I’ve read most of this book and it seems to really nail its niche.

Unfortunately, I don’t work in a group that sells large value contracts / items / products, which is what this book is all about.

It basically says, don’t try to ‘close’ so early in the process.

Closing early & often works well on small sales, but not large engagements.

A must read for startup entrepreneurs.

Also check out the free manifesto outlining its ideas, available at ChangeThis.com.

It’s interesting to read how the founder of EST (eventually became the Landmark Forum) came about developing his program. (they’re called Large Group Awareness Training programs by some)

But basically… he read a lot of personal development material by people like Napoleon Hill and Maxwell Maltz.

Also studied things like Zen Buddhism, etc.

Eventually he combined all this into a weekend course that went on to become EST and the Landmark Forum.

Kind of the Japanese version of ‘Art of War’, only more succinct and geared for the individual as opposed to state rulers.

A good read.

Nietzsche kinda sucks you in.

If you are not very religious and are more of a realist / nihilist (even if you don’t know what that means), I can see how Nietzsche could almost become an areligious “religion” for some people. ... that and the whole ‘God is dead’ thing would tend to piss off the Church.

If you are tempted to adopt Nietzsche’s writings as your de-facto nihilist ‘religion’, I would advise also looking into Zen Buddhsim (Alan Watt’s writings, specifically).

Zen is (imho) very much nihilistic / scientifically-based (like Nietzsche), only it takes a much more positive outlook on life.

I picked up a copy of this in NYC at a Goodwill when I was living there for a month, trying to figure out what I wanted to do with my life.

Having gone through a similar stage in my life (down times, existential crises, etc.), finally having read this was a cathartic experience.

I’d also recommend A Million Little Pieces and Catcher in the Rye (probably read this, eh?) if you enjoyed The Bell Jar.

Not as good as Guns, Germs & Steel but still worth a read or a skim-through.

I had heard about this book a while ago.

The name has always put me off. I believe that’s why it hasn’t persisted and gone on to become a Great Classic like “Think and Grow Rich” for example.

But the ideas are solid and just as applicable today as they were 40 years ago.

Despite the goofy sounding name, it’s really all based around Psychology, self-image, etc.

I actually didn’t slug through the whole book but instead picked up some audio CDs with Dan Kennedy on there as well.

This book is a must read for anyone who wants to start their own small business.

It may not be for the high-tech startup types… but has some valuable lessons for just about everyone relating to starting & growing a business.

Actually read this before reading David Allen’s ‘Getting Things Done’.

In many ways, this book has tips that Allen’s does not, since GTD is more of a system as opposed to a list of specific tactics.

All in all, worth a read.