RIGHTS LIST
FALL 2015
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YOUR LIFEBamboo-StrategySoul@Work30 Minute Serenity30 Minute Resilience30 Minute Humanity30 Minute Life Energy
YOUR SUCCESSFOOLED?Speak PlainlyLearning to lead with ResilienceThe Rhetoric TrapFrom Baby Boomers to Gen ZTrust in Sales30 Minute Communicating Effectively30 Minute Job Satisfaction30 Minute Compassionate Communication30 Minute Successful Communication30 Minute Effective Communication
YOUR BUSINESSThe Complexity TrapGoodbye McK... & Co.Leadership made in GermanyTopsellingValue-based Selling with the 9 LevelsEmotional Selling
Neo NatureThe Secret of Your Natural PowerChristo Foerster176 pagesRights sold to: Finland
Ready, Set, Go!5 Questions that will change your lifeCordula Nussbaum220 pages
Time is Life, Life is Time How to Bring Balance to your Life Lothar Seiwert168 pagesRights sold to: South Korea, Russia, China, Czech Republic
Success through WillpowerHow to get more of what you wantHans-Georg Willmann 192 pagesRights sold to: Thailand
Recently Published New Books Fall 2015
GABAL Rights ListYour Success GABAL Rights List
Steffen KirchnerFOOLED? The End of the Motivation Lies and What REALLY Drives People370 pages, Hardcover
Pseudo-wisdom promises easy luck and quick success. To motivate yourself or others is in vogue – whether or not you understand anything about motivation. Steffen Kirchner argues for a renewed approach to motivation. And he criticizes the motivation lies that are presented to us every day. With refreshing lightness, the book examines the desires behind those lies and provides concrete alternatives and solutions that positively affect the personal joy of living.
Steffen Kirchner is a professional sports coach, and an expert in high demand at TV broadcasting stations Sky and ZDF. Furthermore, he is a columnist for the news magazine FOCUS and a lecturer on the topics motivation, performance, and leadership. His clients include companies like Adidas, Audi, Siemens, VW, and ThyssenKrupp. He works with many professional sports clubs and athletes – both in German-speaking countries as well as internationally. As a mental coach, he mentored the tennis player Sabine Lisicki and the German national team, pro-fessional gymnasts Fabian Hambüchen and Marcel Nguyen at the 2012 Olympic Games in London.
“Germany’s most successful motivational coach” Bild der Frau
“The columns of sports expert Steffen Kirchner are an outstanding addition to our reporting and represent a clear added value for our readers.” Marco Plein, Head of Sport at FOCUS Online
“... Practical and entertaining, ... Kirchner stands for top performance – in sport, in life, at work.” DIE WELT
„Steffen Kirchner is the topexpert on motivation and top-class performance in the German-speaking world.” WirtschaftsBlatt Österreich
“... One of the leading German mental trainers and speakers on personal development in professional sports and in business.” Spox.com
“A serious representative of his profession and thus probably a rarity.” Südwest Presse
Goodbye Fast Food Motivation – Hello Meaningfulness
Motivation lie: “Program yourself to success.” – The lie that life is predictable
Motivation lie: “ Self-confidence is a prerequisite for success.” – The lie of born winners
Motivation lie: “ Hard work is the key to success.” – The lie of exceeding one’s personal
performance limits and the power of discipline.
Motivation lie: “Success will make you happy.” – The lie about happiness
In this book:
The book provides basic information and truths about motivation.
Learn to understand and be able to identify the difference between Kirchner’s ideas and the existing fast food motivation.
Whether it comes to positive thinking, happiness, perseverance, discipline, goal orientation, or self-motivation: It is time to expose the motivation lies and to really learn from them.
Learn to better deal with recognition, money, work-life balance, fun and our strengths and weaknesses – not only in business and in education, but also in competitive sports.
Learn to recognize charlatans and find good, honest coaches and speakers in the motivation industry – for your personal development and for that of your company.
This book is the beginning of an urgently needed revision of the common errors, misconceptions, and motivation lies in society.
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Complexity: Myth or Reality?
Everyone knows complexity because it characterizes our century and has changed our working world. The tasks are always increasing, turnover cycles are getting shorter, and the network continues to expand. But one thing is clear: we have no idea what complexity actually is, let alone how to master it. At the same time there are numerous errors within complexity, such as the call for simplification, for more information, and for better planning. The book informs the reader about these errors, provides relevant background knowledge, and is always focused on practical examples.
This book focuses on the most common misunderstandings in management when it comes to complexity. It teaches you about the origins of errors, such as the call for simplification, for more information, and for better planning. Along with each error are insights which can allow us to deal with increasing complexity in new and different ways.
The book introduces the concept of complexity and explains the main aspects such as dynamics, non-trans-parency, self-organization, and more. It summarizes what skills, attitudes, and competencies are necessary to cope with complexity. At the end of the book you will have learned what is necessary to succeed in a holistic sense as a manager and leader, despite or perhaps because of the complexity.This book is written for managers and executives who want to deal with the complexity of our world and who want to make decisions more successfully. It is written for people who are open to confronting their perspec-tives, stereotypes, prejudices, and beaten paths.
Learn:
About the common errors of complexity
What complexity actually means and how to master it
How to further develop your leadership competency
Stephanie Borgert is a qualified computer scientist and has many years of technical and management experience in the IT industry. She gained a lot of experience by organizing complex dynamic projects; this experience has subsequently influenced her work and books. Since 2007, Stephanie Borgert has used her background in freelance work as a coach and trainer for executives and project teams.
Stephanie BorgertThe Complexity Trap8 Managerial Misconceptions and Why We Need a New Management System Illustrations by Carsten Oltmann260 pages, Hardcover
Complexity: Myth or Reality?
Complexity “in a nutshell”
The facets of complexity
Myth: simplification leads to success
Myth: Complicated equals complex
Myth: The experts will do it right
Myth: we must not make mistakes
Myth: Good planning is everything
Myth: More data provides clarity
Myth: Trust is good, control is better
Myth: Competition is good for business
Mastering complexity
The answer to complexity
Contents:
Complexity Traps:
Complicated does not equal complex
Planning – responding to change is more important than sticking to a plan
Data provides a basis – it’s important to filter relevant information, otherwise information overload can occur; weak signals are more likely signifiers of opportunities and risks than trends based on numbers
Control – complex systems can’t be controlled
Competition is good for business – cooperation is the basis for networking
Leadership – hierarchical management prevents innovation and value creation, comes from the industrial era and is inappropriate for knowledge economy
Challenges the Consultant of the Next Generation Will Face
Edgar K. Geffroy is an entrepreneur, business speaker, best-selling author and New Spirit Business Speaker. He is regarded as one of the most in-demand business experts with 2,100 lectures in front of more than 500,000 people. He is one of the 10 key business motivators (Wirtschaftswoche) and belongs to the 25 leading business speakers in Germany (GQ).
Benjamin Schulz is managing director of “Werdewelt,” Agency for Personal Marketing, and has many years of experience in personal branding and strategic positioning in the consulting and advisory business. In his work with consultants, speakers and other influential personalities, he combines his roles as companion and sparring partner with many years of marketing expertise.
There are plenty of good manuals for consultants. But none of these books can give an outlook with which challenges the consultant of the next generation will face. This is where this book begins, to arouse the understanding of consultants on how their industry will continue to develop over the next five, ten or even 20 years. The book shows consultants the secure entry into the knowledge economy and how they can be successful, even the day after tomorrow.
Learn:
About the development of consultants in the knowledge economy
About the requirements consultants will need in the coming years and how they can become mentors and companions
How the industry will continue to develop over the next five to ten years
How to securely enter into the knowledge economy and how to be successful in the future
Thesis: Processes and structures in companies are extremely complex – a good consultant should understand this structure.
Thesis: Every business is an individual, living system, to which an adviser has to adapt.
Thesis: General management knowledge is no guarantee for success in consultant jobs.
Thesis: The “project problem” must turn into a “project customer.”
GABAL Rights ListYour Business
Edgar K. Geffroy, Benjamin SchulzGoodbye, McK ... & Co.The kind of consultants we need in the future. And those we do not.220 pages, Hardcover
Part 1: The consultant today – contract worker in a suit
Consultants and their roles – the critical perspective
The ‘classical’ consultant – a set of values
Customer demands are always growing
Chance: identity and understanding values
The consultant and his value system
Part 2: The consultant of the future
Flexible companions with a broad view
Approachability and emotional availability
The Art of Listening
Values: What will change?
Innovation and changing values
Values change over generations
Megatrends and their influence on the next generation of consultants
Opportunities for small business services
New types of customers
On the wave of the megatrend of connectivity
Pure Future: A typical consultant-day in 2025
Contents:
GABAL Rights ListYour Business
Dominic MultererSpeak Plainly!Why people lack clear words – and how to find them208 pages, Hardcover
Why is it so difficult for people to take a clear position and formulate it clearly? Why is there a lack of courage to one’s own opinions? Speaking plainly helps to point out shortcomings and difficulties. This results in the ability to make decisions and move on to new or different ways. The book is filled with countless practical examples, which are thought-provoking and which give fresh ideas to established structures. Multerer introduces people who have been brave enough to argue against the run-of-the-mill opinions. Therefore, he proves in his book that speaking plainly is also a question of attitude.Multerer teaches how to speak plainly and what you need to know about it. He passionately explains his principles about using clear words: How to sound clear, how to be passionate about it, and how to be brave enough to enunciate it while remaining honest and empathetic. Multerer will show you why the interplay of these factors is so fundamental to the concept of speaking plainly.
Learn: To take a clear position and formulate it clearly How to train yourself to speak plainly
Why and how speaking plainly can bring success
Why the interplay of clarity, honesty, courage, commitment and empathy is so fundamental to the concept of speaking plainly
"The art of speaking plainly is to be honest without hurting your counterpart." Thomas Anders, Singer and Songwriter
Dominic Multerer is an entrepreneur, marketeer and speaker. At age 16, the newspaper Handelsblatt named him one of Germany‘s youngest chief marketing officers. With his activities at universities, particularly the European Management School (EMS) in Mainz, he is also one of the youngest university lecturers in Germany. His clients include companies like BP Europe, Goodyear Dunlop, Arvato Bertelsmann, Vodafone & Co. among others. He also supports SMEs when it comes to strategic and practical brand and change management. Multerer represents speaking plainly, and compelling marketing expertise.
Contents:
Chapter 1 – Can’t do without speaking plainly Chapter 2 – speak plainly consciouslyGuests are entitled to respect Chapter 3 – speaking plainly anytime Hartmut Mehdorn on speaking plainlyThe five principles of speaking plainly Chapter 4 – First principle: ClarityWinfried Czilwa about speaking plainly Chapter 5 – Second principle: Honesty
Oliver Stock on speaking plainly Chapter 6 – Third principle: CourageJochen Schweizer on speaking plainlyChapter 7 – Fourth principle: CommitmentArno Zensen on speaking plainly Chapter 8 – Fifth principle: EmpathyThomas Anders on speaking plainlyChapter 9 – Speaking plainly as a strategyTest: Do you speak plainly?
„Multerer speaks unmistakable plainly, and his words are, for anyone who can get enthusiastic about it, enriching.“ Handelsblatt Online
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Thorsten BoschLeadership made in GermanyA roadmap for the leadership of tomorrow280 pages, 4-color, with numerous illustrationsRights sold to: China, Taiwan
GABAL Rights ListYour Business
Dr. Thorsten Bosch is chairman of the consulting firm Bosch AG. For more than two decades he and his team have advised, trained, and developed managers at all hierarchical levels, including the CEOs and managers of small businesses to those of leading corporations. The keystone of his work is emotional and rational clarity in leadership, high personal responsibility, and the pursuit of quality.
The interview is the only factor that has a direct and continuously positive impact on the development of personalities, as well as the knowledge and skills of employees. This book is a pragmatic guide for managers at all levels whose priority is the development of their team to create highly motivated and efficient employees.
Learn:
The first structured account of appraisal interviews
This book shows the specific approach for individual situations, including the risks
The interview techniques and approaches included in the book have been developed over a decade-long practice with thousands of executive
Picture Book for Leaders
Führung und die Chaos-ForschungWehret den Anfängen
Armin Hiltersberger Herr Hiltersberger ist leidenschaftlicher Gärtner. Immer wenn er
frei hat und das Wetter es zulässt, verbringt er seine Zeit im Garten. Aber manchmal
hat er so viel zu tun, dass er es nicht schafft, seinen Garten zu pflegen. Wenn er dann
morgens auf dem Weg in die Arbeit sieht, wie die Natur sich sein mühsam gehegtes
und gepflegtes Blumenbeet zurück erobert hat – überall Unkraut und die Schne-
cken haben seine Erdbeeren gefressen! – dann wird Herr Hiltersberger wütend. Am
liebsten würde er sich dann den ganzen Tag frei nehmen, um seinen Garten wieder
auf Vordermann zu bringen. Aber das geht leider nicht...er hat ja noch ganz andere
Pflänzchen, die es aufzupäppeln gilt – zum Beispiel seinen Herrn Möller, den man
auch manchmal zurecht stutzen muss. Mit dem Herrn Möller ist es ein bisschen wie
mit seinem Garten, denkt Herr Hiltersberger: Wenn er ganz ehrlich ist – manchmal
stutzt er ihn ein bisschen zu viel und düngt zu wenig.
Es liegt in der Natur der Dinge, dass sie dem Chaos entgegenstreben – sei es im Bezug auf den
Garten von Herrn Hiltersberger oder bei der Führung von Mitarbeitern. Selbst wenn man die richtige
Impulse gegeben hat, können Sie sich dennoch nicht zurücklehnen; Sie bleiben in einer beobachten-
den, aufmerksamen Stellung, um im richtigen Moment den nächsten Impuls – also bevor Ihr Mitar-
beiter von der Spur abkommt – setzen zu können.
In der Chaos-Forschung beschäftigen sich Wissenschaftler mit dynamischen Systemen, deren
Entwicklung nicht genau vorhersehbar sind. Ein Unternehmen ist so ein dynamisches System. Es
gibt so viele Faktoren, die Ihre Führungsarbeit beeinflussen – da ist es unmöglich, unter anderem
die Entwicklung der Mitarbeiter genau vorherzusehen. Wenn Sie keine zielgerichtete Energie – Ge-
sprächsimpulse – hinzuführen, strebt das System ins Chaos.
UNAUFMERKSAMFÜHRUNGSKRAFT IST:
NOTWENDIGES GESPRÄCH:
FAHRLÄSSIG VORSÄTZLICH GEFÄHRLICH CHAOS
ULTIMA RATIOKRITIKGELBE KARTEUPDATE
So verhält es sich mit jedem einzelnen Ihrer Mitarbeiter: Je weiter man sich vom gewünschten Zustand entfernt, desto beschwerlicher und energiereicher wird der Weg dorthin zurück.
223 222
Wie auf den letzten Seiten deutlich wurde, steht vor jedem gu-
ten Gespräch die richtige Haltung: Jedem Wirkungsgradverlust
geht eine emotionale Irritation voraus. Das heißt, die Voraus-
setzung für 100 Prozent Wirkungsgrad ist 100 Prozent emoti-
onale Klarheit. Sie können gesprächstechnisch – 100 Prozent
rationale Klarheit – alles richtig machen und dennoch bleibt ihr
Gespräch wirkungslos, wenn Ihre Haltung nicht stimmt.
In der Grafik rechts sehen Sie, was Sie emotional auslösen
können – im Guten wie im Schlechten: wenn im Gespräch Hal-
tung und Gesprächstechnik kongruent sind (orangene Felder)
und wenn Haltung und Gesprächstechnik auseinander klaffen
(graue Felder). Hier herrscht eine deutliche Asymmetrie zu Un-
gunsten des Erfolgs: Gesprächsführung ist gefährlich. Wenn ein
Gespräch schief geht, hat es Konsequenzen. Jeder hat schon
einmal ein misslungenes Gespräch erlebt und weiß, wie viel
Aufwand es sein kann, die Sache wieder ins Lot zu bringen.
Vielleicht werden auch viele Gespräche nicht geführt, weil die
Menschen Angst haben, dass sie ihr Gegenüber verletzen, ihm
Unrecht tun oder etwas Falsches auslösen könnten.
Die emotionale LandkarteIhre Haltung muss stimmen
UPDATE GELBE KARTE KRITIK ULTIMA RATIOCOACHING LOBWERT SCHÄTZUNG
UPDATE
GELBE KARTE
KRITIK
ULTIMA RATIO
COACHING
VERTRAUENS-AUFBAU
LOB
WERT-SCHÄTZUNG
VERTRAUENSAUFBAU
geborgen verschlossen überrascht irritiert entrüstet erschrocken verletzt hasserfüllt
verwirrt kompetent irritiert verschlossen niedergeschlagen beunruhigt verärgert bestürzt
verlegen überrumpelt glücklich reserviert enttäuscht gekränkt verletzt rachsüchtig
unangenehm verunsichert reserviert selbstbewusst desillusioniert gedemütigt empört aggressiv
stirnrunzelnd indifferent verwirrt misstrauisch klar genervt ungehalten verbittert
befremdet desorientiert perplex argwöhnisch gelangweilt nachdenklich beleidigt wutentbrannt
paranoid blockiert gedemütigt verarscht versteinert angriffslustig betroffen missverstanden
rasend tyrannisiert verzweifelt wahnsinnig gequält feindselig streitsüchtig geklärt
HALTUNG
GESPRÄCHSTECHNIK
Vorlage als Download unter www.fuehrung-made-in-germany.de
243 242
Peek Inside The Book
In Chapter 1, you will learn the importance of leadership in companies today, and why it is increasingly important to focus on a sustainable and successful staff development method.In Chapter 2, you will learn about the prerequisites for managers to be successful leaders.In Chapter 3, it becomes clear which Do’s and Don’ts are needed, and why the link between emotion and reason is so important.In Chapter 4 the main leadership tool is introduced: the interview. What structure and what emotional points must inter-views have in order to be efficient?Chapter 5 is all about active interviews, with which you can groom and develop your employees.Chapter 6 deals with the four reactive interviews you will lead if you feel that your employees no longer have the same goal as you.In Chapter 7, we deal with the differentiation of the eight interviews and the question of when you should have each of these conversations.In Chapter 8 it is, firstly, about the four possible results in the development of an employee, and secondly about securing the sustainability of motivation and performance of your employees.
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GABAL Rights ListWhitebooks GABAL Rights List
Resilient Managers – Resilient Employees
Katharina MaehrleinLearning to lead with ResilienceHow to navigate yourself and your team resiliently through pressure and crises 160 pages, Hardcover
Katharina MaehrleinSoul@Work240 pages, Hardcover
Monika A. Pohl30 Minute Serenity96 pages, Softcover
Ulrich Siegrist, Martin Luitjens30 Minute Resilience96 pages, SoftcoverRights sold to: Czech Republic, Spain, The Netherlands
Katharina Maehrlein is an expert on resilience and assertiveness, and has trained and coached 30,000 executives in the last 18 years. She advises, as a consultant, numerous renowned companies in the German-speaking world. Furthermore, she gives lectures and is the author of The Bamboo strategy. Master everyday pressure with resilience, which is already in its 6th edition.
Leadership has changed radically. The leaders of today and tomorrow have to deal with the tension between leading and following, trust and respect, power and compassion. This tightrope walk takes energy and creates pressure, which leaders need to concern themselves with. Today’s leaders must be resilient in order to be effective staff managers.
The first part of the book shows managers how they can meet the challenges of their jobs. It shows them how to mobilize sufficient resilience even under high pressure. In the second part, it’s about how you can develop a style of leadership that improves the resilience of your employees in order to keep them healthy and motivated.
Learn:
How to stay resilient in a leadership position even under high pressure
How you as a manager / executive can meet the challenges of your job
How to develop the resilience of your employees by a promoting a healthy lifestyle
How to create a work environment that satisfies
How to show your human side as a leader and still be successful
Katharina MaehrleinBamboo-Strategy208 pages, Hardcover
“There are many titles on the topic of resilience in bookstores now. The Bamboo Strategy is undoubtedly one of the most pragmatic and most helpful texts when you want to pull up on your own bootstraps or learn to deal preventively with daily pressures. This book provides good tools to make your own behavior – professionally and personally – more stress-resistant.” Hamburger Abendblatt
“7 keys to more inner strength. There are people we admire – because they are brave, can’t be intimidated, and cope well with crises. Their secret: resilience. We too have this inner strength. And we can develop it.” My Way
Your Business GABAL Rights List
Franziska Brandt-Biesler, Rainer KrummValue-based Selling with 9 Levels220 pages, Hardcover
Ingo VogelEmotional Selling
How to Wow Your Customer180 pages, Hardcover
The product is dead. Long live the seller!
Why are values important?
Values are the elements that constitute a culture. They define meaning and significance within a social system (group, society, etc.). The 9 Levels articulate the values. A value articulated within a culture helps shape how people understand and perceive the world, consequently serving as the basis for planning how people will act.
Today, customers and suppliers see themselves as a team and work together as partners on solutions. Customers have become markedly more demanding in recent years, both in B2C and B2B transactions. Customers expect suppliers to provide targeted needs assessment and tailor solutions accordingly.
9 Levels can help you better understand both your business customers and consumers. You will also be better able to determine which clients may be more receptive to your marketing and those who may be more resistant, and why. You will be able to identify those customers where success should be easy as well as those areas where you will have to adapt your methods to changes in the market or its customers.
Franziska Brandt-Biesler is a freelance sales and negotiation trainer, coach, speaker, and author with 20 years of sales background. She is a lecturer at the University of Lucerne and the winner of the International
German Training Prize 2012.
Rainer Krumm is a management trainer, consultant and author. Based on the developmental psychology of Prof. Clare W. Graves, he has developed an analysis tool, the model of the 9 levels. The 9 Levels Institute for Value Systems is a consulting institute that specializes in measurement and analysis of value systems for persons, groups, organisations and systems.
Ingo Vogel is a sales trainer and an expert in emotional selling. He worked for more than ten years selling consulting-intensive products and services. Since
1997, he has owned the company Ingo Vogel-Seminars. Throughout Europe, he trains managers, consultants,
and salespeople from well-known companies.
It gets increasingly more difficult to stand out in the market and to be noticed by customers. Only companies and retailers who manage to implement an emotional sales approach as an overall philosophy will survive in the market.
Ingo Vogel presents the latest expert know-how from sales psychology, neuromarketing, and brain research, talks about his personal experiences, and provides concrete ideas, tips, and solutions for how companies and retailers can implement the emotional sales approach.
Learn:
How to adopt an emotional sales approach with your individual personality
How to use, foster, and develop your individual potential
Receive concrete ideas, tips, and solutions for how you can implement the emotional sales approach
1. The product is dead. Long live the seller!2. Customers Buy Emotions. No emotion, no deal!3. People love, trust, and buy brands.4. Customers buy the best emotional package.
5. The customer is not king, but partner.6. The personal customer approach is the USP of the future!7. The future is digital and emotional.
7 Theories from the Book:
“Rhetoric expert and bestselling author Ingo Vogel” ZDF
“Communication expert Ingo Vogel” 3SAT
“Ingo Vogel, the communications expert” Wirtschaftswoche
“Germany’s best sales rhetoric coach” Speakers Excellence
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Klaus-J. Fink TopSelling
The Four Success Factors for Increasing Sales and Profits
200 pages, Hardcover
Klaus-J. Fink is a lawyer, an author for over 20 years, and an absolute top speaker on the topics of sales and customer acquisition. He is also a lecturer at Business Schools and Universities. The renowned keynote speakers received the award “Coach of the Year” twice. He is an Expert Member of Club 55, the Association of European Marketing and Sales Experts. In 2012 he was inducted into the Hall of Fame of the German Speakers Association.
What do outstanding salespeople do differently
and more “right”?
Good salespeople regard their customers as partners, not as advice-seeking laymen. They are able to convince a customer of an idea, offer solutions, and present the benefits of products and services. This is active selling, everything else is reactive advice. They see the people behind each deal and not just the business, bonus, or commission. The intention of Klaus-J. Fink is to prove to you that with the right attitude and strategy, everyone can be a top seller.
Learn:
What are the expectations for a salesperson’s personality today?
What distinguishes the Top Seller from the rest of the group?
What attitude creates success?
How has the world of selling changed in the digital age?
Why is referral marketing the best road to new customers?
Which steps should be taken after closing a contract?
Whitebooks, Your Business
Lars SchäferTrust in Sales 5 Steps to Becoming a Trustworthy Salesperson 160 pages, Hardcover
Trust is by far the largest motivation in sales of our time
This book will teach you how to increase your trustworthiness in five steps and thus give your customers the necessary security that they need to be confident enough to buy from you. Only those who regard their customers as partners and treat them as such can stand out from the gray mass of retailers and establish a long-term customer relationship.
Lars Schäfer is speaker, trainer, and expert in “Emotional Selling.” He has 15 years of experience in sales, and has worked since 2004 as a self-employed sales and communi-cations trainer with the special topic of “customer loyalty through emotional selling.”
The importance of trust and securityWhy trust is so important for human relationsIf prejudice turns into distrustThe 7 key facts
1. The importance of knowledge for sales successDo you know your own personality?The 7 key facts
2. Create a trustworthy impressionTrustworthy body languageYour persuasive voiceThe 7 key facts
3. Authenticity: stand by your per-sonality and be honest with yourselfMindfulness: pay attention to the customer and ask questionsAdaptability: convince with flexible body language and well-chosen words The 7 key facts
4. Create liabilityJudge each customer according to his deeds, not his words Complaints: restore lost confidenceThe 7 key facts
Step 5: Repeat steps 1 through 4 Focus on your regular customersHow to ensure a good reputationThe 7 key facts
Building trust in the online worldWhy Amazon and Co. are successfulHow to apply the 5 steps to gaining trust in the online worldThe 7 key facts
Learn:
How to increase your trustworthiness in five steps How to treat your customers as partners
How to rebuild lost trust About the importance of trust and security in sales
Contents:
Dorothee ZapkeThe Rhetoric Trap
Why Superficial Rhetoric Tips Do No Good And What Really Matters
160 pages, Hardcover
Martina MangelsdorfFrom Baby Boomers to Generation ZManaging different generations within the company160 pages, Hardcover
Successfully recruit, develop and motivate different generations
Martina Mangelsdorf is a thought-leading expert on generational differences in the workplace and the founder of GAIA Insights. She consults with organizations to increase employee engagement, reduce attrition costs, increase profitability and develop the next generation of leaders. As a facilitator and trainer, specialized in multi-generational workforce optimization, talent engagement and team effective-ness, Martina’s energizing moderation and personal style have touched and inspired hundreds of participants.
Baby boomers and Generations X, Y, and Z have different needs, values, and ideas about the working world. HR managers and executives are well trained to know the specific characteristics and preferences of different generations. Only those who can successfully brand themselves with an attractive employer, will be able to stay ahead in times of demographic change.
The book focuses on practical tips and recommendations so that the reader can put his newly acquired knowledge immediately into practice without much theoretical background. The core message of the book is that no generation is better or worse than the other, but that companies achieve the best possible results when teams collaborate effectively and complement each other.
Learn:
Companies achieve the best possible results when teams collaborate effectively and complement each other
About the specific characteristics and preferences of different generations
How to brand yourself as an attractive employer
Learn:
About the 12 common rhetoric traps and how to do better
How to find your personal and authentic expression potential
What really matters based on authentic case studies
Never cross your arms! Always smile! Stomach in, chest out! Such stereotypical attitudes are taught on a daily basis in touted charisma and rhetoric seminars in order to express authority and confidence. Forget it! You are not doing yourself a favor if you want to convince others with these standard gestures.
This is the first book that exposes superficial rhetoric tips and shows what really matters based on authentic case studies. In this book, Dorothee Zapke introduces 12 rhetoric traps and for each trap she includes an effective exercise. With these exercises, you can find your personal and authentic expression potential.
Dorothee Zapke is a vocal and speech coach, management coach, and lecturer at various universities. For more than twenty years, the voice and body language expert has shown innovative ways to communi-cate effectively. Among her clients are executives, managers, and companies such as Deutsche Telekom, TUI Germany, Volkswagen AG.
The first book that exposes superficial rhetoric tips
Whitebooks GABAL Rights List
Rhetoric trap:“Take a deep breath!”... and the voice sounds stressed
Rhetoric trap:“Speak lower, which seems more confident!”... this is just as exhausting as speaking monotonously
Rhetoric trap:“Put on a Poker Face, because masks protect!”... and everyone wonders: What does he/she have to hide?
Rhetoric trap:“Listen actively!”... your counterpart also attended this seminar
More than 4 Mio copies sold in 15 languages: Our 30-Minute-Series
The books give you the tools to gain key competencies in a special field at an advanced rate – and leave you with skills you can keep on using.
30-Minute-Series GABAL Rights List
30 Minute Effective Communication
30 Minute Job Satisfaction
30 Minute Life Energy 30 Minute Humanity 30 Minute Compassionate Communication
30 Minute Successful Communication
This brief, yet comprehen-sive guide shows you, with many concrete examples, how successful communi-cation works, which basic communication strategies you can apply personally and professionally, and what effective tools you can use to ensure that your message reaches the recipient.
Job satisfaction is doable and the key to it lies within your grasp. In 30 minutes you can learn in a nutshell what your boss and what your expectations have to do with your job satisfaction, why it makes sense to first talk with the boss before you plunk down everything at your desk, and how you can break free from dependence on your employer.
More and more people feel rushed, driven, and exhausted, in short: People complain about a loss of life energy. The art of managing your life energy systematically is the key to more vitality, wellbeing, and health. 30 Minute Life Energy shows how to manage your energy intelligently, how to live in harmony with your biological clock, and which “bio-logical” laws you need to consider in order to have high energy and vitality at your disposal.
What can each of us do concretely to make life valuable? The aim of this guide is to raise your awareness of the many facets of humanity, to provide you with food for thought, and to help you reflect on your own orien-tation and values through targeted questioning.
Empathetic Communication can be applied in all areas of life. It is most helpful in those areas, where we would so much like to be empathic but often have the hardest time with it: in deal-ing with ourselves, in our relationships, in our families as well as in the workplace.
An argument is like a disease: the later it is treated, the more difficult it is to reach success. The book helps to minimize disputes, create room for discussions and reflection on successful strategies for conflict resolution. It helps to establish a culture open for debate, creat-ing less compromise.
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