Silver Winner--Tops Sales World's Best Sales and Marketing Book 
Revealed: the winning blueprint for making deals like The Oracle of Omaha Warren Buffett didn't become the world's third wealthiest individual on his investing instincts alone. Buffett is a master dealmaker. In fact, one of his greatest single successes came when he closed multiple deals to own 100 percent of the Government Employees Insurance Company--also known as GEICO. Highly successful dealmakers themselves, Tom Searcy and Henry DeVries have been studying Buffett's unique approach for many years. Now, they reveal the secrets of the Oracle of Omaha. How to Close a Deal Like Warren Buffett gives you the 101 top deal-making maxims of a legend in his own time. Here's just a small sampling of what's inside: 
 Warren Way #22: Choose quality. "It's better to own a portion of the Hope diamond than 100 percent of a rhinestone." 
 Warren Way #41: Deal making is a no-called-strike game. "You don't have to swing at everything--you can wait for your pitch." 
 Warren Way #75. Think long term. "Our favorite holding period is forever." 
 Warren Way #92. Don't do deals just to do deals. "We don't get paid for activity, just for being right." 
 Warren Way #98. Think for yourself. "My idea of a group decision is to look in the mirror." 
 Warren Way #99. Be honest in your deal making. "It takes 20 years to build a reputation and five minutes to ruin it." Searcy and DeVries round it all out with an abundance of their own expertise--approaches that, added up, have generated billions of dollars in new sales. Take the advice in this hands-on guide and learn How to Close a Deal Like Warren Buffett. How to Close a Deal Like Warren Buffett reveals the method behind Buffett's near-mythic deal-making prowess. Guaranteed to help you come out on the right side of every deal! "Tom Searcy and Henry DeVries have done a masterful job of distilling Buffett's wisdom into a highly readable book you’ll want to refer to again and again. A must-have for dealmakers!" -- Ken Blanchard, coauthor of The One Minute Manager and Leading at a Higher Level "Almost anybody interested in deal making will find something of interest here. Simply the most important new book on deal making and big account sales strategy." -- Marshall Goldsmith, author of the New York Times bestsellers MOJO and What Got You Here Won't Get You There "Read this inspiring, advice-filled book to discover how you can leverage Warren Buffett's deal-making strategies to negotiate and win big contracts." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies "This book is Dale Carnegie reconfigured for the business world." -- Thomas Barnett, contributing editor at Esquire and author of Great Powers: America and the World After Bush "This is the first book we've read that truly explains how Buffett thinks and how his lessons can be applied to your business." -- Neil Senturia and Barbara Bry, serial entrepreneurs and entrepreneurship columnists for U-T San Diego

How to Close a Deal Like Warren Buffett: Lessons from the World's Greatest Dealmaker

Business & Money

Searcy, Tom

DeVries, Henry

Biography & History

McGraw=Hill

Book by Devries, Henry, Gage, Diane

Self-Marketing Secrets: Winning by Making Your Name Known

Gage, Diane

Marketing & Sales

Avant Books

HUMANS ARE HARDWIRED FOR STORIES Storytelling helps consultants and coaches persuade on an emotional level. Maybe that is why companies like FedEx, Kimberly-Clark, and Microsoft are hiring storytelling experts to teach their executives to tell relatable stories. Nothing is as persuasive as storytelling with a purpose, and readers will learn the techniques of telling a great story employed by Hollywood, Madison Avenue and Wall Street. <ul>
<li>How you can add persuasion power to presentations</li> <li>Eight great metastories you need to tell</li> <li>The art and science of storytelling</li> <li>Three key characters of persuasive stories: hero, nemesis, and mentor</li> <li>Why you should not be the hero of your own stories</li> </ul>
If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Story! is the book for you.

Persuade With a Story!: How to Attract Clients and Customers With Heroic Storytelling

Indie Books International

Based on research, the code has been cracked. There is a group of successful independent consultants who no longer struggle with the ups and downs of the revenue roller coaster. This book is a how-to guide that takes the mystery out of business development with pragmatic advice in three areas: money, focus, and marketing. Follow the nine best practices in this trio of activities and you will succeed.

Build Your Consulting Practice: How Independent Consultants Deliver Value to Clients and Grow Their Business

LeBlanc, Mark

Industries

What do you do? The way you communicate who you are and what you do will ultimately help you overcome the greatest single obstacle in the marketplace: having prospects understand what you do to help them. While you are faced with many obstacles, the inability to communicate effectively will result in a ripple effect of chaos and confusion you may never get a handle on. In addition to your prospecting, it would be a great advantage for others to refer prospects to you. But if you are unable to communicate effectively about your great products or your valuable service, how do you expect others to communicate your message on your behalf? This book is a blueprint for personal positioning. Three authors provide you with what you need to know and what you need to do to set yourself apart from your competition, get the ear of your decision maker, and set the stage for your fees to be an investment in the outcomes you provide versus being considered a cost to solve a problem or satisfy a need.

Defining You: How Smart Professionals Craft the Answers to: Who Are You? What Do You Do? How Can You Help Me?

McAfee, Kathy

When a patient is enthusiastic, he or she can be the best word-of-mouth referral source. Your online reviews will be more positive, and your rate of referrals will go up.In this book you will discover the different types of stories that matter in your practice, along with a blueprint for developing short stories that can have an immediate impact in your case acceptance statistics. In fact, with a little work and practice, you will have a select group of stories to choose from that can be shared in your office and in your marketing efforts online. In this book you will learn: <ul>How you can add persuasion power to presentations</ul><ul>Eight great metastories you need to tell</ul><ul>The art and science of storytelling</ul><ul>Three key characters of persuasive stories: hero, nemesis, and mentor</ul><ul>Why you should not be the hero of your own stories</ul>If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Case Acceptance Story! is the book for you.

Persuade with a Case Acceptance Story!: How Successful Dentists Use the POWER of STORY to Get More Referrals and Treat More Patients (Persuade With A Story!)

Medical Books

Reed, Penny

Dentistry

You cannot ask your most successful competitors and peers their secrets of rainmaking. That would be awkward, impractical, and sometimes illegal. But it pays to compare yourself to your successful peers.\nSo, we did it for you. We went behind closed doors and asked the tough questions. We asked more than one hundred successful rainmakers what they are investing more in, what they are cutting back on, and what are their go-to strategies. In other words, how are they investing their time, treasure, and talent. Think of us as your rainmaking R&D department.\nYou’ve no doubt heard of using OPM (other people’s money) to grow your business. This book is about using OPE (other professionals’ experience) to grow your business.\nThis book is for those who serve in roles such as chief executive officer, general manager, principal, partner, or head of an office, business unit, or practice for professional service firms, especially in the fields of accounting, dental consulting, financial services, management consulting, marketing and advertising, executive search services, software development, technology services, and law firm management.\nSome define R&D as research and development; we define it as rob and duplicate.\nWe have done the research so you can rob and duplicate the most successful rainmaking strategies from your professional peers. It’s okay, we did not use espionage to gain their secrets. The OPE rainmaking insider secrets were willingly shared.

Rainmaker Confidential: How Top Professionals Make Smart Business Development Investments of Time, Treasure, and Talent

Love, Scott

24 Ways To Get Paid To Speak: How Experts Get Paid Thousands Of Dollars For Speaking

Prather, Nona

Business Development & Entrepreneurship

Bringing In The Business: Without Sounding Like A Salesperson

Goldman, David

Trusted Advisor Confidential: The Insider's Guide To Landing Right-Fit Clients

Lowder, Craig

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Books by DeVries, Henry