This is Dale Carnegie’s summary of his book: How to Win Friends & Influence People
Fundamental Techniques in Handling People
SPIN Selling By Neil Rackham, Huthwaite, Inc. McGraw-Hill © 1988, 197 pages.
This book is a classic sales book and I have provided my own summary below.
Below are the key points from this book – SPIN Selling Summary
“There’s no doubt about it, questions persuade more powerfully than any other form of verbal behavior. And this is not just in selling.”
(I would agree that powerful questions are key, but note that “persuasion” in the traditional sense is out-dated when it comes to selling effectively. Persuasion can put the prospect on the defensive and can make the sales person uncomfortable as well. Learn more about my Sales Coaching Programs) (more…)
Source: WIKI Summaries
In Built to Last, Porras and Collins learned that their prior beliefs were misfires. During a six year research process, they “unlearned” much of what they learned with large corporations’ successes. In place of former beliefs lays a new groundwork for what exemplifies visionary companies. Here are some of the former myths removed with their research: (more…)
Freakonomics Book Summary, by Chapter
Buy This Book – Freakonomics: A Rogue Economist Explores the Hidden Side of Everything (P.S.)
Freakonomics By Steven D. Levitt & Stephen J. Dubner is based on four fundamental ideas:
Freakonomics Chapter 1 Summary: What Do Schoolteachers and Sumo Wrestlers Have in Common?
This chapter defines economics as a study of incentives and how they are pursued. How do we profit by what we do and what incentives are so attractive that they compel us to act unethically?
The author describes the research he used to identify a number of Chicago public school teachers who helped their students cheat on standardized tests. He analyzed standardized test answer patterns and identified suspicious groups of correct answers. A retest was administered to identify cheating teachers and the findings resulted in the termination of the clear offenders / cheaters, as well as systematic reforms in the school standardized testing practices.
Another research project involved the analysis of the scores and contest records of Japan’s top level sumo wrestlers. No definitive proof had ever been shown that cheating had been taken place in this sport, though there had always been suspicion. By comparing the performances of the wrestlers in matches with different stakes and potential consequences, the author found that cheating does often take place in the sport.
The story of an entrepreneur who sold bagels using the honor system to office workers in Washington, D.C. wraps up this chapter. The entrepreneur kept details financial records and found consistent patterns in the behavior of those who stole bagels. The author clearly illustrates that cheating can be predicted.
Freakonomics Chapter 2 Summary: How is the Ku Klux Klan like a Group of Real-Estate Agents?
The focus is on how individuals, organizations, and businesses often exploit their access to information at the expense of others. Entire industries have attained great success and many significant historical events have transpired as the result of an imbalance in the flow of information.
The authors describe a story of a man who helped cripple the racist Ku Klux Klan simply by widely disseminating their secrets. Stetson Kennedy infiltrated the group in the World War II time period and documented the secret rituals and codes of the organization. Kennedy then gave the records and reports to Hollywood writers, who used the information to create a long-running story on the wildly popular Superman radio program. Children across the United States imitated the shows in their schoolyard games, and gradually, the mystery and influence of the group were diminished.
The author also explores the real estate industry and the behavior of real estate agents. By reviewing data about real estate agents typical practices when they are selling their own houses, the author found that they may not always have their clients’ best interests at heart.
Also, the author claims that the world wide web / Internet has started a shift in many industries simply by providing consumers with more information than they have ever had access to before in the past.
Freakonomics Chapter 3 Summary: Why Do Drug Dealers Still Live with Their Moms?
The common belief that all drug dealers are rich is proved to be incorrect. The author uses the research from sociologist Sudhir Venkatesh. Venkatesh conducted field studies in Chicago which granted him access to the inner workings of gangs, including financial information.
The author compares the organizational structure of the gang to McDonalds. He explains how very few executives and upper level managers prosper from the work of 1000’s of minimum wage or low wage workers. He even found that most street drug dealers made less than minimum wage.
Freakonomics Chapter 4 Summary: Where Have All the Criminals Gone?
Research showed a link between the legalization of abortion in the United States in 1973 and the drop in violent crime in the 1990’s. The author’s research suggests that the drop in violent crime in the United States occurred at the same time that the first wave of babies conceived after the legalization of abortion were entering late adolescence. The author claims that many of the additional children who would have been born annually if abortion had remained illegal would have been at high risk for engaging in violent crime. The authors do not take an ideological stance on the issue, however, they do conclude that women with the right to choose abortion tend to make good decisions.
Freakonomics Chapter 5 Summary: What Makes a Perfect Parent?
Both chapters 5 and chapter 6 address aspects of parenting and the way that parents’ actions and choices can impact the outcomes of their children’s lives’. His research found that when allowing children to play in swimming pools, they were more than 100 times more likely to die in a swimming pool than playing with a gun.
The author found that “good” or “positive parenting outcomes” on their children are connected more strongly to factors such as socioeconomic status and the education of parents more than any specific parenting practices.
The author found that the following factors had an impact on children receiving high standardized test scores: highly educated parents, high socioeconomic status, low birth weight, English as the primary language spoken at home, parental involvement in the PTA, and many books simply in the home.
Factors that are not important based on the author’s research in determining high standardized test scores in children include: the family is intact, moved to a better neighborhood, the mother didn’t work between birth and kindergarten, the child attended Head Start, going to museums, being spanked, watching TV, the parents read to the child almost every single day.
Freakonomics Chapter 6 Summary: Would a Roshanda by Any Other Name Smell as Sweet?
In the final chapter, the authors extend the discussion of parenting with an overview of more economic aspects of parental choices. The focus is on the economic implications of children’s names. The author claims that having a distinctively “black name” was linked to lower attainment, less education, less income, and overall less success in life.
Buy This Book – Freakonomics: A Rogue Economist Explores the Hidden Side of Everything (P.S.)
Source: WIKI Summaries
The 4-Hour Workweek is divided into four sections, each of which explores one of the components to lifestyle design: (more…)
Source: WIKI Summaries
In Rich Dad, Poor Dad the author presents six major lessons which he discusses throughout the book: (more…)
