This book is excellent. I find it to be very easy to read, and extremely relevant. I have recommended this book to many people. The best way I found to describe this book is that it presents items that are "Common Sense", that I don't think about commonly.
If you want to take your career to the next level, I recommend this book.

This book really does list and nicely explain good sales habits. Most ideas are not new to an experienced sales person, but like any endeavor it is vital to perform the basics well to really succeed. Someone brand new to sales would probably find this book pretty enlightening. The concepts presented -over two or three pages each- provide a useful basis on which to review a sales call and to think about how the next meeting could be even better. The concepts translate easily to personal life. A nice book to reflect on over a cup of coffee between sales calls or while sitting on a plane.

While this book is short, it's also dense with life-changing suggestions. It's format makes it easy to re-read by picking and choosing which lessons you want to apply to your own life. Some of the suggestions are common sense and some are not. The real worth of the book won't be apparent until after you've implemented some of the Beckwiths' ideas and seen the change in your own life. This sounds a little cheesy, but it's the truth!

Harry Beckwith and Christine Beckwith have hit upon a formula similar to that of author Jeffrey Fox - practical advice in short, pithy chapters. Lots of pith in this one, so much so that readers may be pithed off with a surfeit of pith.

Seriously, Team Beckwith offers many useful nuggets for anyone in business to embrace in order to win more business and keep clients happy. Some of the tips he offers repeats ideas he has developed in his other books, but a little repetition never hurt, never hurt, never hurt anybody.

Both Beckwiths have platinum credentials but would likely be the first to tell you they don't mean squat in getting and keeping clients happy. In an era of corporate layoffs, a tough job market and an erosion in corporate loyalty, Beckwith and wife have penned a practice book that should be MUST reading for anyone in business today - whether fresh out of college, mid-career or late stage.

There is so much common sense wisdom here, so much debunking of conventional wisdom in selling that you must read it in small doses not to lose the grand effect. This book explains the pragmatism in living the golden rule and being true to yourself-it helps you succeed in sales. Many many insights and especially good for someone just starting out in sales. It helps one think rationally in getting ahead in his/her career. Up there with the best-and I'm a super strict critic.

The other reviews gave this book 5 out of 5. That was why I bought it. It is not badly written but more suitable for an audience with short attention spans or a 5 year year old.

Where did all these 5 star reviews come from? I assume the publisher's shills were working overtime.

I'm amazed at the negative reviews... it proves that some people will complain about ANYTHING! The book is nothing but good information put in a way that's easy to remember and share with others. I'm ob here now to buy more copies to give to my BEST clients with a few of my favorite pages bookmarked. I've shared several stories directly from this book to groups I've spoken to all ofer the country. It's played a part in the signing of a rather large order for my company as well.

[...]

There are a lot of hoaky sales, 'power of me', get rich quick books out there, but "You, Inc." actually hits the mark most of the time, and not just as a sales book since like it or not we are selling ourselves from the age of two when we are coo-ing to get our parents approval, to getting that girl/guy to like us enough in that first crucial 2 minutes for a shot at a first date, to landing that important deal and getting that promotion.

The fact that the book is broken up into a book full of two-or-three page vignettes makes it easy to pick up and put down (in short and bluntly, it makes for good bathroom reading) and it also makes it easy to remember (or use your highliter) which messages you find useful. The Beckwiths can occasionally get a little too Pat-Boonish, but for beginners in the business and/or sales world, they easily convey universal axioms of success which will help most people. Things as basic as - 90% of anything is showing up; Do the big stuff but master the small (God is in the details, but so is the devil!); Make that person feel like they are the only one that matters to you at that point in time; Overcoming stereotypes; The etiquette of sending the proper thank you, etc, etc.

Again, these are basic principles refreshingly and breezily presented to us in an easy-to-read-and-retain format. This is not Peter Drucker or Harold Geneen; but all of us, even if we are a monk in solitary (because aren't we even trying to sell ourselves (ie present ourselves in a positive light) to God, after all?) always need a refresher course in that most basic of human interaction: selling ourselves to others....

Rambling. unoriginal and frequently self indulgent, this volume does prove that a catchy title can sell books. It also reinforces that you can not judge a book by its cover. Spend your money elsewhere.

This book is an easy read and one to come back to for reference time and time again. The authors broke the book into several chapters and then recite short stories and anecdotes related to subjects within the broader chapters, making for a concise and uplifting ride through how to better succeed in your professional and personal life. For the most part, what is contained in this book is nothing new. Authors and motivational speakers have been touting how to sell oneself in the business world for years. But regardless of how many times some of us hear how to take control of our lives, few of us often follow the daily and simple advice. For those now ready to take your career and life to the next level, this book serves as a friendly reminder.

Everyone must market themselves. This good gives great tips in defining and presenting you as a brand. I agreed with everything but one chapter's point. However, you will get thousands of other FANTASTIC points that it is definitely worth reading and following.

I am a huge fan of the author's previous books and in particular his writing style. From the content perspective, I learned more reading Harry's other books. From the style perspective this book does not disappoint as Harry and this time accompanied by his wife hit the reader repeatedly with enjoyable and helpful tips for building business rapport. A topic quite frankly which has been handled poorly by others. It is an enjoyable read that summarizes things you may already know but overlook so read this as a powerful reinforcement for building business rapport.

The book is definitely worth reading.
It's pretty good, however I don't think its only about selling oneself. It's much about more than that. To a degree it is about good common sense which people somewhat lack today.
Each concept is briefly explained, typically over one or two pages. This is both a strength and a weakness - it gives the reader the highlights of many very important concepts in a nutshell; on the other hand, sometimes the message is not quite clear.
Read it! :-)

This book helped me to evolve and promote myself and my company without losing my integrity. It will teach you that it's not about catchy sales phrases but about who you are as a person. Read it before an interview or an annual review.

This book is about how to be successful in business by being successful with people. It's probably the best book I've ever read on the subject.

Harry Beckwith and Christine Clifford Beckwith are both accomplished marketers with eye-popping resumes. But what dazzled me most about their book is its simplicity. It has almost a stream of consciousness flow to it, a series of brief and loosely connected reflections on various aspects of selling yourself - communication, planning, attitude, techniques, listening, etc. Yet, in almost every reflection, the Beckwiths make incredibly important points.

"Do the big stuff, but master the small. People look at the small as telling evidence of your ability to do the big - and anything else." (p167)

"Your best stories are not about you; they are about them. Tell stories that make your clients the heroes, and make your prospects identify with them." (p85)

"keep your selling and thanking separate." (p 220)

Although I could have whipped through this book in an evening, I forced myself to slow down. There are so many good points to reflect on, you'll miss a great deal if you don't stop and think about how each idea relates to your business approach and work habits.

The book makes some good points. However it is filled with contradictions. An example is in toward the end of book, they say don't talk about politics. But in an earier relatively large section, they 'describe' how the democrats generally nominate intelligent candidtates, the republicans nominate those which are easy to like (implying the republicans lack the knowledge base of their counterparts). Irrespective of your opinion on the issue, if they don't take their won advice, why should anybody else.

Please, save yourself the money! You, Inc. is an OK book that covers a lot of basic information for people completely new to sales or a profession/career that does not deal routinely with people. I found the writing style no better than eight grade level. If you want a light read, and one with more humor that you can reference easily, I recommend Jeffrey Gitomer's books over this brochure by Beckwith. Thin self-help books like Beckwith's validate that money can be made by copying every other book on the market, slapping a 'sticky' title on the cover, and adding to the authors growing fortune. Please don't add to his already significant pile.

The book wasn't a waste of time. There were keen insights shared. My problem was that you had to turn too many pages to read them. As opposed to books such as Blink, or Made to Stick, this book seemed "cheap." Honestly, I felt like I was reading motivational literature.

Like Beckwith's other books (I've read them all), I really enjoyed it. For me, each book has built on the previous one. I also find Beckwith's books easy to read. It's as if they are written in "bite-size" pieces to be easily digested. :-) Once I get started, I have a hard time putting them down. I read You, Inc. in two sittings. My brain feels like it "ate too much!"

You, Inc. is another book I will highly recommend to my dental colleagues. Well, I've recommended ALL of Beckwith's books to my dentist friends! I think You, Inc. and What Clients Love are particularly well-suited for dentists. Both of them are "chock-full" of pearls. Both are books that should be read multiple times. And, I've used many of Beckwith's concepts in my website and my business.

Between my wife and me, our copy of You, Inc. has virtually doubled in thickness because of all the dog-eared pages. It won't even close normally!

You, Inc. was an outstanding read, and I know I'll be putting some of the ideas to work starting tomorrow!

Good book, with lots of wisdom and forgotten common sense. I enjoyed reading the book - very easy style and got pumped up with energy after reading. Brings to light lots of obvious things in life and business, which we tend to easily forget.

Sorry everybody but I didn't think this book was all that great. There really wasn't anything new in here that I haven't read or heard before. It seems like all books like this have the same ideas but put in someone else's words or through their own stories.

YOU

This book (I bought Audio Book for my car) Is an easy read/listen and has become one of my favorites.
A wealth of information and little nuggets to sell/present yourself.

I have already applied little things in my practice that made a difference and also will recommend this book for my business coaching clients.

Get it, you wont regret it.

This is a great book filled with memorable stories that help drive home the various lessons. I would recommend this book to just about anyone, regardless of where they may be in their career.

It's a great refresher on the fundamental interpersonal skills that we often take for granted in our day-to-day dealings with people. These are the skills that help us build lasting personal relationships and ultimately benefit us in both business and life over the long haul.

P.S. The use of stories makes the audio version is an extremely easy listen.

There is so much wisdom packed into this small book that no one in business should be without it. Not only does in include smart business and marketing ideas, it's a great source for people who have to communiate on a daily basis. I've read dozens of books to gain the same wisdom that this one book offers. I consider this book an outline all in one place of some of the most important wisdom needed to be successful in today's world. For people who hate to read because of all the overwhelming information out there, I think this one book says it all and very succinctly and it will keep your interest.
Bo Page, CT

The title was a bit of a turn off, but I liked Selling the Invisible and gave this a shot. Its a solid reminder of attributes that successful people have. Much of the advice is on the habits and activities that help you connect with others. They are substantive enough and presented in Beckwith's breezy but memorable writing style so that most anyone in business will benefit from reading this. There are a few points that seem shallow, but Beckwith addresses them candidly, and tries to provide advice based on integrity, not shallow manipulation. And let's face it, impressions sometimes are made in 30 seconds or less. So if some of what is here doesn't go as deep as we would like, we may have only ourselves to blame.

Very few books in my library were as influential as this one.

I love it when people list other books they like, so that I could quantify their review. So here goes mine: I put this book on same line with 7 Habits, Cashflow Quadrant, How to Make Friends, Think and Grow Rich. Essentially this is a basic book of effectiveness and personaly integrity/quality.

It is not a book about sales, it is a book about you. It uses sales as medium to explain communications in a business world. Its lessons, however, are as easily applied at work, if you are in a 9-5 job, with your friends, and even with your spouse. I vouch for all 3. It also made my own business more successful.

I picked this book up for two reasons: way it's written (very concise and easy to follow), and it was the cheaper of the two books I picked up from the shelf at the time. AM I GLAD I BOUGHT IT! As my title says, thisbook is now my number 1 gift to all people I care about: friends, associates, and even my customers. I've given a number of "Rich Dad, Poor Dad" books as gifts, a few "7 Habits" and to every child/teen I know a combo of "7 Habits for Teens" and "6 Important Decisions for Teens" (both by Sean Covey). This is now an even more favotire gift to give.

Quams? Just one. Too many good ideas in the book to remember. Even though at the end they start reminding you about early advice by calling it differently, but it's still not enough. I'd love to have a list at the end with summary of all the points the book made. It makes sense after you read it. You just want to pin it on the wall and read it every day.

God Bless Christine and Harry for putting this wonderful book together, and many happy healthy years to both of them.

As a technical professional, I found the insights in this book to be accessible and practical. I especially appreciated the sections on making a first impression and making your customer feel special. I look forward to applying these ideas to my own career.

At 25, and almost fresh out of school, it is helpful to read a book that tells me how to become a effective at being myself in the workplace. You, Inc. taught me that I am a corporation; that if I approach my work life as how I would approach a business, I can--and will--succeed.

You, Inc. is an easy read and a book of good information for everyone. The book is full of nuggets of information that will inspire you to pay closer attention to the small stuff in life.

Creating a better "you" is not done by being selfish. It is accomplished by listening, relating and communicating with others. Harry and Christine have shared much from their lives and their hearts to make this book a success.

If after reading a book you can walk away with just one view point or idea that inspires or enlightens, the book has succeeded. The Beckwiths do this time and again, delivering smart lessons in easily digestable sound bites. In this book, they shine a light on their own wisdom which has informed their own style. First, they aptly point out that everyone has to master the job of selling. Whenever you have to get the attention of someone, get them to understand and then get them to respond, you are selling. Sometimes you want to do that proactively and sometimes you have to do that just to be who you are, or as they say, "Some people will undervalue you. Make a plan to set them right."
When selling, you are not competing against others necessarily, but against distraction and stereotyping among other influences. Given that, the Beckwiths' very own style -- presenting captivating stories which consider by-necessity short attention spans -- demonstrates how to communicate in a way which sticks. Some of the other lessons on dressing and communicating are pretty fundamental. But all the other lessons stitched together create a message with heart: "if you are selling yourself, you are selling your spirit."

Harry and Christine's book is perfect for the newbie knowledge worker (KW), senior-level KW, middle manager, or C-level. They teach or remind us that "you are who are you" isn't effective in selling ourselves, but in sales and marketing, it's "you are who you appear to be." This is one book I recommend to all my friends and colleagues.

You, Inc. is really a great book. There is both good news and bad news about the book. It is extremely easy to read. You simply fly through the book. Which is good and bad. The lessons are so short and there are so many of them, it makes it difficult to absorb and remember all the great information.

But it is a book that you can pick up anytime and start reading anywhere in the book and find something valuable. All the lessons stand on their own. Harry presents over 150 ideas and lessons about how to make your business and/or yourself better.

If you are familiar with his other best selling works, "Selling the Invisible" and "What Client's Love", you will feel very comfortable with this book. (If you have not read these two book, I highly recommend them.)As you read the book, you will find yourself saying, "I know that." But as Harry instructs there is a huge difference between knowing and doing. And all too often, we think because we know, we do. As Beckwith points out, that is simply not the case.

Christine Beckwith, Harry's wife, contributes to the book. Her writing is a lot more personal and touching.

Harry gives a lot of insight into why we do the things we do. The book is filled with very valuable information and should be read ever so often as a refresher or reminder to do the things we know.

Well worth reading ... two or three times per year.

I love all of Harry's books, yet this one may be the best of them all. There are so many valuable tips and strategies to help anyone in any business. Some of it as common sense, and some are fresh ideas to think about. And, it is all well written. Simple and direct. Now, the key is to put all of this great information to work.

I love all of Harry's books, yet this one may be the best of them all. There are so many valuable tips and strategies to help anyone in any business. Some of it as common sense, and some are fresh ideas to think about. And, it is all well written. Simple and direct. Now, the key is to put all of this great information to work.

This is one of the top five business books I've read this year--and one of the easiest to read. Read it as a novel from cover to cover, or as a cookbook, dipping into sections of interest.

The title is deceiving. Selling often implies getting. You, Inc. is about giving. It is unlike Beckwith's previous bestsellers--it is less about processes and more about stories with a point the reader can apply

Above all else the book emphasizes the power of story. What do children want? Another story! What do they remember? Stories! As adults we're not much different. We are captivated by stories. Many of the authors' tips are related to cultivating the fine art of storytelling. And the author's demonstrate recursive ness--using the thing to teach the thing.

You'll be captivated by Morrie Wagener who built a wonderful series of auto dealerships--after first paying $2,000 to employees out of his own pocket to cover bounced checks his employer wrote. Or how a sandwich closed a sale worth $34 million--doubling the company's size in a day. Or how a "no" from both Larry Gatlin and Arnold Palmer became "yeses." All because of the homework that was done and because one of the authors had "paid it forward" over the years--and Palmer's oncologist saw the value of paying it back.

But as delightful as the stories are to read, read it for the lessons that will take you from where you are to where you want to be, for the right reasons--because you want to add value and make a difference.

This book can help you answer the question: What difference do you, you company, your product and/or your service make? And answering that will help you become a person of passion, and people connect with passion because we all want to feel excited about who we are, what we do, and the difference we make.

Armchair Interview says: A book about business--and your important role in it.

I like books that contain two voices but merge the perspectives: I learn more that way and the material is a lot more interesting. Imagine my happy surprise when I realized that You, Inc. not only has that feature but also combines the concepts for several books: one on sales; one on entering the workplace as a young person; and one on manners. The resulting mix is interesting and lively.

While many books about the business world are all about techniques, independent of your identify and values, the Beckwiths don't have that limitation. They see presenting yourself honestly and approachably as good for everyone.

The book is also deeper than many books that focus in those areas. You'll find lots of snippets of research information that properly reinforces their messages. For example, we tip more when people make us feel good than when we get great service. But how much time do most of us focus on how the other person is going to feel? Well, we should do so a lot more. In essence, a lot of this book is simply explaining the practical reasons why the Golden Rule (do unto others as you would have them do unto you) is so widely admired by various religions and ethical thinkers.

This book will make a great gift to any college or post-college soon-to-be-graduate who is looking for a job. It will be a lifesaver for people who find that they've stalled in their careers . . . or might even be on the downside.

I personally found that I could use the book as a sort of compass needle to help test if I'm relating well to others. I was helpfully reminded not to share with people too many things that I do (that will overwhelm and confuse them) and to act consistently.

I thought that Selling the Invisible was an exceptionally good business book. I suspect that You, Inc. will be a more helpful one because so many more people can use the advice in this valuable volume.

But if you are looking for ways to accomplish things other than rapport, you won't find much help here. So you'll need some other books. But that's all right. No one book can give you everything you need except the Bible.

I am a huge fan of Selling the Invisible and What Clients Love, I did not think that Harry could out-do himself--BUT HE DID! Christine's stories made it even better

I train and coach loan officers and real estate agents and each and every story and example easily translates to ANY business!

Consider this book your Ph.D in the Art of Selling Yourself!

Karen Deis, Karen@KarenDeis.com

Don't be deterred by the subtitle (initially I was) because, in fact, Harry and Christine Beckwith provide in this volume a wealth of invaluable insights concerning personal improvement as well as professional development rather than cynical self-serving strategies and tactics. They know exactly what Peter Drucker meant when he observed that "Each of us is a CEO." Moreover, they wholly agree with Bill George and countless others that the most effective CEOs are "authentic" leaders in that they demonstrate (in George's words) "the highest integrity, [are] committed to building enduring organizations...who have a deep sense of purpose and are true to their core values...who have the courage to build their companies to meet the needs of all stakeholders, and who recognize the importance of their service to society."

Moreover, this book is not - as at first I incorrectly assumed -- a significant departure from Harry Beckwith's previously published books. On the contrary, it is wholly consistent with the values he affirms in each. For example, except for commodities, I agree that people buy from other people, not from companies. When commodities are involved, competitors (e.g. Sam's Club and Costco) must "sell" themselves because their products and prices are about the same. In this volume, the Beckwiths point out that authentic people are credible - as are companies -- because they have earned respect and trust. What individuals "sell" may be invisible (decency, character, integrity, dependability, etc.) but authenticated or contradicted by their behavior. These are precisely the same values that Harry Beckwith affirms in his earlier works, notably Selling the Invisible and What Clients Love. As with most (if not all companies), whether or not an individual achieves success (however defined) will depend almost entirely by (a) what she or he does and, more importantly, (b) who he or she is. The standard of measurement is authenticity.

Of special interest to me are the "Successes and Delightful Failures" which the Beckwiths discuss (pages 275-306) because each focuses on basic human experiences with which any reader can identify. Better yet, with two exceptions (i.e. Larry Gatlin and Arnold Palmer), those involved will be wholly unfamiliar to almost all readers. They introduce us to them as if they were close personal friends of theirs. (In fact, they are.) The Beckwiths suggest that important life lessons can be learned from each of them and these lessons are best revealed within the narrative. The book ends with "three thoughts - no, three passionate convictions." And again, yes, I will not reveal them in this narrative. That would be like opening someone else's gifts.

However, although the Beckwiths have years of experience in sales and marketing, and are knowledge leaders in those separate but related "competitive sports," their book is only secondarily about selling and promotion. The primary focus is on personal development during the journey to self-fulfillment.

By the time the Beckwiths offer "three thoughts - no, three passionate convictions" as the book ends, they have made it crystal clear that each of us must be personally and fully accountable for what our life is...and isn't, for what our life becomes...and doesn't. During any "journey" of personal development and self-fulfillment, it really helps to have companions from time to time when help is needed.

Those who read this book will be grateful to have Harry and Christine Beckwith among their companions. And grateful to them for introducing them to others who also offer valuable insights: Larry Gatlin, Morrie Wagener, Arnold Palmer and "Dr. Buck," Sheryl Leach, "Bruce" from Procter & Gamble, Raphael Asti, and Gionanni Freeli. As readers then continue their own "journey," they will be grateful for the practical and principled wisdom the Beckwiths so generously share and, especially, for the pleasure of their company.

Boy voyage!

Those who share my high regard for this volume are urged to check out Bill George's Authentic Leadership as well as True North which he co-authored with Peter Sims. Also Michael Ray's The Highest Goal, James O'Toole's The Executive's Compass and Creating the Good Life, David Whyte's The Heart Aroused, Secrets of Success (an anthology of Fortune articles), David Maister's Practice What You Preach, and Success Built to Last co-authored by Jerry Porras, Stewart Emery, and Mark Thompson.

I am a business book junky, & Beckwith is the best fix in town. Of all the business books I have read, I consider his the most important. His points are easy to understand and implement. The book consists of mostly small easy to do tips, when combined, result in amazing changes. My only grievance is that there are some redundancies throughout his series of books such as the importance of communicating clearly, but a review is always nice. Highly recommend!

Best-selling authors Harry and Christine Beckwith are back with what will surely prove to be one of 2007's finest business books, YOU, INC.--The Art of Selling Yourself. Unlike so many other books of this genre, YOU, INC. does not talk "at" you; rather, it talks "with" you as if you're actually having a conversation with the Beckwiths over a cup of coffee in your living room. The 311-page book is filled with sage business, marketing and personal insight and advice. The authors skillfully share their thoughts about subjects such as planning and preparing, communicating, listening and speaking, relating, attitude and beliefs, tactics and habits, successes and delightful failures, and more. I found myself wishing to slowly read this book so that I could fully absorb each wonderful morsel Harry and Christine Beckwith have provided through their wise, thought-provoking book. My advice: buy one copy to read and one more so that you can mark up with your own personal notes and highlights. YOU, INC: The Art of Selling Yourself, provides the "meat and potatoes" we can all apply for successful personal and professional lives. The reader is truly the beneficiary of the authors' wealth of professional experiences, insights and counsel. I'm a better person for having read it.