Q: Why is this book different from the thousands of other business books available today?

A: The mere fact that it is not presented as a "know it all book" is difference enough, but the true difference is its the Socratic approach. It allows the reader to solve their our problems. It is written in such a way the reader is compelled to review their own work behavior.

While the setting of the book is sales it transcend all functions in an organization. Schoolteachers have even commented on the introspection that they experienced while reading it.

Q: After reading this book, core competencies seem so easy to identify and change. Are they really?

A: Thanks that’s an easy one. Actually they are easy to identify, but hard to change because they are so closely aligned with one’s ‘work personality.’ Most of us entered the business world in our early twenties. We were coachable and pliable. For those of us in our middle years, we have been fighting the daily battles.

It stands to reason that we have changed somewhat in the last twenty or so years. That means that our perspective has certainly changed and defensive walls have been built. Those walls affect our behaviors.

Furthermore, the recent roaring 90’s hasn’t help either. Many workers were enticed by huge compensation packages.

Employees job-hopped for 20, 30 and 40 % pay increases. It was an unsustainable job market, but it continued for so long that I feel it actually may have had lasting effects on the workplace.