Book recommended by
Strategic Channels Business Development at Impartner Software
Why should you read it?
After reading Guy’s book, I learned to give equal attention and time to every single individual no matter their income, appearance, or title at a company. Why? In his book, he goes on to say that you never know what a person will do in their life. The janitor may one day be the CEO of a billion dollar company – destiny is truly never written in stone. He also said that giving joy and experience is required at all companies. It’s something that isn’t often done. We often forget that a seamless UI is great, but what is the user truly “experiencing” with the company in all areas – customer service, the solution/product, colors, market appeal, and what does it say about them when they use it? In addition, he dives into the sales journey which demands research of the customer’s data, their ecosystem, and also not imposing your own values on them. The last part that jumped out at me was that I often think the end customer must care and think like me, right? They love me! We’re both there for 30 minutes to an hour. Nope – this is the completely wrong mindset to have on sales calls or conversations. He also adds that you need to communicate with all types of individuals at a company, even the “Devil’s Advocate”. Who else can prepare you for all the company’s objections than the one to find all the holes in your solution/product? I walked away knowing that I need to give customers an experience with my solutions and a great story after meeting me – everyone talks, and I love when they’re happy cheerleaders speaking the good word.
What is the book about?
There are three chapters which are the most important on this book:
# Chapter 2 – How to Achieve Likability
Perfect Your Handshake, Use the Right Words, Accept Others, Get Close, Don’t Impose Your Values, Pursue and Project Your Passion, Find Shared Passions, Create Win-Win Situations, Swear (Swear only when the audience supports you and swearing can around attention*), And Default to Yes,.
# Chapter 7 – How to Make Enchantment Endure
Strive for Internalize, Separate the Believers, Push Implementation Down, Use Methods, Invoke Reciprocity, Catalyze Commitment and Consistency, Build an Ecosystem, User groups, websites and blogs, consultants, developers, resellers, conferences, create something that’s worthy of an ecosystem, identify and recruit your evangelists, pick a champion for building your the ecosystem, give people something meaningful to do, publish, etc., Diversity the team, and Promote Spreadability!
# Chapter 10 – How to Enchant Your Employees
Provide a MAP, Empower Them to Do the Right Thing, Judge Your Results and Others’ Intentions, Address Your Shortcomings, Suck It Up, Don’t Ask employees to do what you wouldn’t do, Celebrate success, Find a devil’s advocate, Listen to Brother Bob, Tell them you want them, and How to enchant volunteers.
Best takeaway
“The purest form of giving is to those who cannot help you and without the expectation of return. Ironically, these gifts often catalyst the greatest reciprocation.”