Victor R. Buzzotta's Books

Making Common Sense Common Practice

Achieving High Performance Using What You Already Know

By: Victor R. Buzzotta

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Making Common Sense Common Practice

Achieving High Performance Using What You Already Know

By: Victor R. Buzzotta

The business world today is full of buzzwords such as empowerment, teamwork, and continuous improvement. In a desperate attempt to get a jump on the competition, many business leaders are so busy searching for the "next big idea" that something important is being overlooked-common sense! Making Common Sense Common Practice tells you how to get full use of the most powerful management tool around-your own common sense. Learn how to trust yourself when it comes to making leadership decisions and sound judgments. Learn how to take tension that sidetracks high performance and turn it into an energizing, creative force. Learn how to use what you already know! Using five common sense techniques, you will discover how to lead your people to build a high-performance organization. Grounded on the common sense principle that manager-leaders are regulators of tension in the workplace, Making Common Sense Common Practice discusses pragmatic actions that raise and lower tension, keeping it in the constructive, energizing range. These actions are woven into a step-by-step program that result in optimal performance for your organization.

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Page Count

262

Publisher

CRC Press

Published Date

ISBN 10

1574441949

ISBN 13

9781574441949

Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales

By: Victor Buzzotta,R. E. Lefton

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Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales

By: Victor Buzzotta,R. E. Lefton

A powerful, behavioral-based approach to closing sales Called dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert Lefton present this proven sales approach based on behavioral science that is guaranteed to give sales professionals an unbeatable competitive edge. Drawing upon their work with Citicorp, Hyatt Corp., Merrill Lynch, Warner Bros., and other top companies, the authors show readers how to: Pinpoint what motivates individual buyers Work more effectively with customers by understanding their basic behavior patterns Adapt selling strategies on the fly Manage problem customers--regardless of their issues Plan sales calls that optimize the chances of success

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Page Count

257

Publisher

McGraw Hill Professional

Published Date

ISBN 10

0071465154

ISBN 13

9780071465151

Leadership Through People Skills

By: R. E. Lefton,Victor Buzzotta

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Leadership Through People Skills

By: R. E. Lefton,Victor Buzzotta

The pioneers of the Dimensional Model for managerial behavior demonstrate how to master skills that boost productivity Robert Lefton and Victor Buzzotta, cofounders of Psychological Associates, have revolutionized managerial procedure with their Dimensional Model--a behavioral standard that has been adapted and imitated by companies all over the world. Leadership Through People Skills outlines this model, as the authors explain in detail how people skills work and provide exercises designed to improve them. They also offer strategies for using these skills in the right situations, at the right times, in the right ways with direct reports, peers, and bosses. Managers will learn how to improve their: Sizing-up skills: interacting effectively through appropriate action Communication skills: strategies for finding out what others are thinking Motivational skills: giving people a compelling reason to do their best Adaptive skills: fitting actions to the people for whom they are intended

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Page Count

240

Publisher

McGraw Hill Professional

Published Date

ISBN 10

0071785663

ISBN 13

9780071785662

Book's by Victor R. Buzzotta

Making Common Sense Common Practice

Making Common Sense Common Practice

Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales

Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales

Leadership Through People Skills

Leadership Through People Skills

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