Why They Buy Cover

WHY THEY BUY (Leaders Press, 2018)

Business has changed a lot in our days. New technologies, new tools, innovative products, services, and solution. But one thing has remained constant: the way you sell things and satisfy the needs of the people you are serving!

The art of selling is not something you can learn in the college or in university. It is rather a combination of knowledge, expertise, skills, and synchronization which distilled through time and make you a better salesperson.

Of course, there are approaches and methodologies of how to become a better salesperson. Like Solution Selling which is used by many modern organization today (for the solution selling methodology you can read more information here, here and here)!

Rarely though came across a down-to-earth and comprehensive approach about the art of selling as the one described in the new book of David Fuess‘ “Why They Buy: A Bulletproof Method to Closing Any Sale“.

The book is a comprehensive guide for how to sell by understanding human nature and motivation. And it is a guide not just for the professionals of sales operations. It is a book for everyone wants to sell something.

Because we sell all the time. We sell our self, our brand, our agency, our products, our services, our solutions! and it is a craft needs a lot of effort to master and a lot of work to make it effortlessly and naturally.

That’s why it is so important this book. Because as the book of Anthony Iannarino “The Only Sales Guide You’ll Ever Need” this book aims at providing you the insights and the foundation of what is a good – and effective – sales practice.

The Why They Buy is a book describes what it is today come to known as the Fuess Method in sales (a name derived by its originator).

In short, the Fuess Method:

is a way of planting the seed of an idea in your mind through a series of questions that lead you to a logical outcome — and one that you wouldn’t propose if you didn’t think it was a good idea anyway. It’s a unique way of having you take the credit for making your own decision.

It is a methodology derived by many classical sales approaches using concepts and constructs trying to filter all these approaches and methodologies to an easy to-go sales approach.

The book contains an excellent rationale and real-world case studies to demonstrate the Fuess Method and how to implement it across various industries and business sections.

This book is very important if you want to:

  • understand what the art of selling is today;
  • comprehend how to develop trust and treat your clients as friends;
  • help the people you serve to understand better their why and how;
  • know how to sell effectively even though you don’t know your prospects;
  • help people gain clarity on their decision process;
  • build rapport with the people you serve and make them fans of your brand for life;
  • deliver your ideas in a way that help people understand them better and help them decide better for your products/services;
  • make a better set of questions to help your clients understand better what you do and how;

In conclusion, the book “Why They Buy: A Bulletproof Method to Closing Any Sale” is an excellent guide for any person wants to sell anything.

I recommend it as a valuable, and indispensable, in addition to your sales and marketing toolbox. Read it and make your sales process much more effective than it is today!

B.S., Incorporated Cover

B.S., Incorporated (Wise Ink Creative Publishing, 2016)

I have a thing about good stories. And I have a thing about good books. When these two “things” coincide, the result is always astounding!

This happens to me, this summer when a new copy of B.S. Incorporated hit my mailbox.

Having miles behinds me in the corporate business I found the things described in the book not only amusing but important as well.


SZEN ZONE: Reaching a State of Positive Change (Finger Touch Books, 2015)

We live in a complex world, today, a world, sometimes makes you forget about important things. Things like yourself, your family, your time, your dreams and your future.

That’s why we need something to constantly reminds us, that “this is not just it“. Something like a good book in the tradition of the inspirational stories helps us remember what is important in your life.

The Coaching Habit Cover

The Coaching Habit (Box of Crayons Press (February 29, 2016))

I am a consultant and coach. I try to live up to my fullest capabilities and I strive to provide the same, or even best capabilities/opportunities, to the people I associate with! I try (and strive) to channel their resources to the services of their dreams, by providing the systems, the processes, and the means to achieve their goals.

How many times you need to help a person getting out of a difficult spot, but it seems very difficult? How many times you genuinely try to help someone, just to realize that that either you were unable or he/she cannot understand or he/she was unable to listen? Well, if you are a consultant or a coach, I would bet that the last time it was a time too many.

Check this book, and this post, to find out more! The Coaching Habit is a book, you need to read! Again!

Also published on takisathanassiou.com

Life and Leadership Wisdom

Life and Leadership Wisdom: From the Readers of my Blog (December 30, 2016)

Dan is one excellent blogger, leader expert, and friend.

He is one of the rare kind of people focusing on providing value more to the people around him, and not talking about theories and “should be” situations.

He has many excellent qualities but the one thing differentiate him from other people is what people call a “servant leadership” attitude and behavior (thank you for that Dan).

I have the honor the be included in this book, even though Dan is the sole responsible for producing something so rare and authentic for everybody to study.

In this book, he has found and captured some of the rare moments, people express exactly what they really want, and not what they “should” or “think” they want!

It is, of course, a small sketch, in blogging interactivity, and as such, you (and the people focusing on the authenticity) should pay a closer look, to discern what a community means!

This small book summarizes the best interactions, Dan received from his readers, interactions which make him reflect upon these topics, to modify his ideas, and to adjust his content to the people he wishes to serve while he was becoming more attuned to his audience.

The final output of this procedure is this book, which is optimized for your personal development (if you want proof, just check his site here).

It is an excellent book on how people interact these days and what they want as far as leadership concerns. And that is not always easy to discern! It needs the patience and the passion of a person such as Dan to filter all these in a coherent and comprehensible output.

Leadership can be a “tricky thing” sometimes and you need the right tools the help you through your life! This book is one of these.

Read it, and send Dan (or me) your remarks.

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The Evolutionary Leader Cover

The Evolutionary Leader (Carroll Consultancy Group (June 7, 2016))

One of the best and most comprehensive books on leadership have been released this week. It is “The Evolutionary Leader” by Timothy J. Carroll who aspires to change the way you are thinking about leadership and yourself.

Timothy J. Carroll is a Leadership Consultant, Executive Coach and Keynote Speaker with a long practical experience on the subjects he deals with, in his book.

The subtitle of the book “The Evolutionary Leader” is characteristic for the intentions of the author. It reads: 5 Steps to Dramatically Develop People and Performance and the book is a robust and meticulously selected compilation of actionable ideas and approaches to help you understand the leadership discipline and help you to employ it in your life.

A must read for anyone wants to use leadership principles for better his/her life or wants to own his life and business (i.e. every entrepreneur, consultant, coach, small business owner, freelancer, nomad worker, artist, etc.).


Finding The Right Message

Finding The Right Message (2016)

Once a while is published a book can really provide you with the best in the field actionable tips for doing your business. There are many excellent books on marketing and copywriting field which can help you articulate the suitable message for your prospects and clients! There are also, excellent books in the field can help you understand what really your clients want! But there are very few can cover with clarity the both sides of the topic at the degree this particular book of Jennifer Havice does!

The Anonymous Leader

The Anonymous Leader: An Unambitious Pursuit of Influence (Michael Hanrahan Publishing (November 26, 2015))

This is an excellent new book by Ralph Mayhew, about leadership and in particularly about the Christian servant leadership!

Ralph writes a lot in his blog about leadership and culture subjects, having as a purpose to make you a better leader (his writings certainly worth your attention, you can check them in his blog).

I’ve had the pleasure of communicating with Ralph about some leadership and culture issues and found a warm, knowable person on leadership subjects, with a lot of faith on people and  on their capabilities. Ralph is on a mission to educate you and everybody for leadership and to contribute in every way he can to your leadership development!

This mission is served best, with his latest book: The Anonymous Leader: An Unambitious Pursuit of Influence! The Anonymous Leader is someone like you or me, or everybody because everybody can be a leader! Ralph, explores more the leadership concepts and disciplines within the Cristian culture, drawing valuable conclusions for leadership in general.

In his book, he is focused mainly on the:

humble leadership, whilst teaching you how to become excellent at self-leadership, which quickly has an exponential impact on those you lead (from Amazon’s Book Description)

The Anonymous Leader of Ralph Mayhew is an excellent book setting new standards while providing new insights into the leadership and the leadership development literature!

A must read for all leaders and all those want to practice leadership with their posture, attitude, and actions! Just go and buy it!

Lead Inside the Box

Lead Inside the Box (Career Press; 1 edition (July 20, 2015))

Once a while, some books comes to the front designed to shook the stagnant waters of business, management and leadership!

One of such great examples is the new book developed by Victor Prince and Mike Figliuolo with the title: Lead Inside the Box: How Smart Leaders Guide Their Teams to Exceptional Results.

Victor and Mick have achieved to cover a vast amount of practical knowledge related to management and leadership and provide it in an easily comprehensible format to all interested parties.

The Lead Inside the Box is focused on leadership and on how leaders can dedicated their efforts on the right places in order to inspire, to motivate and to make their teams provide the best results!

The book is full of simple frameworks, solid examples, case studies and stories aiming at clarify the various subjects related to the subject and provide to the leaders a robust toolbox which can be used by every leader who wants to empower his/her team and he/she wishing to make his/her own team to reach their peak performance!

A must-read, for business readers and for leaders in every level!