Yes Is More
Tangible and Timeless Ways to Differentiate Yourself from Your Competitors
by Howard L. Brown
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Pub Date Jul 07 2020 | Archive Date Apr 05 2021
Greenleaf Book Group | An Inc. Original
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Description
Saying YES instead of no—and being ready to show the customer you’ll go the extra mile—is successful businessman Howard Brown’s answer. He should know. He built and sold three thriving office supply companies, going up against big-time competition and winning every time. In Yes Is More, Brown shows you how to create a unique added value—that something special for your customers—that will make your business stand out from all the rest, no matter what you’re selling!
In the end, and in good times and bad, loyalty to your employees, your manufacturers, and your customers—along with that unique something special—will always lead your company to a place at the top. In a friendly, matter-of-fact style, Howard Brown shares and elaborates on classic and actionable personal wisdom that is never off-trend when you’re in the pursuit of outstanding profits and impressive success.
Insights and important points include—
• You can never have enough good people.
• When you find good people, take care of them so they will stay.
• Whatever you put into relationships will benefit you in the end.
• Lead by example.
• Know every aspect of your business, and make sure you can do everyone’s job.
• Don’t ask people to do anything you are not prepared to do yourself.
Entrepreneurs and aspiring entrepreneurs of all stripes will come away with valuable tips from a real professional, and they’ll thank Brown for the time he put into this very individual book about saying yes and making it big. This is time-honored, tried-and-true advice that never fails.
Advance Praise
“As a salesman himself, Howard always cared about the salesmen. He always believed that the more a salesman makes, the more the company makes. No matter what a customer asked for, Howard never said no. He believed ‘make the sale, make the commitment, and then make it happen.’ And he always found a way to make it happen.”
—BARRY GINSBERG, Senior Business Consultant, HiTouch Business Services
“Howard makes a deal, shakes your hand, and the deal is done. He is the consummate salesman who would never say no to a customer.”
—GEORGE GOLDBERG, Vice President, Business Development, HiTouch Business Services
“He’s one of the best salespeople I’ve ever met. He built a good management team. He was loyal to them, and they were loyal to him, and that was a very big factor in his success. He’s very community-minded, which is good for the community and good for business.”
—STEVEN GOLDMAN, Attorney, Kramer Levin Naftalis & Frankel LLP
“Howard taught me to always surround myself with very strong leaders, so that I could focus on doing business. He believed that if you’re not out selling and marketing your business, you’ve got problems. He always said, ‘Bring on talent early. Continue to bring on talent.’”
—GLENN POPOWITZ, President, Direct Supplies Warehouse
“Howard’s passion is obvious, and he’s got great business sense. He’s the best closer I’ve ever known. He taught me how to run a business, that you have to have a good cause and you have to believe in it. You have to see customers all the time, and you have to understand your customers.”
—MIKE PALMER, COO, HiTouch Business Services
“Howard said, ‘When the customer wants something, get it done. I don’t care if you have to go to another stationer or a store and buy it, I’ll reimburse you. Let’s show them unbelievable service.’ Whatever the customer wanted, that was the attitude.”
—CHARLES KAUFFMAN, Vice President, Business Development, HiTouch Business Services
“Howard always surrounded himself with good people. He was always able to accomplish his goal of moving the business forward. If he saw that you had a good work ethic and you fit his model, then you were in. I think that’s why he kept going back to the same people, because those were the people who were going to produce for him. If you had a good track record with him, he wanted you to work for him again. And people did, at two or three different companies.”
—MARYLOU MORGAN, Vice President, Business Development, Regional VP, Sales Northeast, HiTouch Business Services, New York and New Jersey
“Howard taught me to look at a relationship with a client, or at the business as a whole, and not get lulled into thinking that things are going well just because sales are increasing. He believed you can’t just take a top-level look; you have to look all the way down to every piece of your company and make sure they’re all moving forward.”
—DEBBIE LAFFERTY JONES, Senior Vice President, HiTouch Business Services
“Howard’s mantra was, ‘We’re going to say yes and we’re going to figure it out later.’ That’s why our company was different. That’s why Howard has always been successful—because Howard is a little bit of a risk-taker.”
—JOHN FRISK, President & CEO, HiTouch Business Services
Marketing Plan
National trade marketing and sales campaign
Custom targeted outreach to digital influencers Targeted podcast media campaign and interviews
Advance distribution of Digital ARC via NetGalley to reviewers, bloggers, journalists, librarians, booksellers, and media
Online marketing campaign including targeted advertising, advance giveaways, and trade advertising
Available Editions
| EDITION | Other Format |
| ISBN | 9781733478120 |
| PRICE | $23.95 (USD) |
| PAGES | 176 |
Available on NetGalley
Featured Reviews
Dora Archie O, Reviewer
This book gives a personal approach to business and leadership. I love how the author emphasized the need to respect, love and more so interact with people- it seems that most books on business mention this but rarely do they delve into forming and sustaining these relationships.
Thanks Netgalley for the eARC.
Mana M, Reviewer
"We’re going to say yes and we’re going to figure it out later." What a fresh approach. Howard believed in company and people, no matter what a customer asked for, he never said no.
Great book about leadership (by example) and business.
I highly recommend it.
***Thanks NetGalley!***
Darya Y, Reviewer
I found this book very interesting and inspiring. A lot of lessons throughout author's entrepreneurial journey. Every journey has its start and the way it develops but it is always interesting to learn from others.
Jennifer P, Media/Journalist
Howard L. Brown is not creating a brand new mindset, disrupting the status quo with a mind-blowing algorithm, or trying to give you a motivational speech with a revival meeting jolt.
Brown delivers the way to grow business and create a loyal customer base who will do the evangelizing for you with common sense tactics learned from his father.
Some of the Insights and important points from "Yes Is More"
• You can never have enough good people.
• When you find good people, take care of them so they will stay.
• Whatever you put into relationships will benefit you in the end.
• Lead by example.
• Know every aspect of your business, and make sure you can do everyone’s job.
• Don’t ask people to do anything you are not prepared to do yourself.
This may be a bit too straight forward and sensible for today's business gurus, mavens, leaders, sharks, etc., yet it works. And that's what we want, right?
Media/Journalist 81423
The readability and writing of this author felt like reading from a friend, even though I had never met or even heard of the author before. His stories were comfortable like spending time with an old friend as they imparted wisdom about business to me.
Readers who liked this book also liked:
Feng Zhu; Bonnie Yining Cao
Business, Leadership, Finance, Professional & Technical, Science
