort that fell short of expectations then this book is for you. In plain language the authors lay out a planning framework with supporting involvement practices to gain organizational buy-in. They provide explanations and case study examples to show the connections between "what needs to be done and how to do it." A chapter titled "The Toolbox" covers the rational and procedures for involvement mechanisms that include "Nominal Group Process to generate ideas, Affinity Diagrams & Mindmaping to organize complex issues and Collapsing Consensus & Las Vegas Voting to help in problem solving & decision-making." There are valuable discussions on organizing the planning effort and post-planning followup / accountability. This volume supports any organizational effort to set goals, improve quality or enhance effectiveness in resource management through collaborative processes.
Average customer rating:
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A Practical Guide to Acceptance and Commitment Therapy
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ASIN: 0387233679 |
Book Description
"ACT opened the door to more fascinating discoveries about human beings, language, and psychopathology in general. Within these discoveries also lie the treatment technologies comprising ACT that are competently presented in this book,
A Practical Guide to Acceptance and Commitment Therapy. . .As the authors describe, this book is the first practical guide that highlights the ACT approach for numerous disorders and presents it in detail. . .The innovative conceptualization of psychopathology, presented in ACT, may appeal to practioners because it provides answers and alternatives to relapse and the difficulties some clients present with being unable to gain control of their symptoms. Practioners may also like the technology and the metaphors used in ACT. . .In each chapter presenting ACT for a different group of disorders, the authors skillfully present a formulation of the disorder based on the ACT principles and then describe the ACT approach for the specific disorder or group of disorders. . . "
By Maria Karekla & Marianna Charilaou, PsycCRITIQUES, American Psychological Association, Volume 50, Number 52.
Customer Reviews:
Great Guide to ACT.......2006-03-09
Very well written... Provides a great overview of the fundamentals of ACT and introduces the reader to several clinical applications... Should be considered as one of the essential reads for anyone interested in ACT or who is beginning to utilize this type treatment
Book Description
"[
Run With the Bulls Without Getting Trampled shows] us how success in the workplace can be something more-but is never less-than the sum of our experiences, emotions, and intelligence. I really liked this book."
-
Marcus Buckingham, International speaker and best-selling author,
Now Discover Your Strengths and
First, Break All the Rules
"
Run With the Bulls Without Getting Trampled is one of those books that really makes you want to be a better manager, a better leader, a better person. The stories are powerful, the anecdotes are right on the money, and the wisdom is so evident and clear."
-
Pat Lencioni, Author,
The Five Dysfunctions of a Team, and President, The Table Group
"
Run With the Bulls Without Getting Trampled grabbed me from page one and never let go. It's one of those rare business books full of fresh, original stories that inspire us to take a look at our three Cs: commitment, character, and competence."
-Ken Blanchard, Coauthor,
The One Minute Manager® and
Leading at a Higher Level
"As a member of the senior White House staff and a veteran in banking and the executive search fields, I have interviewed thousands of highly successful people. In
Run With the Bulls Without Getting Trampled, Dr. Tim Irwin nails the essential differences between those who do well and those who don't. If you want to know what it takes to make it in any endeavor, read this book!"
-
J. Veronica Biggins, Senior Partner, Heidrick & Struggles
"In this inspiring and adventure-filled book, Tim Irwin creatively weaves in stories from his own experiences with hard-hitting corporate examples. It's a great read for those willing to do the work required to experience their own spectacular results and enjoy success."
-
Roger Staubach, Chairman/CEO, The Staubach Company and Super Bowl MVP
_____________
Run With the Bulls Without Getting Trampled features Tim Irwin's seven critical success factors as well as six common career derailers. With compelling real-life stories to launch each chapter, Irwin distills not only his experiences as a successful corporate psychologist but also what he has learned from others in thousands of interviews with senior executives. Inside you will also find how you can access free online self-assessment exercises and developmental resources.
Customer Reviews:
Commitment, Character, Competence.......2007-07-31
The advice in this book extends beyond the professional world and echoes in everyday life. This makes sense; we don't live double-lives, and there exists no magic, secret formula for success in business, medicine, or raising kids. It comes down to basic human virtues.
Commitment. Character. Competence. These attributes fuel the engines of success in life.
It boggles the mind how many books or programs offer axiomatic platitudes such as "it's not what you know but who you know" or "success is what makes you happy, so be true to yourself."
None such wasteful advice finds its way into this book. Rather, Dr. Irwin points out the objective, observable standards that exist in life, and our need to continually evaluate ourselves and measure our choices against those standards.
As the book says; it's simple, but it isn't easy. I highly recommend this book.
Run with the Bulls Without Getting Trampled.......2007-07-08
Tim Irwin's book, "Run with the Bulls," is by far the most insightful business book I have read this year. It causes you to take a look beneath the surface and determine how you can lead a life of significance and find meaning in your work. There are very few business books that take you to this level of personal reflection. "Run with the Bulls" is one of them.
run with the bulls.......2007-04-19
"Run with the Bulls" offers a practical approach to finding meaning and fulfillment in our careers. Tim Irwin uses straightforward language to express complex ideas. He has an engaging way with personal anecdotes that serve both to clarify his themes and share aspects of his family life. One of the book's many pleasures is its frequent use of cultural references. Dr Irwin's interests range from "New Yorker" cartoons to TS Eliot to popular movies like "Groundhog Day." His experience as a psychologist has given him unique insight into the complex issues that so often derail our attempts to pursue excellence.
If you are running your career you need this book.......2007-03-08
The best complete compilation and illustration of the keys to a great life and career.
Great Stories with a Powerful Message.......2007-01-31
"Run with the Bulls" is hard book to put down. I savored each chapter. The author tells real life stories as the foundation for a powerful message on principles of leadership. After reading the book I passed it on to my 18 year-old son who read it in a week. I wish I had known the principles which Irwin sets forth so clearly when I began my career! The stampeding bulls will trample the energy and enthusiasm out of many young professionals. I ordered six copies for my family members to help them avoid that fate.
Amazon.com
Do your relationships always crash? Do your married friends wonder what's wrong? "They write sitcoms about people like us," says "commitmentphobia" expert Steven Carter, "but it looks a lot more fun on the small screen than it feels in real life." The problem may be your fear of the risks of intimacy and commitment. Carter himself was a closet "commitmentphobic" when he wrote Men Who Can't Love. Now, in Getting to Commitment, he explains how to break those patterns and forge intimate connections--as he has done in his own life.
Carter sees eight hurdles between you and the relationship you deserve. He deftly analyzes each problem, points out self-destructive nonsolutions, and explains the steps necessary to break the barrier. For example, one hurdle is blaming your partners' shortcomings for the failure of previous relationships. Breaking the pattern involves seeing how you choose particular partners and self-destruct in relationships--going from blame to responsibility. Other hurdles include relationship-history ghosts, living in fantasy, and ineffective behavior patterns. "If we are to experience intimacy, our hearts have to be brave as well as loving," says Carter. Getting to Commitment will help you find that courage. Highly recommended. --Joan Price
Book Description
Getting to Commitment offers understanding, inspiration, and a concrete plan of action for any woman, man, or couple who is ready to tackle the eight most destructive demons that make people run from loving relationships.
Customer Reviews:
Great Book.......2007-10-10
This was a great read. Very insightful-without being overly analytical.
Got more out of this book then the 7 months with my therapist!!!
Was also great to see that it was written by someone that had actually gone thru this issue and OVERCAME!
This book fundamentally changed my relationship.......2006-05-05
My boyfriend was (is?) a text-book commitment-phobe. Another of the authors' books, "He's scared, she's scared," helped us both recognize the symptoms for what they were, but that book didn't offer any solutions. Finally, with this book, my boyfriend learned how to work with his fears and happily stay in our relationship. Between the two books he learned his triggers, his reactions, and how to remain calm in the face of them. We have now been together >3 years and are having a fantastic relationship! I strongly recommend this book to anyone who is a commitment-phobe but who recognizes they are, yet truly wants a committed relationship.
sheds some light on a problem.......2004-08-09
For anyone who lives in an urban, singles area of town, this book is worth a thorough reading into some of the bizarre and hurtful practices of those who seem to be all there and ready for a relationship (even stating so), but then suddenly cool off and disappear, leaving you to wonder what you said or did....
This book goes into the minds of the people who act in that way and offers sound advice on how they can change. It also goes over the fact that the other person involved usually *does play a role* in ignoring the signs of a relationship that is doomed. It does not victimize or persecure any of the parties, but gives a good account of the 'under the hood' stuff that may be happening.
It's a good heads up for those stuck in the land of the singledoms.
It began to make sense.......2002-06-04
I've been in and out of what seemed to be great relationships. I've had 5 men ask me to marry them (I did marry one of them, then divorced him). But, I never could understand why when things were getting good why I always thought that they were so bad. I had been running the whole time and didn't even know it until I read this book. I can't say enough about the insight this provides to a person. If you think that it is because of the other person in you life that you can't settle down or if you know that it may be you. Please read this book. It will begin to make sense.
Getting to Commitment.......2001-12-07
A very worthwhile read for anyone in any type of relationship. Book covers topics to make you more aware of the motivations for your own behavior and reactions to other people. Good for men and women, people who don't think they have relating problems and for those who know they do. Just read it, it is worth your time.
Book Description
In Brand from the Inside, Libby Sartain and Mark Schumann, branding experts who helped to build employer brands at Southwest Airlines and Yahoo!, describe this secret weapon for a business. The book gives leaders across an organization step-by-step instruction on how to motivate employees to consistently deliver the experience the customer brand promises. By building the employer brand from inside the business—ensuring consistent authenticity, substance, and voice throughout the business—any organization can unleash a powerful tool to emotionally engage employees and recruit and retain the best people.
Download Description
In Brand from the Inside, Libby Sartain and Mark Schumann, branding experts who helped to build employer brands at Southwest Airlines and Yahoo!, describe this secret weapon for a business. The book gives leaders across an organization step-by-step instruction on how to motivate employees to consistently deliver the experience the customer brand promises. By building the employer brand from inside the business ensuring consistent authenticity, substance, and voice throughout the business any organization can unleash a powerful tool to emotionally engage employees and recruit and retain the best people.
Customer Reviews:
Internal marketing with an HR twist.......2006-08-08
This predictable book on branding has a slight twist: aim your branding efforts at your employees as well as at your customers. Simple enough. Authors Libby Sartain and Mark Schumann have boiled employer branding down to eight essentials. Generally, they focus on their core concept with a positive orientation toward employees, although their lists, checklists and lists within lists do get repetitive. Maybe all those lists are intended to help the staff in human resources, where they place much of the responsibility for internal branding. We recommend this book to branding and internal marketing newcomers who want a rundown of the basics, and to human resource professionals who may need to learn about marketing to harness the impact of internal branding.
Books:
- Spiritual Connections: How to Find Spirituality Throughout All the Relationships in Your Life
- Stories on Stage: Children's Plays for Reader's Theater (or Readers Theatre), With 15 Play Scripts From 15 Authors, Including Roald Dahl's The Twits and Louis Sachar's Sideways Stories from Wayside School
- SYSTEMATIC THEOLOGY: An Introduction to Biblical Doctrine
- The Aquarian Gospel of Jesus the Christ: The Philosophic and Practical Basis of the Religion of the Aquarian Age of the World and of the Church Universal
- The Big Idea: Focus the Message-multiply the Impact (The Leadership Network Innovation Series)
- The Celestine Prophecy
- The Cheese and the Worms: The Cosmos of a Sixteenth-Century Miller
- The God Delusion
- The Gospel According to Judas by Benjamin Iscariot
- The I Ching or Book of Changes
Books Index
Books Home
Recommended Books
- The Ultimate Hidden Picture Puzzle Book
- Marley & Me: Life and Love with the World's Worst Dog
- Cybernation
- History: Fiction or Science
- In the Can: The Greatest Career Missteps, Sophomore Slumps, What-Were-They-Thinking Decisions and Fi
- Nonlinear Dynamics and Chaos: Geometrical Methods for Engineers and Scientists
- Marx and Nature: A Red and Green Perspective
- Economic Growth in the Republic of Yemen: Sources, Constraints, and Potentials
- Eagles Must Soar: 7 Simple Strategies for Living a Life With Certainty
- Customer Engineering: Cutting Edge Selling Strategies
