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: <ul>
<li>Sizing-up skills: interacting effectively through appropriate action </li>
<li>Communication skills: strategies for finding out what others are thinking </li>
<li>Motivational skills: giving people a compelling reason to do their best </li>
<li>Adaptive skills: fitting actions to the people for whom they are intended </li>
</ul>

Leadership Through People Skills

Business & Money

Buzzotta, Victor

Lefton, R.

Management & Leadership

McGraw=Hill

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: <ul>
<li>Pinpoint what motivates individual buyers </li>
<li>Work more effectively with customers by understanding their basic behavior patterns </li>
<li>Adapt selling strategies on the fly </li>
<li>Manage problem customers--regardless of their issues </li>
<li>Plan sales calls that optimize the chances of success </li>
</ul>

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

McGraw–Hill Education

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