Explains that the selling of ideas is a matter of encouraging others to share one's beliefs in a guide for salespeople that invites readers to self-assess their persuasion personality and build on natural strengths.

In this pioneering guide, two business authorities introduce the new discipline of Service Design and reveal why trying new strategies for pleasing customers isn’t enough to differentiate your business—it needs to be designed for service from the ground up. Woo, Wow, and Win reveals the importance of designing your company around service, and offers clear, practical strategies based on the idea that the design of services is markedly different than manufacturing. Bestselling authors and business experts Thomas A. Stewart and Patricia O’Connell contend that most companies, both digital and brick-and-mortar, B2B or B2C; are not designed for service—to provide an experience that matches a customer’s expectations with every interaction and serves the company’s needs. When customers have more choices than ever before, study after study reveals that it’s the experience that makes the difference. To provide great experiences that keep customers coming back, businesses must design their services with as much care as their products. Service Design is proactive—it is about delivering on your promise to customers in accordance with your strategy, not about acceding to customer dictates. Woo, Wow, and Win teaches you how to create "Ahhh" moments when the customer makes a positive judgment, and to avoid Ow" moments—when you lose a sale or worse, customer trust. Whether you’re giving a haircut, selling life insurance, or managing an office building, your customer is as much a part of your business as your employees are. Together, you and customers create a bank of trust; fueled by knowledge of each other’s skills and preferences. This is Customer Capital, the authors explain, and it is jointly owned. But it’s up to you to manage it profitably. Innovative yet grounded in real world examples, Woo, Wow, and Win is the key strategy for winning customers—and keeping them.

You may need The Art of War to defeat your enemies, but if you prefer to win them over, read The Art of Woo G. Richard Shell and Mario Moussa know what it takes to drive new ideas through complex organizations. They have advised thousands of executives from companies such as Google, Microsoft, and General Electric to organizations like the World Bank and even the FBI's hostage rescue training program. In The Art of Woo, they present their systematic, four- step process for winning over even the toughest bosses and most skeptical colleagues. Beginning with two powerful self-assessments to help readers find their "Woo IQ," they show how relationship-based persuasion works to open hearts and minds. "Ranging across history, from Charles Lindbergh to Sam Walton, the authors examine how savvy negotiators use persuasion - not confrontation-to achieve goals." -U.S. News & World Report

Build high-performing teams with an evidence-based framework that delivers results Committed is a practical handbook for building great teams. Based on research from Wharton’s Executive Development Program (EDP), this concise guide identifies the common challenges that arise when people work together as a group and provides key guidance on breaking through the barriers to peak performance. Committed draws its insights from the EDP’s living lab: an intensive two-week simulation during which executive-level participants run complex global businesses. The authors have observed over 100 teams collaborating and competing for over 100 combined years in this intense environment. It has yielded fundamental insights about teamwork: what usually goes wrong, what frequently goes right, and the methods and techniques that will help you access your team’s full potential. These insights have been distilled into a simple, repeatable process that you can start applying today. Getting teams engaged and aligned is hard. Committed will give you the tools you need to deal with all of the familiar teamwork challenges that get in the way: organizational politics, delegation, coordination, and aligning skills and motivation. Using vivid stories and examples from the worlds of business, sports, and non-profits, it will teach you how to: Understand the dynamics of successful teams Achieve peak performance using a research-backed methodology Gain expert insight into why most teams underperform Learn the critical points common to all great teams Committed gives you the perspective you need to combine the right people with the right way of collaborating to achieve extraordinary results.

This book focuses on Lam Woo, a wellknown, highly successful Chinese building contractor whose company was based in Hong Kong at the beginning of the twentieth century. It is also about the marginal group of people he exemplifies, those who joined the Chinese diaspora because of poverty and political turmoil and were later driven back home because of discrimination and other difficulties. An important contribution to Hong Kong Studies, this book provides a window onto the sociopolitical conditions in Hong Kong leading up to and following the 1911 revolution that established the Republic of China and the following two decades. In studying Lam Woo's life and family, we catch a glimpse of the lives of a unique segment of the Hong Kong Chinese community—namely, the educated, westernized Chinese, mainly Christians, some of whom supported the revolution to overthrow the Qing dynasty and helped to establish Hong Kong's influential YMCA. Professor Chan, who has written several books on Hong Kong History, draws on rich archival sources, and historical photographs to illustrate the life of a man who was a pioneer builder of majestic heritage buildings throughout Hong Kong such as St. Paul's Church, St. Paul's Coeducational College, the Diocesan Boys' School, and St. Stephen's College, all of which remain in use today. This book is a significant historical study that rediscovers an important but less studied part of Hong Kong's development during the early twentieth century. For instance, the book details Lam Woo's efforts in rebuilding the port facilities and docks that helped the colony's transformation into a glamorous, international port. The author also discusses how Lam Woo's contributions to the building of the roads encircling the New Territories and the bridges linked different parts of the territory with mainland China, where water and food supplies would later come from. In the later part of the book, the author highlights how Lam Woo, a devout Anglican, contributed to the expansion of the Chinese Anglican Church community. As one of the founders of St. Paul's Church, he promoted the establishment of the Hong Kong YMCA, with its emphasis on character training in "the development of body, mind, and spirit" for young people. The book emphasizes that his most lasting legacy for Hong Kong and his native Guangzhou was through his philanthropist activities in education. Lam Woo supported education for girls and founded St. Paul's Girls' School, the forerunner of the notable St. Paul's Coeducational College, founded a primary and a secondary school in his native village, and donated extensively to Lingnan University.

All you need is love? Not according to this essential guide to finding, wooing, and securing a suitable partner. Originally published in 1855, this brisk, no-nonsense handbook still has much to teach lovers and their suitors today.Love is a perilous business and the task of choosing a partner is compared to the perils of walking on thin ice. Reassuringly, the author guides the reader through the primary considerations of choice: age, health, tempter, fortune, morals, position in society, acquirements, and individualities.There is advice on the craft of writing love letters, how lovers should behave in public, and how to deal with rejection. Mixing direct instruction with short passages of borrowed verse, this book is full of sage guidance: 'Both men and women vary greatly as to the age at which they arrive at maturity; marriage should never be undertaken before that age, and generally never after.'Through all the advice, the institution of marriage shines and is credited with conferring a host of virtues: it sharpness men's intellects, improves their morals, and 'by a certain necessity' enlarges their energy...This new, sumptuously designed edition will delight everyone with a sweetheart, and caution everyone without to choose wisely!