An appealingly fresh and energetic look at rethinking the sales meeting.
Prangley provides a blueprint for improving all aspects of the standard sales meeting in this business guide.
This book focuses on the surprising shortcomings of the traditional efforts most professionals put into their sales meetings (“Tone, timing, clarity, active listening, rapport, preparation, inflection, and eye contact—all the keys to communication—have fallen by the wayside”); for the author, a former professional actor, the key word is “performance.” When Prangley witnessed typical sales pitches in his new career in tech sales, he began compiling a very acting-oriented list of problems: too much anxiety, too much tension, too many swallowed or mumbled words, too little eye contact or control of body movements. Everywhere he looked, he saw boring meetings, and he considered this a crucial flaw; the author asserts that, once a sales professional has squared away the basics of the trade, the biggest factor in success is the ability to run a sales meeting well. In these pages, Prangley seeks to demonstrate to readers how they can use some of the same techniques that enhance acting performances to improve their meeting performances—everything from maintaining correct posture to vocal delivery to wardrobe. The author contends that pairing these skills with industry-specific traditional practices, like market research and customer profiling, will take sales meetings to a new level. Prangley is such a winning personality on the page that even readers who might be impatient with tired cliches like “Trust your gut” will be won over by his optimistic encouragement. He stresses that achieving mastery over running sales meetings is more about hard work and perseverance than talent or luck, which will come as a relief to any of his readers who lack movie star charisma. This combination of an actor’s-eye-view and a seasoned professional’s advice is irresistible; professionals at any level will find invaluable pointers here.
An appealingly fresh and energetic look at rethinking the sales meeting.Pub Date: May 18, 2023
ISBN: 9781544538303
Page Count: 244
Publisher: Lioncrest Publishing
Review Posted Online: July 24, 2023
Kirkus Reviews Issue: Oct. 1, 2023
Review Program: Kirkus Indie
BOOK REVIEW
Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our...
A psychologist and Nobel Prize winner summarizes and synthesizes the recent decades of research on intuition and systematic thinking.
The author of several scholarly texts, Kahneman (Emeritus Psychology and Public Affairs/Princeton Univ.) now offers general readers not just the findings of psychological research but also a better understanding of how research questions arise and how scholars systematically frame and answer them. He begins with the distinction between System 1 and System 2 mental operations, the former referring to quick, automatic thought, the latter to more effortful, overt thinking. We rely heavily, writes, on System 1, resorting to the higher-energy System 2 only when we need or want to. Kahneman continually refers to System 2 as “lazy”: We don’t want to think rigorously about something. The author then explores the nuances of our two-system minds, showing how they perform in various situations. Psychological experiments have repeatedly revealed that our intuitions are generally wrong, that our assessments are based on biases and that our System 1 hates doubt and despises ambiguity. Kahneman largely avoids jargon; when he does use some (“heuristics,” for example), he argues that such terms really ought to join our everyday vocabulary. He reviews many fundamental concepts in psychology and statistics (regression to the mean, the narrative fallacy, the optimistic bias), showing how they relate to his overall concerns about how we think and why we make the decisions that we do. Some of the later chapters (dealing with risk-taking and statistics and probabilities) are denser than others (some readers may resent such demands on System 2!), but the passages that deal with the economic and political implications of the research are gripping.
Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our minds.Pub Date: Nov. 1, 2011
ISBN: 978-0-374-27563-1
Page Count: 512
Publisher: Farrar, Straus and Giroux
Review Posted Online: Sept. 3, 2011
Kirkus Reviews Issue: Sept. 15, 2011
BOOK REVIEW
IN THE NEWS
These are not hard and fast rules, but Meyer delivers important reading for those engaged in international business.
A helpful guide to working effectively with people from other cultures.
“The sad truth is that the vast majority of managers who conduct business internationally have little understanding about how culture is impacting their work,” writes Meyer, a professor at INSEAD, an international business school. Yet they face a wider array of work styles than ever before in dealing with clients, suppliers and colleagues from around the world. When is it best to speak or stay quiet? What is the role of the leader in the room? When working with foreign business people, failing to take cultural differences into account can lead to frustration, misunderstanding or worse. Based on research and her experiences teaching cross-cultural behaviors to executive students, the author examines a handful of key areas. Among others, they include communicating (Anglo-Saxons are explicit; Asians communicate implicitly, requiring listeners to read between the lines), developing a sense of trust (Brazilians do it over long lunches), and decision-making (Germans rely on consensus, Americans on one decider). In each area, the author provides a “culture map scale” that positions behaviors in more than 20 countries along a continuum, allowing readers to anticipate the preferences of individuals from a particular country: Do they like direct or indirect negative feedback? Are they rigid or flexible regarding deadlines? Do they favor verbal or written commitments? And so on. Meyer discusses managers who have faced perplexing situations, such as knowledgeable team members who fail to speak up in meetings or Indians who offer a puzzling half-shake, half-nod of the head. Cultural differences—not personality quirks—are the motivating factors behind many behavioral styles. Depending on our cultures, we understand the world in a particular way, find certain arguments persuasive or lacking merit, and consider some ways of making decisions or measuring time natural and others quite strange.
These are not hard and fast rules, but Meyer delivers important reading for those engaged in international business.Pub Date: May 27, 2014
ISBN: 978-1-61039-250-1
Page Count: 288
Publisher: PublicAffairs
Review Posted Online: April 15, 2014
Kirkus Reviews Issue: May 1, 2014
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