Features
- Cover Type: Paperback with 304 pages
- Published by: St. Martin's Griffin; 1 Stmartin edition August 15, 1998
- Written in: English
- ISBN 10 Number: 0312195222
- ISBN 13 Number: 978-0312195229
-
Book Dimensions:
9 x 6.1 x 0.9 inches
- Weighs: 12 ounces
From Publishers Weekly
Boylan, who heads his own motivational consulting firm in Minneapolis, points out that such technological advances as the Internet, teleconferencing, fax machines, e-mail and the like have made doing business more difficult for the individual who seeks access to sell a product, a service or him(her)self. Boylan's solution is a system he has developed called the Circle of Leverage (abbreviated to COL). He maintains that the access-seeker should keep in mind the Key Engagers of his prospect: fear of loss, insecurities, competitiveness and the desire to be a serious player. Utilizing this knowledge, the next step is to approach by mail the prospect and his boss and his boss's boss, so that the prospect is, in a sense, backed into a corner and will set up an appointment. Boylan then outlines ten preparation steps and five executive steps to insure the correct use of the COL system. Boylan, however, is tedious on the page. A good speaker repeats everything at least once to be sure of getting a message across; here, every point is made two and sometimes three or four times, more than a minor irritation.
Copyright 1996 Reed Business Information, Inc.
--This text refers to an out of print or unavailable edition of this title.
From Library Journal
Boylan (Ethical Issues in Business, Harcourt Brace Coll. Pub., 1995), the founder and CEO of the Boylan Group, Inc., writes about how to get in to see the people in an organization who have the power to decide the issues that affect the caller. (He used this approach himself to sell the idea of this book to the publisher.) It is a brash, exciting approach to marketing and job hunting, though the text is often repetitive. Boylan explains what the reader requirements to know about a company and where and how to find it. After doing the research, the applicant writes a letter requesting an interview to the human being who seems to have the power to decide; he or she then calls the assistant or secretary to request the appointment. Boylan also explains how to handle turf protectors and use voice mail to the caller's advantage. The premeditation of the effort appears Machiavellian, yet it is an honest, up-front approach. Recommended for general business collections.?Peggy Odom, Texas Lib. Assn., Waco
Copyright 1997 Reed Business Information, Inc.
--This text refers to an out of print or unavailable edition of this title.
Reader ReviewsThis book was written for those who have serious problems with gaining access to others of special importance to them. Boylan offers a cohesive and comprehensive system to overcome all manner of barriers. He calls it The Circle of Leverage™ and explains it within six different sections entitled: What's Been Keeping You Out The Circle of Leverage™ System: What It Is, What's Behind It, and How It Works The Circle of of Leverage™ System: The Ten Preparation Steps Making Your Move: The Five Execution Steps of the Circle of Leverage™ System Advanced Moves Mastering the Circle of Leverage™ System Obviously, this book can be very helpful to those in sales but if we expand our perspective to include other forms of persuasion, this book offers even greater value. For example, consider the potential relevance of the Circle of Leverage™ System to recruiting and hiring, M&A initiatives, competing with others in the same organization for its resources, use of customers as an extended sales force, use of "alumni" to locate talent, etc. The Circle of Leverage™ System is sound. Boylan's explanation of it is thorough and lucid. I recommend this book highly to anyone who is both willing and able to make a sustained commitment to applying these principles. What else will you need? Tenacity and patience.
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