"Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price" by Tom Reilly is a comprehensive guide that revolutionises traditional sales techniques by shifting the focus from price to value. Reilly argues that in today's competitive market, selling solely based on price is a losing proposition, and instead, sales professionals should concentrate on communicating and delivering unique value propositions to their customers. Through a combination of theory, practical examples, and actionable strategies, Reilly equips readers with the tools they need to become value-added sellers.
"The Leader as a Mensch: Become the Kind of Person Others Want to Follow" is a compelling book written by Bruna Martinuzzi that delves into the concept of leadership with a focus on integrity, authenticity, and compassion. The term "mensch" is a Yiddish word that loosely translates to a person of integrity and honour, and Martinuzzi explores how embodying these qualities can transform one into an effective and respected leader.
Crucial Conversations: Tools for Talking When Stakes Are High, written by Joseph Grenny, Kerry Patterson, Ron McMillan, and Al Switzler, is a powerful guide to improving communication in high-stakes situations. The book provides practical strategies to navigate sensitive discussions where emotions run high, opinions vary, and the outcomes are significant. It aims to help individuals handle challenging conversations with confidence, ensuring that relationships are strengthened, and positive outcomes are achieved.
"Succession: Mastering the Make-or-Break Process of Leadership Transition" by Noel M. Tichy is a significant book that tackles the crucial and often complex process of leadership succession in organisations. Published in 1997, this book offers enduring insights, strategies, and practical guidance for businesses seeking to navigate leadership transitions successfully.
"The Straightforward Guide to Adult Safeguarding" by Deborah Barnett is a comprehensive resource designed to provide clear and practical guidance for professionals working in the field of adult safeguarding. Barnett offers an accessible overview of the key concepts, principles, and practices involved in safeguarding vulnerable adults from abuse and neglect.
"The Trusted Advisor" by David H. Maister, Charles H. Green, and Robert M. Galford provides profound insights into trust and leadership. The book articulates how trust is not just a component of successful leadership but the very foundation upon which effective leadership is built.