From Publishers Weekly
It really is all about you and improving the way you present yourself, declare the husband-and-wife Beckwiths (Selling the Invisible) in this refreshing career primer. Unlike many similar books, this is not an autobiography masquerading as wisdom. The Beckwiths stay out of the book except when Harry's experience as a bestselling business writer and head of a marketing firm or Christine's as an award-winning speaker and cancer-survivor is directly relevant. Instead, they offer practical advice for effective and memorable interpersonal interactions. Above all, they stress communicating with brevity and clarity—suggesting that every document be cut in half before sending and giving 30-minute speeches in 22 minutes. Their own prose is pared down to short, readable lessons on topics like the importance of making good first impressions and the secrets of successful selling, which they describe as the artful handling of information, presented with forethought and enough passion to be persuasive without making anyone uncomfortable. Readers at the start of their careers or in need of an inspirational brushup will find much of use. (Mar. 1)
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From AudioFile
We sell throughout most of our lives, so why not do it well? Without being deceptive, we can make adjustments in our presentation, our appearance, and our story that create a good first impression and a strong motivation to help us. This production is an astute lesson on etiquette, communication, positioning, and promoting maximum openness to our requests, especially when making formal presentations to people in authority. From PowerPoint technique to necktie and business card selections, the authors present the rationales and the strategies for putting your best foot forward. Co-author Christine Beckwith's sections are reasonably effective; however, narrator Lisa DeSimone's overeagerness with presenting them is distracting. T.W. © AudioFile 2007, Portland, Maine-- Copyright © AudioFile, Portland, Maine --This text refers to the Audio CD edition.
Book Description
As founder of Beckwith Advertising and Marketing, HarryBeckwith learned early on in his career that no matter what product isbeing sold, the most important component of the sale is you. Here Beckwithteams up with his wife, motivational speaker and former sales executiveChristine Clifford Beckwith, to provide tips, anecdotes, and insights basedon their 30 years of selling experience. Written in a traditional homespunstyle, the Beckwiths offer doses of humor and practical knowledge to anyonewho wants to learn how to seal the deal and thrive in business.
About the Author
Harry Beckwith graduated Phi Beta Kappa from Stanford University in 1972. He then attended the University of Oregon School of Law, where he was awarded the schools highest honor of Law Review Editor-in-Chief. Beckwith formed Beckwith Advertising and Marketing in 1988. The firm specializes in marketing, communications, and media relations for services.
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