Selling is an Away Game ISBN: 978 1599329000 Advantage Marketing Group, copyright and written by Lance Tyson.
The author’s thought is not to ‘build a better mousetrap’ but rather a mission where “You will learn the common denominator of successful sales people, how the six-step sales process resembles a visit to the doctor’s office, and the keys to good negotiation and sales team leadership.” The material is set forth in 9 chapters – Attitude Adjustment; Leveling the playing field; Fake News – Prospecting is Dead; Connect: Finding the Common Ground; Evaluate: Asking the Right Questions; Diagnose: Making Your Idea Their Idea; Prescribe: The right Solution for the Right Problem; Dialogue: Objections Lead to Opportunities; Prepare for Landing. A Conclusion follows along with Acknowledgments, About The Author, and About Tyson Group.
Discussion: The main thrust of the author’s presentation is to demonstrate that, in spite of the advent and continuing growth in electronics, there actually has been an increase in the number of marketers. He is offering a ‘tried and true’ method by which these persons can reach and retain a successful level of accomplishment. Certain fundamentals are required for the individual’s success such as grit, endurance and perseverance. With these in place he explains in each chapter the building steps that then lead to this desired end – the importance of attitude, seeing the buyer’s point of view, the need to ask the right questions, proper dialogue, ability to equate with the prospective buyer, importance of preparation, and more. All individual items that must blend properly for success. One of the more interesting facts, amusingly from this reviewer’s viewpoint, is that you have 7 seconds to make your first point. It has been determined that the average attention span for people in the country now has dropped to 8.1 seconds, somewhere around that of a goldfish, I believe. Thus, it would seem that the amount exhibited buyers is even less if they are randomly approached.
Conclusion: A must read for anyone in marketing and an interestingly instructive one for any individual who simply communicates with others.
5* Must for marketers; interestingly instructive for all.
Diana Christmas, a noir novel published, copyright and written by F. R. Jameson.
Briefly, this is the story of a still ravishingly beautiful former British actress who walked away from her rapidly ascending career twenty years before and of the naïve young reporter who attempts to help her to return. Michael Mallory, the young issue of a late marriage between small town school teachers has been coddled by his mother from birth, but now has decided to expand his life. He moves to London, gains a job at the Classic Cinema Monthly which reports on Cinemas and stars who performed in these ‘Oldies’. Since the journalist assigned to interview Diana is drunk at the time, Michael is given the assignment. Shortly after arriving, he finds himself in bed with her and quite quickly hopelessly in love. Gradually he learns the cause of her unanticipated withdrawal and that the perpetrators of the cause still exist and occupy seemingly prominent positions. Totally enamored and not aware of his naiveté, he decides to rectify the situation and be able, as her hero, to return to his blissful situation. From this moment forward, the story evolves into the noir tale promised with the young journalist being severely beaten, hospitalized and returning to mother, while the lovely Diana and her still prominent acquaintances in the cinema industry proceed successfully. However, the young reporter recovers, returns to the fray and the story progresses to a most interesting climax.
Discussion: The author has set forth, as promised, a tale about a “Screen Siren Noir” accompanied by other characters typical of the genre. The story gradually evolves from a point where this still beautiful woman of another era seduces a naïve young man to aid her return to prominence while attempting simultaneously to use these other characters as all proceed to work their way through an industry well-known for its corruption, duplicity, deceit, treachery and the constant need for proper ‘connections’. The results – mayhem, mystery and murder with several surprises along the way. Specifically characterized, all of the individuals are psychologically compromised and credible as such. The extent of Michael’s naiveté is a ‘bit-of-a-stretch’ but also largely acceptable as part of the tale.
Summary: A well-written noir tale probably more enjoyable for British readers, but interestingly peopled with characters believably manipulative and presenting surprises till the very end.
4* Noir mystery/murder tale, interestingly told with surprises.