Lyle Sussman Knihy

Is your boss a “Perfectionist,” demanding flawless results? Do you have “Can-Do” employees who can't deliver? Does a “Drain” siphon away your time? You can win cooperation from these people before they block your productivity. What to Say to Get What You Want provides the right words to motivate, convince, or soothe almost any personality.

Deep and Sussman's Smart Moves and Smart Moves for People in Charge gave readers checklists for climbing the corporate ladder and taking on leadership tasks. Now, teamed with one of the country's premiere sales-training firms, they apply the same popular, practical approach to a vital task for any organization: selling. Whether you're introducing a product, marketing your small business's services, or selling your boss on a new idea, you'll benefit from checklists like these: Seven Fears All Buyers Share Thirteen Ways to Warm Up to Cold Calling Ten Different Ways to Set Your Asking Price Eight Questions to Help You Sell with Integrity For training, troubleshooting, and a quick review before every important call, sales professionals will be sold on Smart Moves for Selling.

An expansion of the successful self-published book The Manager's Book of Lists, Smart Moves offers over two hundred pages of efficient, practical checklists--already used by such firms as Humana and GE--and gives tips for every management task, from writing powerful memos to winning negotiations and resolving conflicts.

The story follows Susan, who struggles with her new role as store manager, leading to declining morale and discontent. Her journey takes a turn when she joins a local choir, where she discovers compassion, humility, and the joy of purposeful work. This business parable emphasizes the importance of finding meaning in one's job and transforming the workplace into a fulfilling environment. The narrative features relatable characters and situations, complemented by principles designed to inspire readers to seek purpose in their own work and lives.

Great managers have a little-mentioned knowing when and how to turn a tough situation around with a question instead of being caught at a loss for words.Asking the right question at the right time is a career-building skill that can be easily learned, thanks to this valuable new guide. It gives you more than 500 word-for-word questions for responding to virtually any conceivable on-the-job situation.Covering all types of day-to-day encounters, this practical problem-solver will help you focus your ideas and give you confidence, build rapport with those around you, and bridge conflicting views, strengthen relationships with upper management, and deflect anger and hostility.You'll discover, step-by-step, exactly what to do and say to clarify problems, solve misunderstandings, and avoid saying something damaging or inappropriate. This book may become the most valuable career resource you own!

Jarenlang verzamelden de Amerikaanse organisatiedeskundigen Sam Deep en Lyle Sussman duizenden lijstjes, lesbrieven, projectieplaatjes, enzovoort ten behoeve van hun cursussen. Zij besloten orde te scheppen in de ontstane informatieberg en verzamelden inhun boek ongeveer 1600 tips in de vorm van lijstjes - checklists - verdeeld over veertien categorieën. De lijstjesformule zorgt voor een minimum aan theorie en maximum aan toepasbaarheid. "Slimme zetten" is een ideaal hulpmiddel bij het schrijven van rapporten, het oplossen van conflicten, het indelen van werktijd, het aannemen van personeel, efficiënt onderhandelen, spreken in het openbaar en nog veel en veel meer. Sam Deep is bedrijfsadviseur en communicatie-expert; Lyle Sussman is hoogleraar bestuurskunde aan de Universiteit van Louisvile.