Author: Lynda Goldman

Publisher: Goldman Smythe Business Class

Pub. in: May, 2001

ISBN: 0969499663

Pages: 164

Measurements: 7.3 x 5.4 x 0.4 inches

Origin of product: USA

Order code: BA14015

Other information: ISBN-13: 978-0969499664

For many readers, this could well prove to be the most valuable book they have read in recent years. Why? Because Goldman and Smythe address a number of issues which frequently determine whether or not an ambitious person succeeds or fails in creating opportunities to pursue her or his career objectives. Do not be misled by the heavy emphasis on the importance of first impressions. Fair or not, unfavorable first impressions are almost always permanent impressions and there may never be second impressions. As Goldman and Smythe explain with meticulous care, almost all unfavorable impressions could have been avoided. I think they would agree with me that favorable first impressions soon prove worthless if they are the result of deception or hypocrisy. Their focus is correctly on common-sense preparations to make favorable first impressions which are authentic and can serve as a "bridge" to subsequent relationship development.
All of us have had extensive experience with those whom I call "dazzlers." You know the type. They have mastered all of what Goldman and Smythe recommend. Their first impressions are not only favorable but luminescent but prove (as we eventually discover) too good to be true. I suspect the title of this book was selected for marketing purposes. Ignore the title. The book is really not about monetary values or objectives. Rather, as already indicated, it is about doing everything possible (with integrity) to progress beyond an initial encounter. In other words, to "stay in the game" (whatever the game may be) and thereby to be able to "take your best shot" (whatever the target may be). The narrative is especially well-written. The advice is anchored in a wealth of real-world experience. And the 18 "Gold Nuggets" distributed throughout the 20 Parts are eminently practical.

For example, in Chapter 3, Goldman and Smythe cite research which suggests that first impressions are based on the following criteria:

53 percent is visual (e.g. physical appearance and body language)

38 percent is tone of voice

7 percent is what we actually say

Quarrel with the percentages but the implications are undeniable. I have examined other research data which suggest that, during a telephone conversation, tone of voice has 4-5 times more impact during an initial contact than does what is actually said. Once again, the implications are undeniable. Goldman and Smythe even include a section (Part 19) which discusses "Techno-etiquette: communication in the electronic age" and explain how to use a cell phone without annoying people around you, how to make your FAX correspondence flawless, why your e-mail may be fast but shouldn't be sloppy, and what the e-mail do's and don'ts are to be "techno-savvy."

Obviously, I think very highly of this book. Everyone can derive substantial benefit from it but it will be especially valuable to those now completing their education who are beginning to interview for jobs; also, to those involved in sales or customer service; also, to those well into a career who need assistance with effective networking while exploring opportunities elsewhere; finally, to those who feel they are taken for granted, under appreciated, perhaps even invisible. in their current position. Goldman and Smythe can help anyone to create opportunities which, without favorable and authentic first impressions, would otherwise be in inaccessible. If you have no need of their assistance, buy the book for those who do. They will be favorably impressed and forever grateful.

(From quoting Robert Morris, USA)




From the author:

Have you ever been in a business situation where you felt undertain? Do your best qualities shine through when you meet new people? We've all been in situations where we're not sure what to do, such as which fork to use at a banquet, how to make small talk at a reception, or what to wear to a job interview.

Our many years of teaching and coaching business students and sales prefessionals lead us to develop this simple to use guide to help you navigate the "shark-filled" waters of business today. Our 28 bestselling books gave us the experience needed to make this book easy to use yet powerful.This book fills in the gaps that business school or life experiences haven't addressed. We wish you great success in your career.

Target readers: Salespeople, customer service people, technical service engineers, sales trainers, career counselors, job hunters and interviewers.