272 pages, 9.5 × 6.4 × 0.9 in
March 1, 2011
The Crown Publishing Group
The following ISBNs are associated with this title:
ISBN - 10: 0307587959
ISBN - 13: 9780307587954
About the Book
In "Tell to Win," Peter Guber masterfully demonstrates that telling purposeful stories is the best way to persuade, motivate, and convince who you want to do want you need.--President Bill Clinton.
Read from the Book
CHAPTER ONEIt's the Story, StupidThe boom in Vegas was our golden ticket. This thought propelled me up the Strip to meet with the city's political gatekeeper, Mayor Oscar Goodman. As chairman of Mandalay Entertainment Group, I was determined to ride the momentum that had turned Sin City family-friendly. So many new residents had been drawn to Las Vegas in the early 2000s that the construction crane was laughingly referred to as the city's official bird, and all this wholesome expansion virtually guaranteed the business home run that I was about to deliver for my company's professional baseball division.Our proposition: to build the ultimate state-of-the-art ballpark in the entertainment capital of the world. Our agenda: to elevate our sports entertainment business onto the national stage. Our success hinged on my ability to persuade Las Vegas's chief politician to lead the campaign for a municipal bond to fund this multimillion-dollar civic project. But since this huge, iconic city currently had no quality professional stadium, let alone the kind of cutting-edge venue that was Mandalay's specialty, my proposal had to be a no-brainer for the mayor. Or so I thought.Mandalay Baseball at the time owned five professional minor-league franchises across the country, including Single-A, Double-A, and Triple-A teams, and our partners included basketball superstar Magic Johnson; Heisman Trophy-winner Archie Griffin; and Tom Hicks, owner of the Texas Rangers. There's nothing minor about
From the Publisher
Today everyone – whether they know it or not – is in the emotional transportation business. More and more, success is won by creating compelling stories that have the power to move partners, shareholders, customers, and employees to action. Simply put, if you can’t tell it, you can’t sell it. And this book tells you how to do both.
Historically, stories have always been igniters of action, moving people to do things. But only recently has it become clear that purposeful stories – those created with a specific mission in mind – are absolutely essential in persuading others to support a vision, dream or cause.
Peter Guber, whose executive and entrepreneurial accomplishments have made him a success in multiple industries, has long relied on purposeful story telling to motivate, win over, shape, engage and sell. Indeed, what began as knack for telling stories as an entertainment industry executive has, through years of perspiration and inspiration, evolved into a set of principles that anyone can use to achieve their goals.
In Tell to Win, Guber shows how to move beyond soulless Power Point slides, facts, and figures to create purposeful stories that can serve as powerful calls to action. Among his techniques:
*Capture your audience’s attention first, fast and foremost
*Motivate your listeners by demonstrating authenticity
*Build your tell around “what’s in it for them”
*Change passive listeners into active participants
*Use “state-of-the-heart” technology online and offline to make sure audience commitment remains strong
To validate the power of telling purposeful stories, Guber includes in this book a remarkably diverse number of “voices” – master tellers with whom he’s shared experiences. They include YouTube founder Chad Hurley, NBA champion Pat Riley, clothing designer Normal Kamali, “Mission to Mars” scientist Gentry Lee, Under Armour CEO Kevin Plank, former South African president Nelson Mandela, magician David Copperfield, film director Steven Spielberg, novelist Nora Roberts, rock legend Gene Simmons, and physician and author Deepak Chopra.
After listening to this extraordinary mix of voices, you’ll know how to craft, deliver -- and own – a story that is truly compelling, one capable of turning others into viral advocates for your goal.
About the Author
PETER GUBER has had an extraordinarily varied and successful career, serving as Studio Chief at Columbia Pictures; Co-Chairman of Casablanca Records and Filmworks; CEO of Polygram Entertainment; Chairman and CEO of Sony Pictures; and Chairman and CEO of his current venture, Mandalay Entertainment Group. Among the award-winning films he has produced or executive produced are “Midnight Express,” “The Color Purple,” “Gorillas in the Mist,” “Batman,” and “Rain Man.” Guber is the co-owner of the NBA's Golden State Warriors and oversees one of the largest combinations of professional baseball teams and venues nationwide. He is also a longtime professor at UCLA, a Harvard Business Review contributor, and a thought leader who speaks at numerous business forums around the country. For more about Peter Guber and the power of purposeful story telling visit TelltoWin.com.
“In Tell to Win, Peter Guber demonstrates that telling purposeful stories is the best way to persuade, motivate and convince who you want to do what you need.”--President Bill Clinton“Tell to Win gives great insight into why good storytelling skills are essential for a successful leader. It’s both an engaging read and a great practical guide on how to listen, prepare and marshal facts to tell the right kind of story to the right audience.”--Robert A. Iger, President and Chief Executive Officer, The Walt Disney Company“Peter Guber has a deep understanding of the lure of story and its capacity to transform…Inhale this book so that you may breathe energy and purpose into the lives of others."--Muhammad Yunus, Winner of the 2006 Nobel Peace Prize, author of Banker to the Poor"If anyone knows how to survive in business, it's Peter. This book is a manual for that. It gives you the two keys to success -- first, everything starts with a good story, and second, don't drop names (actually Frank Sinatra told me that)."--George Clooney“Incredibly insightful…gets to the heart of why some entrepreneurs who start with a pile of money fail utterly and why others who begin with nothing succeed spectacularly. It’s not enough to have a vision or even talent. You need to get others to see the world through your eyes, to buy into your dream…Peter Guber understands that, and in this book he shows you exactly how to do it.”--Ian Schrager, Chairman and CEO of Ian Schrager Company, and Co-Founde