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Expensive Sentences won the top award in three categories of the North American Book Awards 2017:
Business Finance – GOLD
Business Leadership and Management – GOLD
Business Entrepreneurship – GOLD
Conversations have consequences. Discussions lead to decisions that shape the future for individuals, families, companies, and nations.
Too often these decisions are derailed by faulty logic and false constraints. These pitfalls are not simply hidden, but deviously veiled in the guise of wisdom, truth, and common sense.
Expensive Sentences exposes the clichéd wisdom that leads to lost time, money, and opportunity. Readers will discover how to hear decision-making traps in real time, and learn to guide teams back to fact and logic that will lead to better outcomes.
Through historic examples, business stories, and personal anecdotes drawn from decades of experience, the author illustrates the prevalence and impact of flawed reasoning. Equally important, the book includes a clear path to improvement: sample text to upgrade conversations and exercises to correct assumptions and clarify solutions.
|Product dimensions:||6.00(w) x 9.00(h) x 1.20(d)|
About the Author
JACK QUARLES is the author of Amazon #1 bestsellers “How Smart Companies Save Money” and “Same Side Selling” (co-written with Ian Altman). He speaks to business and leadership groups throughout the US and internationally, and as an expense management professional has saved companies tens of millions of dollars. Jack has co-founded multiple startups and currently serves on two boards of directors. He received degrees from Yale University and Northwestern’s Kellogg School of Business. He lives in Toledo, Ohio where he enjoys his church, iced tea, guitar, basketball, and above all spending time with his wife and two daughters.
Table of Contents
Introduction. The Snare of Conventional Wisdom vii
Part 1 Escaping the Stuck Myths 1
1 "It's Too Late To Turn Back Now" 5
2 "We're Too Swamped To Deal With That Now" 43
3 "We Need It Yesterday" 71
Part 2 Rejecting the Special Myths 97
4 "We're Different" 103
5 "We Trust Them" 131
6 "That's The Way We've Always Done It" 155
Part 3 Debunking The Scarce Myths 177
7 "We Can't Afford To Let Him Go" 185
8 "The Customer Is Always Right" 215
9 "We Can Probably Do That Ourselves" 239
Conclusion How to Handle Any Expensive Sentence 265
What People are Saying About This
Author endorsement on Same Side Selling:
“This book contains the tools and insights you need to move from a winner-take-all perspective to a win-win for all concerned.” – Dan Pink, Author of Drive
“Same Side Selling’s collaborative model is just what’s needed for selling to today’s savvy buyers.” – Jill Konrath, author of Selling to Big Companies
Author Endorsement on How Smart Companies Save Money:
“This is great advice, and well presented. I’m recommending that all of my clients read ‘Smart Companies’.” – Ted Bilich, CEO of Risk Alternatives
“Concise, complete, and extremely useful.” – Kevin Callahan, author of The Management Playbook and President of AX Trading Group