Category Archives: Book Notes

Book Notes: Solution Selling by Michael Bosworth

Solution Selling Book Notes by Michael Bosworth

Don’t assume sellers desires/needs. Don’t defend or waste time discussing features in which the buy is not interested. Tailor sales to focus on the advantages that fulfill a need the buyer explicitly expresses.

The key is selling is not what you know, but what your buyer sees.

Three levels of need: Latent > Pain/Active Need > Vision a solution

The difference between latent need and pain is hope.

Most peoples mind can hold and focus about seven subjects or ideas at one time. This is the number of issues, concerns, “balls in the air”, or needs most individual human beings can manage simultaneously. So we must focus on energies to occupy the foreground brain of our buyers with an issue that our product or service addresses.

Take the time to diagnose a solution, even through you think you already know what the buyer needs. This is key in gaining buyer loyalty when creating, participating, or reengineering the buyer’s vision of a solution.

Because businesses and their sellers often have superior product and capability knowledge, they see the buyer’s situation and start prescribing solutions. These sellers suffer from seller impatience (premature elaboration).

Often, a seller sees a problem and the solution; the buyer does not. Don’t be Continue reading

Book Notes: The Alchemist

alchemistI was going through my computer files earlier today when I came across my book notes from The Alchemist.

I first read The Alchemist on January 19th 2007. I was at a friends house when I noticed the book on his table. The cover looked interesting so I picked it up and started reading the synopsis.

“The charming tale of Santiago, a shepherd boy, who dreams of seeing the world, is compelling in its own right, but gains resonance through the many lessons Santiago learns during his adventures. He journeys from Spain to Morocco in search of worldly success, and eventually to Egypt, where a fateful encounter with an alchemist brings him at last to self-understanding and spiritual enlightenment. “

I was intrigued because I was on my own European adventure at the time (in Zurich at the time). My friends went out dancing later that night but I was so engrossed in the book that I stayed in to finish it.

It’s an incredibly powerful book that I highly recommend to anyone that hasn’t read it. Below are my notes.

The Alchemist

Maktub – it’s written

If you pay attention to the present, you can improve upon it. And, if you improve on the present, what comes later will also be better.

When you search for your own personal treasure, you’ll discover things along the way that you never would have seen had you not had the courage to try things that seemed difficult, crazy or even impossible.

People are afraid to pursue their most important dreams, because they feel that they don’t deserve them, or Continue reading

Book Notes: The China Study

the-china-studyHippocrates, the father of medicine once said, “He who does not know food, how can he understand the diseases of man?”.

This incredibly insightful book details the findings of “The China Study”, the most comprehensive study of diet, lifestyle and disease ever done with humans in the history of biomedical research. It was a extremely provocative book that has profoundly impacted how I view health & nutrition. While it’s clear the author advocates for a vegan diet, the books was written to inform, not preach.

My notes are really light because massive book can be boiled down to one key concept – eat a whole-food plant based diet. This diet is very different than the “junk food” vegetarian diet that so many vegetarians embrace (this is why you still see so many overweight vegetarians). The rest of the book is supporting evidence and extremely interesting commentary and observations on the authors 40+ years as a scientific researcher and healthcare industry insider .

It was an especially interesting read because of the current healthcare reform debate in the U.S. (which I’ve consciously decided to not follow). I realize that a lot of people will dismiss the book and its findings as too radical. This is extremely unfortunate as I think readers would be shocked and moved to action if read with an open mind. I know I was.

After reading this book, I plan to complete a 30 day vegan trial. Look for more Continue reading

Book Notes: Eat Pray Love by Elizabeth Gilbert

eat-pray-love1I was sitting on the couch when I noticed a book on the coffee table. It was Eat Love Pray by Elizabeth Gilbert. My roommate has a guest visiting and she brought it with her from Boston.

I knew very little about the book other than it was extremely popular (a Oprah Book Club book and #1 NYT bestseller). Intrigued, I flipped it open and started reading. Before I knew it, I was on page 95. Two hours later I was already in the second chapter. I finished the 333 page book in 2 days.

Even though I had little to relate to (I’m not married/divorced, not a women, don’t have control issues or an over active mind), I found the memoir extremely compelling. The honesty of the author was admirable.

I especially enjoyed the pray chapter that discusses her spiritual journey during while in India. There were several times I could have puked during the love portion set in Indonesian.

Below are my key takeaways and excerpts that caught my interest while reading.

Eat Love Pray Book Notes

Exhausted by the cumulative consequences of a lifetime of hasty choices & chaotic Continue reading

Positivity And State Conditioning

I recommend reading “Positivity And State Conditioning — Why Seeing The Good In Yourself, Your Experiences, And Other People Makes You A More Potent Dude

It’s a short essay that should not take more than 20 minutes to read. Below were my key takeaways.

P.S. It’s written by one of the founders of Real Social Dynamics, the world’s largest dating coaching company. I have no direct interest in dating coaching nor the “pick-up” community, but find a lot of the psychology focused articles extremely interesting.

P.P.S. His essays use the masculine gender because they are geared towards men, yet all the tips are equally applicable for men and women.

Attention & Value

When you’ll make noise about just anything, it reveals you as being the guy who has little to offer other than the role of the “sceptical voice of wisdom”. It’s not that your criticism isn’t valid. It’s just that the amount you focus on it shows you have nothing else going on.

A man has to have a sort of “standard” of what issues are worth his attention. The types of issues you ““make an issue out of” are a reflection of how you value yourself and your time.

The real players in this world are rarely critics. They’re the people who Continue reading

Book Notes: 7 Habits of Highly Effective People

7 Habits of Highly Effective People

I was hesitant to read this book because of the title. I’m always skeptical  when I read books or articles that promise dramatic change in XX steps, or promise “secrets” to success, happiness, love, etc.

Still, over 15 million copies have been sold so I bought a copy and brought it to the beach (side note: beach + interesting book = great afternoon).

Thankfully, the book proved to be extremely interesting. So interesting that I took 8 pages of notes – all of which you’ll find below.  This book will defiantly change the way I see things.

Notes

Our Paradigms are the way we “see” the world or circumstances — not in terms of our visual sense of sight, but in terms of perceiving, understanding, and interpreting.

The power of a Paradigm Shift is the essential power of quantum change, whether that shift is an instantaneous or a slow and deliberate process.

Paradigm Shifts, instantaneous or developmental, move us from one way of seeing the world to another. And those shifts create powerful change. Our paradigms, correct or incorrect, are the sources of our attitudes and behaviors, and ultimately our relationships with others.

Sometimes the conditioning of a lifetime can’t be reversed, regardless of what occurs

We see the world, not as it is, but as we are — or, as we are conditioned to see it.

Amazing how two people can see the same thing, disagree, and yet both be right.

What paradigm shift have occured your life? What caused them? Was it a unexpected death or illness? Was it 9/11? Maybe the recent economic downturn made you relaize life is too short.

Albert Einstein observed, “The significant problems we face cannot be solved at the same level of thinking we were at when we created them.

As we look around us and within us and recognize the problems created as we live and interact within the personality ethic, we begin to realize that these are deep, fundamental problems that cannot be solved on the superficial level on which they were created.

Sow a thought, reap an action; sow an action, reap a habit; sow a habit, reap a character; sow a character, reap a destiny.

For our purposes, we will define a habit as the intersection of knowledge, skill, and desire. Knowledge is the theoretical paradigm, the what to do and the why. Skill is the how to do. And desire is the motivation, the want to do. In order to make something a habit in our lives, we have to have all three.

Dependent people need others to get what they want. Independent people can get what they want through their own effort. Interdependent people combine their own efforts with the efforts of others to achieve their greatest success.

Basically, there are three kinds of assets: physical, financial, and human.

In our quest for short-term returns, or results, we often ruin a prized physical asset — a car, a computer, a washer or dryer, even our body or our environment.

When two people in a marriage are more concerned about getting the golden eggs, the benefits, than they are in preserving the relationship that makes them possible, they often become insensitive and inconsiderate, neglecting the little kindnesses and courtesies so important to a deep relationship. They begin to use control levers to manipulate each other, to focus on their own needs, to justify their own position and look for evidence to show the wrongness of the other person. The love, the richness, the softness, and spontaneity begin to deteriorate. The goose gets sicker day by day. Continue reading

Book Notes: Many Miles to go by Brian Tracy

manymiles_lg“Many Miles to Go combines a enthralling real-life story of Tracy’s trek across Africa’s Sahara desert and his reflective commentary on what he learned and what we could learn from his experiences. Unlike the typical business or personal development book, Many Miles to Go is a narrative that also has the remarkable ability to deliver Tracy’s key points about success both in your career and life. If the book had to be summarized in just a few words, they would be to set a goal and begin moving towards it and to treat each experience along the way as preparation for something later. The book is a must-read for anyone who wants to reach, as Tracy would say, their full potential.” – Source

My Book Notes & Scribbles

Ask: What are my assumptions? What wrong assumptions could I be making? What change could I have to make?

Couldn’t be satisified with one place until I’d grown tired at looking at many others.

Idea Killers – endless discussion, idle chatter, empty speculation.

Be clear about goals, yet flexible in the process of achieving s them. Each step toward an objective modified and influences the next step.

Unexamined assumptions life at the root of most problems in life.

Everyone has a Continue reading

Book Notes: My Misspent Youth, Essays by Meghan Daum

misspent_cover_lgFrom the first sentence, “My Misspent Youth” by Meghan Daum pulled me in and never let go. According to the author, “this book is about not knowing what things are about and trying to sort matters out by using one’s personal experiences and observations as a tool”.

My favorites were “On the Fringes of the Physical World”, “My Misspent Youth”, “Carpet Is Mungers” and “Variations on Grief”.

On the Fringes of the Physical Word is about an idealized email relationship that falls apart when she finally meets the guy in person.

My Misspent Youth documents her experience trying to live out her fantasy about being a writer in New York, and how it almost financially ruined her.

In Carpet is Mungers, she uses carpet as a metaphor for all things shit and shows how we often channel our anxieties and Continue reading

Book Notes: A Guide to the Good Life by William Irvine

000b059a_mediumI just finished reading “A Guide to the Good Life by William Irvine“. Meditations by Marcus Aurelius left me wanting to learn more about Stoic philosophy (Meditation book notes). The book teaches us “how to minimize worry, how to let go of the past and focus our efforts on the things we can control, and how to deal with insults, grief, old age, and the distracting temptations of fame and fortune. We learn from Marcus Aurelius the importance of prizing only things of true value, and from Epictetus we learn how to be more content with what we have.

Finally, A Guide to the Good Life shows readers how to become thoughtful observers of their own life. If we watch ourselves as we go about our daily business and later reflect on what we saw, we can better identify the sources of distress and eventually avoid that pain in our life. By doing this, the Stoics thought, we can hope to attain a truly joyful life.”

Click “read more” to see my notes I jotted down as I read the book. You can also buy the book on amazon.com – I would highly recommend it for anyone interested in personal growth or philosophy. Continue reading

Book Notes: A Whack on the Side of the Head by Roger von Oech

A Whack on the side of the head

Is creativity “either/or”.  Either you’re creative or you’re not? Many people seem to think so. In fact, a friend looked at me with a very confused facial expression after I told him that I was reading a book on creativity and then said, “Um, can creativity be taught”. Well, yeah, creative thinking skills can be taught. Everyone has varying levels of creativity, and they can be honed and strengthen. This book teaches you how to do just that.

Click read more to see my notes from “A Whack on the Side of the Head” by Roger Von Oech.  Continue reading