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Reviewed by Asher Syed for Readers' Favorite
It Begins with Please and Doesn't End with Thank You: Transforming Business Etiquette Into Sales Performance by Edwin P Baldry is a self-help guide with the intent of refocusing the mindset to one of the simplest, most effective means of engaging with natural politesse. Over the course of four distinct and interconnected parts, Baldry breaks down the core components of his method and the means to execute them with a straightforward, no-nonsense writing style. These include but are not limited to areas such as the foundation of the F.A.C.E. acronym, structured to hone a frame of mind and consistent daily outlook; being prepared with common courtesies and skills to build rapport; performance management through positive energy; and communication across multiple mediums.
Edwin P Baldry lays all his cards on the table and invites readers to a masterclass on salesmanship in It Begins with Please and Doesn't End with Thank You. I grew up in a household with a pharmaceutical sales rep, back in the day when information on prescription drugs was limited to what a rep conveyed to a doctor. The internet was still two decades away and the congeniality of the craft was simply the way business was done. Somewhere along the way, the everyday American lost sight of personalized attention and graciousness, and the disconnect became so wide that men like Baldry became something of a novelty. The stories he uses from his own experience tie together an already deeply woven manual of cordiality. The standout chapter to me is on active listening. For the most part, people tend to “listen” in a way where, really, they are just waiting for their turn to talk. Long out of the sales game, I can honestly say this book parleys handily into everyday living. An overall well written and insightful book with a great deal to offer.