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You, Inc. (Warner Business) Paperback – 27 Oct 2011
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Harry Beckwith, bestselling author of the classic Selling the Invisible, reveals how the key to selling is to sell yourself first.
About the Author
Harry Beckwith heads Beckwith Partners, a marketing firm that advices twenty-three Fortune 200 clients. His four bestselling books have been translated into twenty-three languages.
Christine K. Clifford is a professional speaker, consultant, industry top producer, and the President/CEO of Christine Clifford Enterprises.
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Most helpful customer reviews on Amazon.com
But it is a book that you can pick up anytime and start reading anywhere in the book and find something valuable. All the lessons stand on their own. Harry presents over 150 ideas and lessons about how to make your business and/or yourself better.
If you are familiar with his other best selling works, "Selling the Invisible" and "What Client's Love", you will feel very comfortable with this book. (If you have not read these two book, I highly recommend them.)As you read the book, you will find yourself saying, "I know that." But as Harry instructs there is a huge difference between knowing and doing. And all too often, we think because we know, we do. As Beckwith points out, that is simply not the case.
Christine Beckwith, Harry's wife, contributes to the book. Her writing is a lot more personal and touching.
Harry gives a lot of insight into why we do the things we do. The book is filled with very valuable information and should be read ever so often as a refresher or reminder to do the things we know.
Well worth reading ... two or three times per year.
When selling, you are not competing against others necessarily, but against distraction and stereotyping among other influences. Given that, the Beckwiths' very own style -- presenting captivating stories which consider by-necessity short attention spans -- demonstrates how to communicate in a way which sticks. Some of the other lessons on dressing and communicating are pretty fundamental. But all the other lessons stitched together create a message with heart: "if you are selling yourself, you are selling your spirit."
It's pretty good, however I don't think its only about selling oneself. It's much about more than that. To a degree it is about good common sense which people somewhat lack today.
Each concept is briefly explained, typically over one or two pages. This is both a strength and a weakness - it gives the reader the highlights of many very important concepts in a nutshell; on the other hand, sometimes the message is not quite clear.
Read it! :-)