Caerfyrddin: Agustus 2011

Jumat, 26 Agustus 2011

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Kamis, 25 Agustus 2011

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Wealth management is one of the areas in which banks and other personal financial services players are investing heavily. But the market is changing fast. Going forward, players therefore need to adapt their strategies to the new realities: what worked in the past will not, for the most part, be appropriate in the future. This unique book, written by a former McKinsey consultant, offers an up-to-date, detailed, practical understanding of this exciting area of financial services.

Sales Rank: #1717152 in Books
Published on: 2006-08-25
Original language: English
Number of items: 1
Dimensions: 9.59" h x 1.12" w x 6.91" l, 1.83 pounds
Binding: Hardcover
360 pages

From the Inside Flap
Global Private Banking and Wealth Management.

"David Maude has written a fascinating and comprehensive overview of private banking which will be of great interest to practitioners, clients and students." - Dr. Alex W. Widmer, Chief Executive, Officer, Private Banking, Julius Baer

"The essence of private banking has not changed for hundreds of years, but the global environment in which we operate and the tools at our disposal are evolving at an unprecedented rate. This book is welcome for providing a remarkably thorough, detailed and accurate overview of the industry and the issues it presently faces." - Alexander Hoare, chief Executive, C Hoare & Co

"David Maude has produced a powerful analysis of the wealth management market. At a time when the industry is evolving rapidly and facing numerous challenges, this book will be particularly relevant and helpful to private banking professionals around the globe."- Francois Debiesse, Chief Executive Officer, BNP Paribas Private Bank

"A Comprehensive guide to the wealth management industry in terms of development, the current economic and competitive landscape, and future areas of growth." - Bryan Henning, Global Product Head, Wealth Management, Standard Chartered Bank

From the Back Cover
Wealth management is one of the areas in which banks and other personal financial services players are investing heavily. But the market is changing fast. Going forward, players therefore need to adapt their strategies to the new realities: what worked in the past will not, for the most part, be appropriate in the future. This unique book, written by a former McKinsey consultant, offers an up-to-date, remarkably detailed, practical understanding of this exciting area of financial services.

Packed with best-practice examples and perspectives on the opportunities ahead, highlights include:

Wealth management challenges: new and old
The changing client profile
New products, pricing and channels
Competitor and business-model landscapes
External challenges and opportunities
Future perspective
Wealth market analyses for 25 countries

For anyone involved in wealth management, this should be a compulsory read.

About the Author
DAVID MAUDE is an independent consultant. A former consultant at McKinsey & Company, he serves financial institutions around the world, advising on their key strategic, organisational and operational issues. He has also worked in strategy for Barclays, and spent six years as a senior economist at the Bank of England and HM Treasury. He co-authored the pioneering Euromoney book, Private Banking: Maximising Performance in a Competitive Market, published in 1996. He may be contacted at david_maude@lycos.co.uk.

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14 of 16 people found the following review helpful.
Exceptionally useful book
By FT
Fantastic book. Genuinely global perspective and bang up to date. includes difficult-to-get data on industry economics and benchmarks, a fascinating future perspective on industry growth, and incisive analysis of a vast range of surveys and reports that I (a financial services strategy veteran) never knew existed. Very clear and well written. Invaluable for helping our organisatn develop a wealth management strategy.

5 of 7 people found the following review helpful.
Flawed writing and outdated information
By Augusto Giachino
I read this book in 2006, when it was published, because I am a consultant in the field it describes, and I need to follow industry trends. As I review the book in 2010, it's easy to criticize the conclusions found here based on 20/20 hindsight of the massive industry crisis that transpired since. Therefore, let instead me start with another aspect of the book that I found troubling at the time of my first reading. Unwittingly, the authors have produced an amazing demonstration of how many people within the financial industry are incapable of producing readable prose. Entire sections of this book read like extended PowerPoints, complete with bullet points, with little attempt at constructing a logical flow of sentences. Acronyms are used extensively, often without definitions. The book averages about one misspelling or syntactical error per page, and sometimes you'll find three per page. This is the kind of writing that would earn you a C- in a college English class. The publishing house obviously rushed this to market with no editorial oversight and without even running it through a spellchecker.

If you are willing to disregard the grammatical errors, and are already somewhat familiar with the industry, this book does serve a purpose. It provides useful information about the basic structure of the sector. But what about the analysis of the industry's future in the conclusion of the book? Here we find that the quality of the writing reflects the quality of the thinking. Overall, the authors painted a rosy picture of the future, with no inkling of the fact that the banking industry had already dug itself into the worst crisis since the Great Depression. Consequently, once the reader moves beyond the basic information to the projected sector rankings and other data, he or she will find that most of it is of little use. Many of the leading firms extolled here have either disappeared altogether or been forced to merge. The analysis of international developments would need to be largely rewritten, because, even at the time of this writing, the global environment is evolving in dramatic ways that were not envisaged by the authors. So much for the "New Realities" in the book's subtitle.

Global Private Banking can now be read as a historical artifact, as evidence of the optimistic, self-congratulating state of mind of the majority of financial sector managers at a critical juncture in time. The fact that the book was really written by industry people for industry people created every disincentive to question the fundamentals of the industry, in other words, to skip the very kind of analysis that was most urgently needed.

At each level, starting with language and ending with substantive analysis, the quality of this tome is such an embarrassment that it plays right into the hands of criticisms that gained currency after the meltdown. If this is the quality of the thinking to be found in the industry that plays the central role within the economy, the public has a right to be nervous.

5 of 7 people found the following review helpful.
A fantastic book
By Petrou
A book any banking professionnal should read to understand the stategics underlying the wealth management industrie.

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Rabu, 24 Agustus 2011

[Z318.Ebook] Free PDF Mystical Element in Heidegger's Thought, by John D. Caputo

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This book is a model of philosophical and Heideggerian scholarship. Avoiding the extremes of abject worship and facile refutation, it moves into the heart of the later Heideggers work. Not only is Caputo faithful to the texts, but he is reflective and critical, inviting the reader to philosophize with and against Heidegger.

Sales Rank: #1370469 in Books
Brand: Brand: Fordham University Press
Published on: 1986-01-01
Original language: English
Number of items: 1
Dimensions: 5.90" h x .80" w x 8.90" l, .90 pounds
Binding: Paperback
292 pages

Features

Used Book in Good Condition

Review
"A model of philosophical and Heideggerian scholarship. . . . moves into the heart of [the] later Heidegger's work. . . . thoughtful, thought-provoking."

From the Back Cover
'This book is a model of philosophical and Heideggerian scholarship. Avoiding the extremes of abject worship and facile refutation, it moves into the heart of the later Heideggers work. Not only is Caputo faithful to the texts, but he is reflective and critical, inviting the reader to philosophize with and against Heidegger.

About the Author

John D. Caputo is the David R. Cook Professor of Philosophy at Villanova University and is editor of Fordham University Press' Perspectives in Continental Philosophy Series.

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43 of 50 people found the following review helpful.
A comparison of Heigegger's later thought to Meister Eckhart
By A Customer
John Caputo investigates the claim of many modern philosphers
that Heidegger became a mystic in the latter part of his life.
Caputo performs a careful analysis of this claim by looking
at the writings of Heidegger as they relate to a true German
mystic, Meister Eckhart. Does Heidegger's relationship
between being and Being equate to Eckhart's soul and God?
Does his use of "Gelassenheit", a term of Eckhart's meaning
detachment, show a common belief? Caputo's book works on
many levels. It brings together two of the great "book ends"
of Germany philosophy, spanning the 14th to 20th centuries.
And, just as Caputo does a wonderful job of conveying Heidegger's
thought, so, too, he captures the mysticism of Eckhart. It
was this which actually appealed to me more, and I believe
the book can be an excellent introduction into the thinking
of one of the greatest mystics of all time -- Eckhart.

0 of 0 people found the following review helpful.
Five Stars
By charles seivard
One of his best,

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Eugen Fink is considered one of the clearest interpreters of phenomenology and was the preferred conversational partner of Edmund Husserl and Martin Heidegger. In Play as Symbol of the World, Fink offers an original phenomenology of play as he attempts to understand the world through the experience of play. He affirms the philosophical significance of play, why it is more than idle amusement, and reflects on the movement from "child's play" to "cosmic play." Well-known for its non-technical, literary style, this skillful translation by Ian Alexander Moore and Christopher Turner invites engagement with Fink's philosophy of play and related writings on sports, festivals, and ancient cult practices.

Sales Rank: #1062881 in Books
Published on: 2016-06-06
Original language: German
Number of items: 1
Dimensions: 9.00" h x .94" w x 6.00" l, .0 pounds
Binding: Hardcover
360 pages

Review

"Ian Alexander Moore and Christopher Turner do more than simply translate the words that are in this book. They convey the spirit that lives in those words, in its distinctiveness among other writings with its unique, kindly scholarship-in-depth for which Eugen Fink was highly praised." Ronald Bruzina, University of Kentucky, reviewing a previous edition or volume"

Review

"Ian Alexander Moore and Christopher Turner do more than simply translate the words that are in this book. They convey the spirit that lives in those words, in its distinctiveness among other writings with its unique, kindly scholarship-in-depth for which Eugen Fink was highly praised." ―Ronald Bruzina, University of Kentucky, reviewing a previous edition or volume

About the Author

Eugen Fink (1905–1975) was a student and colleague of Edmund Husserl and Martin Heidegger. Spiel als Weltsymbol was published in 1960. This is the first English translation.

Ian Alexander Moore and Christopher Turner are Ph.D. students in Continental Philosophy at DePaul University. They are translators of Peter Trawny's Freedom to Fail: Heidegger's Anarchy.

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Published on: 2010-08-01
Original language: Chinese
Number of items: 1
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Binding: Paperback
407 pages

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Everyone is vulnerable to a cyber attack. Regardless of your age and station in life, one simple click of the mouse can open a Pandora's Box few of us could have imagined even five years ago.

How we handle our online security is critical to protecting our personal and professional lives. But guidance for staying safe in the growing, interconnected world has been fragmented and confusing...until now.

Hack-Proof Your Life Now! demystifies the topic and introduces you to the New Cybersecurity Rules clear, sensible, and do-able actions that will quickly improve your security.

Authors Sean M. Bailey and Devin Kropp will show you how to measure your Cybersecurity Score and then teach you to improve your safety by acting in three areas: adding more Secrecy to your online life (such as a banking-only email address that hackers won't likely discover), becoming Omniscient over your financial affairs (so you can block identity theft and instantly spot fraud), and adopting principles of Mindfulness to stay safe every day (such as using their 10-Second EMAIL rule to spot dangerous blackmail spam).

Each chapter features a Hack Report story that demonstrates a key security problem many of us face, a New Cybersecurity Rule that reduces or closes that exposure, and a specific Action Step to apply as you build up your defenses and improve your cybersecurity score. An Action Guide in the back provides extra details and helpful resources.

In just a few hours, you can learn to hack-proof your life and fight back against hackers, thieves, and spammers.

Sales Rank: #239518 in eBooks
Published on: 2016-10-25
Released on: 2016-10-25
Format: Kindle eBook

About the Author
Sean M. Bailey

Sean is the founding editor in chief of Horsesmouth, a New York-based company that creates educational programs on retirement planning, Social Security, Medicare, college planning, and cybersecurity for industry professionals from top firms including Ameriprise, LPL, Merrill Lynch, Morgan Stanley, Northwestern, Raymond James, and UBS. He pioneered computer-assisted reporting in the late 1980s, along with his colleagues at the News & Observer of Raleigh, using public-record data to probe government programs. Sean was honored by the North Carolina Press Association for his investigative reporting, covering local politics and white-collar crime. He was an early promoter of the Internet in the 1990s and led a national conference series for the Philanthropy Journal teaching nonprofits about technology and online fundraising. Sean launched the Savvy Cybersecurity training program in 2013, an interactive workshop to teach people to boost their security. He lives with his wife and daughter in Maplewood, New Jersey.

Devin Kropp

Devin first experienced the shock associated with identity theft as an 11-year-old in 2002. Just before Christmas, hackers stole her father's debit card information and sold it to a thief in Spain, who drained several thousand dollars from the account. As a millennial, she's a digital native. She started computer classes in elementary school, received her first PC in the fifth grade, and participated in one of the nation's first e-learning experiments equipping students with laptops. Devin is a graduate of Binghamton University (SUNY) where she studied English and journalism, and played wing and scrum-half for the Women's Rugby Club. She joined Horsesmouth in 2013 as an associate editor. Devin lives in Manhattan.

Most helpful customer reviews

3 of 3 people found the following review helpful.
An easy read, with valuable tips that are easy to apply
By S Greene
I started reading this book feeling pretty sure I already knew a lot of the tips in it. Nope! I learned a lot and so highly recommend it to almost anyone: from those who know little about phishing, id theft, etc., to those who are smug in their belief they know it all. (Hint: you, too, will probably learn something valuable.)

"Hack-proof" is an easy read, with easy-to-apply and extremely valuable tips. It doesn't preach or use scare tactics, but instead provides brief examples for each issue or problem and then focuses on how we can avoid similar problems. I plan to get several more copies to give as gifts.

1 of 1 people found the following review helpful.
Worth buying!
By Glenn
Good read! Would order again!

6 of 6 people found the following review helpful.
Great guide for computer security awareness
By Ben Rothke
Far Side creator Gary Larson wrote that a high-school biology teacher once told him she showed her class a number of Far Side comics at the beginning of the school year and most of the students didn't get the humor. She said a goal of the class was that by the end of the year, they should have learned enough science to see the humor in the comics.

Similarly, by the time a novice reader finishes Hack-Proof Your Life Now! The New Cybersecurity Rules: Protect your email, computers, and bank accounts from hacks, malware, and identity theft, they'll know enough to appreciate what they have to do to secure their accounts and systems.

Similar to How Not To Be Hacked: The Definitive Guide for Regular People by James DeLuccia, this is a very helpful book for the computer user who knows that computer security is crucial thing to do, but may feel too overwhelmed by the myriad highly and often overly technical books to do something about it.

In the introduction, authors Sean Bailey and Devin Kropp give the reader an opportunity to discover their cybersecurity score. For those that don't do well, by following the action steps the book suggests; they can ensure that their score is in the secure range by the time they complete the book. The authors do a really good job of showing the reader what they can do to ensure that the computing practices they use and systems they work off of are as secure as possible.

The 3 parts of the book focus on these 3 areas: online, finance and awareness. Many of the suggestions are not so surprising easy and effective. For example, they suggest using a secret email account for financial accounts rather than your primary email address. Rather than using the same email address for everything, which over the years can spread to hundreds of sites; the use of a secret email account for financial accounts can limit the ability to have these accounts breached.

In the section on backing up data, the authors suggest that one should never pay ransomware. That may be good advice for someone who has already backed up their data and has it stored in a location where it won't be re-infected. But for the person who neglected to perform a backup, paying the ransom may be their only option to get their data back.

The truth be told, even if you followed all the advice in the book, you still could not hack proof your life. The truth is that the best you can do it to try to be hack resistant. And for those that want to do that, Hack-Proof Your Life Now is an excellent book to get them there.

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Published on: 1966
Format: Import
Original language: English
Binding: Hardcover
1760 pages

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Kamis, 18 Agustus 2011

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Hour of Our Death by Philippe Aries. Vintage Books,1981

Published on: 1981
Original language: English
Binding: Paperback

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3 of 3 people found the following review helpful.
intricate and clinical
By Luis V.
This a deep study of how death has been dealt with thru the centuries in Europe and to some degree in the United States. Is as methodical as you could possibly hope for in a book it also most feel like you're reading a manual more than a treaty, anyhow is a good read just not a engrossing read.

0 of 0 people found the following review helpful.
Worth the Wait
By jordan gallader
A rare and exquisitely written and researched book on theculture of Death, and its evolution through art, architecture, literature, and faith through the ages.
The subtlety of the gra estones and large-as-life stone effigies, as well as 500 year old perfectly preserved Monks with their skullcaps still placed on them is nothing less than stunning.

1 of 1 people found the following review helpful.
A Secone Reading
By lyndia lamberty
This is a second read of Aries' classic book. I find it absorbing and thorough in his writing and research, and a re-read is worthwhile.

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Ease through the East
Adventures in Eastern North America

Exploring the expanse of North America that looks toward the Atlantic Ocean means experiencing a kaleidoscope of picturesque towns, rural idylls, pulsating cities, and some of the most dramatic natural scenery on the continent. Such a diversity of riches can be overwhelming, particularly if you only have a weekend to spare.

Luckily, the expert writers of The New York Times are at hand with this new regional collection of more than 50 revised and updated itineraries from the best-selling 36 Hours series, designed exclusively with a Friday to Sunday schedule in mind. Take your pick of intriguing destinations from East Hampton to South Beach, via postcard New England, frenetic Northeast cities, and slow-paced old towns of the South. Then head west to Chicago, Nashville, and New Orleans. Through palm-shaded beach resorts, history-drenched valleys, and Manhattan boutiques, you’ll find the ultimate edit of unmissable food and drink, cultural highlights, natural beauty, and the hottest neighborhood venues.

Sales Rank: #1449899 in Books
Published on: 2016-11-30
Original language: English
Number of items: 1
Dimensions: .0" h x .0" w x .0" l, .0 pounds
Binding: Paperback
288 pages

About the Author
Barbara Ireland, a writer and editor based in western New York State, is a former deputy travel editor and deputy Op-Ed page editor at The New York Times. While on the Times staff, she commissioned and edited many "36 Hours" columns and wrote a few herself. She is a graduate of Cornell University and was a John S. Knight journalism fellow at Stanford University.

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Selasa, 16 Agustus 2011

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Rejecting the notion that policy analysis and planning are value-free technical endeavors, an argumentative approach takes into account the ways that policy is affected by other factors, including culture, discourse, and emotion. The contributors to this new collection consider how far argumentative policy analysis has come during the past two decades and how its theories continue to be refined through engagement with current thinking in social theory and with the real-life challenges facing contemporary policy makers.

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Contributors. Giovanni Attili, Hubertus Buchstein, Stephen Coleman, John S. Dryzek, Frank Fischer, Herbert Gottweis, Steven Griggs, Mary Hawkesworth, Patsy Healey, Carolyn M. Hendriks, David Howarth, Dirk J�rke, Alan Mandell, Leonie Sandercock, Vivien A. Schmidt, Sanford F. Schram

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The guide to listening, building trust, and selling what the buyer wants

Everyone sells—in every aspect of your life and no matter what your profession. Supremely Successful Selling describes the art of selling that helps the buyer understand the value and appeal of a product for their personal life or for their business. Replete with stories of some of the greatest sales people in the country, this book teaches you how to listen more than talk, become an ethical ambassador for your product, and understand that everything in life is selling. You'll learn how to take the fear out of asking, the ten actions to avoid, and the most powerful incentives that sell your product.

Offers proven advice on how to get the appointment
Shares the "Three Magic Questions" that engage a prospect
Explains how to overcome objections, the power of the "Magic 7 Minutes," and the Four Es that make a great Sales person

Jerold Panas is one of the nation's leading consultants and a platform personality of note. He is the author of thirteen bestselling books and manages one of the largest consulting firms in the world for advising organizations and foundations on philanthropy. Let Jerry teach you how to ask questions, listen, build trust, and get to a "Yes."

Sales Rank: #855901 in Books
Published on: 2012-10-09
Original language: English
Number of items: 1
Dimensions: 9.30" h x .80" w x 6.20" l, .89 pounds
Binding: Hardcover
224 pages

From the Inside Flap

Everyone sells—no matter what your work or profession. The greatest salespeople know that integrity is the magic ingredient that convinces a buyer that what you're selling will benefit them. Successful salespeople don't overwhelm their potential customers or bamboozle them with misleading information. Instead, they help the buyer understand the value and appeal of a product or service for their personal life or for their business.

This book is replete with real-world success stories. It teaches you how to become an ethical ambassador for your product. Celebrated sales guru and motivational speaker Jerry Panas has harnessed the experience and knowledge of scores of the best salespeople in the country. In their own words, they explore how they overcame their own fears and understood that asking questions, listening, and building trust are what will get you to a "yes." You'll learn:

How to take the fear out of asking
Proven advice on how to get the appointment
The most powerful incentives that sell your product
The "Three Magic Questions" that engage a prospect and get them to give you the answers you need to win their business
The four Es that make a great salesperson: Empathy, Energy, Enthusiasm, and Ethics
And much more

Of course, not everyone will want to buy your product. But it's your job to help people understand how great an advantage you offer. Through integrity selling, you'll learn how to assure future buyers of the value of your product for their life. Learn how to become a partner to every customer, and you'll win their trust—and the sale.

From the Back Cover

"You are among the most highly esteemed and privileged. You are a partner in one of life's most noble professions. You are the power that turns the axle that spins the wheel that moves the shaft that activates the lever that fires the steam that drives the engine. You are the engine that makes it all happen."
–From Supremely Successful Selling

Praise for Supremely Successful Selling

"Everything you do in life is selling. We all sell no matter what we do for a living. That's what I really like about this book. It's perfect for everyone. I have 60,000 employees in my corporation. They can all use this book. Jerry has a wonderful way of telling a story. The book is easy to read, inspirational, and with just the right combination of humor and information."
—Richard K. Davis, President & CEO, U.S. Bancorp

"Everyone in the world sells, no matter what your work or profession, so everyone will benefit greatly from Supremely Successful Selling. Practical, insightful, and just plain fun to read, it may very well be one of the most important books on selling that's been published in recent years.

"The book is a must-read. Jerry combines tips from some of the country's leading sales people he knows and has worked with along with insights from his own rich experience. Jerry Panas presents the key that will open any door to a successful ask.

"Jerry is a genius at pinpointing the single factor that ensures the sale . . . and the missing ingredient that will guarantee that you not fail. Supremely Successful Selling provides insights that propel you to success along with actual, remarkable stories that will inspire you to action."
—Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

About the Author

JEROLD PANAS is the author of thirteen bestselling books on asking, management, motivation, and building relationships. His firm, Jerold Panas, Linzy & Partners, is one of the world's leaders in counseling and helping organizations reach their highest aspirations. A platform personality of note, he leads seminars and conferences around the world on prompting others to action, influencing decisions, and selling the dream. Visit www.jeroldpanas.com.

Most helpful customer reviews

4 of 4 people found the following review helpful.
Others I'd read first
By Consumer
I am a sales coach who needed fresh ideas so I recently read about 6 books on sales, sales coaching and consulting. This book has makes many valid points and drives home that listening is the key to selling. It's worth a read I suppose if you are a beginner. I found some of the tactics to be very out-of-date and too transparent for a savvy buyer (feel, felt, found is about 30 years old). I'd start with "New Sales Simplified" by Mike Weinberg who knows today's market and dispels many "old" and over-used tactics/ideas about selling. Every sales person or coach should read "Coaching Salespeople into Sales Champions" by Keith Rosen and "Power Questions" by Andrew Sobel and Jerold Panas. Armed with those, you can't lose.

0 of 0 people found the following review helpful.
Required reading for anyone who wants to engage and build powerful customer relationships
By Vickie Bates
You've heard of the Horse Whisperer? Jerold Panas is the Customer Whisperer.

Don't let the title of this book fool you. In Supremely Successful Selling, Panas has written a guide for anyone, in any role or industry (and those trying to land a job), who wants to engage effectively with stakeholders or needs to make the case for a product, service or initiative.

In his 14th book, Panas outlines the key attributes of a successful salesperson, features lessons from the Great Ones -- among them Mary Kay, Stanley Marcus (Neiman-Marcus) and Melanie Sabelhaus (who went from IBM to second-in-command at the Small Business Administration) -- and provides proven techniques from a lifetime spent "making the sale."

Panas probably would dismiss that nickname, Customer Whisperer, because he firmly believes the role of a salesperson is to listen, rather than talk.

"You've heard about salespeople who talk too much," he writes. "But you have never heard about a salesman who listens too much."

Listening creates rapport, according to Panas, and it's only when a salesperson strikes up an honest and long-term relationship with a potential buyer that she or he can learn what the customer really needs.

"In order to listen the sale, you talk during the presentation for 25 percent of the time. The likely buyer talks for the balance, 75 percent of the time," he notes.

Throughout, Panas reminds the reader that selling isn't an end unto itself: "Your job is not to make a sale. It is to make a friend and a life-long customer."

He dedicates several chapters to nurturing good customer relationships -- "stewardship" -- and focuses on the critical role of ethics in selling. "Integrity isn't important -- it is everything," he insists.

"It can't be just a win for you...That's not integrity selling. It must be a win-win," he writes.

With short, focused chapters, lively writing, and excellent case studies from companies of all sizes, Supremely Successful Selling inspires while presenting a detailed path to follow in your own work.

The appendix includes a list of 12 objections to getting a visit with a potential buyer and how to overcome them, as well as a variety of sample letters requesting a visit.

Throughout, Panas is clear that a primary success factor for any salesperson is doing your homework. I can't think of a better way to get started than to add this book to your required reading list.

0 of 0 people found the following review helpful.
Quintessential Panas
By JWC
Before you prepare your next marketing and sales plan ------- read this book three times! Before you make your next sales presentation ------ read this book three times! Before you write your next email asking for a visit ------ read this book three times! Supremely Successful Selling is quintessential Panas and reminiscent of a career borne of imagination, deep and wide experience, and grounded in ethical practice.
An easy read and refreshingly thoughtful, it challenges the reader to think: differently about ethics - promises made and promises kept -- the obvious ----- and contemplate the value of careful research and planning, they importance of intense listening, and significance of timely asking.
Theory underwrites the practicalities expressed throughout this treatise. As I read the book, over and over, I can imagine chatting with Jerry over a cup of espresso munching on a croissant ---- a complex conversation and yet uncomplicated by the lengthy postulates and repetitive admonitions. The prose is entertaining, the real life stories captivating, and the logic inescapable.
This is 27 chapters filling 216 pages that should be required reading in every graduate and undergraduate academic marketing program. This is a handbook, major reference material, worthy reading by everyone with anything to sell. This is reading that makes me realize that "rainmaking" is the results of the lightning and thunder that accompany the rain showers that come from within each of us. Read this book three times as many times as you can --- and count on the building the enduring relationships that produce the best results.

---- John Kirkman, Managing Director, Acumen, LLC
December 9, 2012

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