This book was monumental for forming the way I look at business. Michael Gerber sets out to identify exactly why so many businesses fail, and also why some have succeeded. He discussed McDonald’s and their process oriented way of producing burgers. Gerber also talks about beginning with the end in mind and goes on to discuss the importance of strategy in business.
Jim Collins delivers a synopsis of his team’s diligent work in identifying how some companies went from good to great. From level 5 leadership characteristics, to the hedgehog concept, Collins succinctly details his findings. In every case, Collins has several comparison companies that just didn’t experience the same exciting financial growth.
Asking questions, some say, is the key to understanding. In Andrew Sobel’s book, he identifies the appropriate types and times to ask certain questions. From his vast experience running major corporations and having some very intimate conversations with business gurus, he gives over 100 different examples of great questions. If you want to exceed in sales, in business, or in life, this is a must read book.
A unique approach to sales and the successful prospect pursuit strategy are outlined in this book by Jacques Werth. Rather than making hundreds of cold calls per day, chasing every possible prospect, and setting countless unnecessary appointments, Werth describes, with the aid of a story, how to make sales opportunities easier and more effective.
Whether you’re trying to work a room at a networking event, just met your boss’s wife, or met a new prospect, Dale Carnegie describes the importance and benefits to using the person’s name when communicating with them. This is a fundamental part of any relationship. As Carnegie details, there is nothing sweeter to a person than the sound of their own name.
What’s your favorite business book? I’d love to hear about it!