Hot Leads...Cold Shoulders: The Essential Guide for Men Who Sell to Women

Robin Craig & Norma Ory

One of my fellow Rotarians in Arizona co-authored Hot Leads...Cold Shoulders, a guide for men doing business with women. This book is excellent reading for any man to help him be better prepared in his dealings with women, be it in professional or social settings. This sentence from their Introduction nails just why reading this book will benefit any man (and, I dare say some younger women): “Each time you interact with a coworker, someone in upper management, or a supplier, they’re deciding whether or not they want to work with you.”

Robin and Norma deal with things that I am sure every woman has wanted to tell a man – but felt it too personal. I found the book fascinating and think most women reading this book will think of several men she wishes HAD read it! Every young man coming out of high school or college would be well served to read (and keep handy to re-read) this book and take the advice of these two women. No matter how perfect a resume, the job may go to the young man who read and followed this book’s advice. (Great graduation gift.)

The authors are partners in Package You, a Scottsdale, Arizona consulting firm dedicated to creating great first and lasting impressions. This book is a result of their survey, their previous years in executive positions, as well as information gathered from consulting to businesses, and conducting seminars and workshops.

There is a whole chapter on “In a World of Words, the “Eyes” Have it,” which deals with how to make meaningful eye contact, listen with your eyes, maintain eye contact, and where NOT to look. Throughout the book examples are given. In this chapter they discuss behavior such as looking out the window, looking at someone else in the room, staring at her below the face (no matter what she is wearing) and how each of these actions diminishes your success with this woman.

The book jacket states that “Women are expected to control 60 percent of the country’s wealth by 2010, according to Business Week and Gallup. If your professional success depends on selling to or conducting business with women you must read this book!”

Most of the time I only read fiction and leave the non-fiction to Len, but knowing Robin, I wanted to read the book. It is a wonderful handbook. Now, if someone would just write a book about Courteous Driving...

Review by Dena Oppenheim