CustomerCentric Selling Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business

DO YOU WORK WITH VAMPIRES? LEARN HOW TO PROTECT YOURSELF! Banish the bloodsuckers from your professional life Whether it's a coworker, subordinate, or boss, there's at least one emotional vampire in every office. These people try your patience, sap your energy, and add an entirely unhealthy dynamic to workplace productivity. The bestselling author of Emotional Vampires and Dinosaur Brains shows you how to spot and deal effectively with these dysfunctional elements in the workplace: ANTISOCIALS, who crave excitement in all its forms, including aggression If your boss or a coworker is trying to push you around . . . Learn that the most important battle to fight with a bully is in your own mind. HISTRIONICS, who believe that what it looks like is more important than what it is If your boss thinks any problem can be solved with a motivational seminar . . . Learn how to get a manager wannabe to actually manage. NARCISSISTS, who believe that the universe revolves around them If your CEO makes Louis XVI look like Gandhi . . . Learn techniques that diplomats have used throughout history to teach infantile monarchs to act like grown-ups. OBSESSIVE-COMPULSIVES, who can't seem to see the forest for the trees If there is absolutely no task that your boss considers too small to micromanage . . . Learn to be a Control-Freak Whisperer by seeing your boss's fear rather than your own irritation. PARANOIDS, who think they've found the simple truths that explain everything If you work in a place where you can't get ahead unless you drink the Kool-Aid . . . Learn how to recognize a toxic belief system before it poisons you. VAMPIRE CULTURES: when vampires get promoted to positions of power, they remake organizations in their own image . . . Learn the 15 warning signs that tell you to get out before sunset. PRAISE FOR EMOTIONAL VAMPIRES: "e;We love so much about this book! A great complement to Dealing with People You Can't Stand, it goes beyond dealing with the merely difficult behavior to the truly pathological. Bernstein offers believable examples and useful descriptions. This is the book to recommend when the topic of truly horrible behavior comes up!"e; -- Dr. Rick Kirschner and Dr. Rick Brinkman, authors of the international bestseller Dealing with People You Can't Stand "e;This book equips individuals with the tools to identify and defend against a wide array of emotional vampires at work. It offers well-developed tactics for navigating the most difficult people in any organization."e; -- Katherine Crowley and Kathi Elster, bestselling authors of Working with You Is Killing Me and Mean Girls at Work "e;It's amazing how one manipulative, territorial, or otherwise self-serving boss or employee can make the lives of everyone around miserable. In Emotional Vampires at Work, Albert Bernstein offers concrete, step-by-step guidance to manage life around these misfits. You'll learn to take care of your and your valued colleagues' needs, while contributing your best to your organization with maturity and sanity."e; -- Nancy Ancowitz, author of Self-Promotion for Introverts