by Tony Mayo | For Salespeople, Recommended Books, Sales Techniques
You Can’t Teach a Kid to Ride a Bike at a Seminar:
The Sandlr Sales Institute’s 7-Step System for Successful Selling
by David H. Sandlr, John Hayes
I put off reading this book for months. Reading another how-to, self-help autobiography was like a trip to the gym: I knew I should, but it could always wait. Most sales trainers left me with a simple pair of thoughts: that stuff would really work–if I could force myself to do it! The Sandlr System leaves me with: this stuff works–and it feels natural!
The book is very professionally written: not literature just clear, concise and readable. A lively mix of (more…)
by Tony Mayo | For Executive Coaches, Recommended Books
The best part about having the flu last week was the enforced leisure to read Philip Pullman’s amazing trilogy of His Dark Materials. Central to the plot is a state described by the poet Keats in a letter:
…several things dovetailed in my mind, & at once it struck me, what quality went to form a Man of Achievement especially in Literature which Shakespeare possessed so enormously — I mean NEGATIVE CAPABILITY, that is when man is capable of being in uncertainties, Mysteries, doubts, without any irritable reaching after fact & reason… ~John Keats
Pullman cites this state as a requirement for the most important and powerful work a person can do.
Reminds me of the insistence by one of the greatest coaches, Julio Olalla, that coaches must be comfortable with not knowing and withholding unanswered questions.
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