Customer Reviews

The Hourglass Principle: Maintaining Your Integrity in Life by Managing the Middle

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With the constant revelations of unethical behaviors in the marketplace, Ray Kelly in his book, "The Hourglass Principle," demonstrates how sales people can be ethical both in business and in life by managing through the middle. The summary chapter is a good place to begin to understand that "your integrity is the only trait that moves with your from career to career." Through out the book, Ray shares personal stories as well as spiritual passages. This is a very good book to better understand that to increase sales begins with you, your beliefs and your behaviors. Leanne Hoagland-Smith, sales coach and author of be The Red Jacket in a sea of gray suits.

While "The Hourglass Principle" is primarily for Sales professionals, Ray successfully makes the book applicable for everyone's personal life as well as their career, whatever the focus. We are all sales representatives for our employers, no matter our role. People often think of sales as cold calls and slick talkers. That couldn't be farther from the truth. Sales is all about building relationships, and a big part of that is listening and understanding. The best sales people are those that listen and understand right at the middle of the hourglass. They know the needs of their customers, and the same goes for their employers. To have successful long term relationships you must find the right balance and make sure those two needs are met.

To be successful in sales, and in life, you need to have integrity. People need to trust you, and integrity is something that money can't buy. Nor can it be easily repaired if damaged. Throughout his book, Ray weaves in the "what" and the "how". The "what" being the skills, competencies, and moral standards you need. The "how" being the techniques he masterfully demonstrates to help you achieve success.

Outstanding book, and though a quick read, it's one to be referenced for years to come.

I would definitely recommend this book to anyone that is looking for a novel approach to sales. It was written in a clear and comprehensive way and provided me with tool and concepts that I could apply immediately. I have been in sales for 6 years and am always looking for ways to enhance my ability to close the deal and improve my numbers. I love the fact that throughout the book he has woven the concept of integrity. The biblical references were also a novel approach to the business of sales. Even if you are not a Christian, I think that the book is one that you can gain a lot of information and insight from. Thumbs up for The Hourglass Principle.

Ray Kelly has done a wonderful job of bringing the joy and integrity back into the sales profession. This book is a good choice for the new salesperson, as well as a refreshing reminder to the professional salesperson. It's a must read to any sales training program. I personally enjoyed the scripture references to support the messages, while at the same time not being "preachy." The book is a quick read with easy-to-follow sections, headings, sub-headings and tip boxes. Nice job Ray!
-- Tiffanie Z. Lyon, Sales Expert, Author and Professional Speaker

A must read book for any professional, The Hourglass Principle provides masterful techniques for achieving success while still maintaining honesty and integrity. A proven sales expert, Ray Kelly shares his lifetime of experience with readers explaining effective, faith-based approaches to selling, overcoming objections and dealing with dishonesty. Kelly's techniques are as applicable to the sales profession as they are to everyday life, proving the book's value to any reader.

There are many books and articles on sales, yet this one offers a slightly different approach. Anecdotal in approach, it offers a solid review of sales fundamentals in 5 easy to read chapters. I found the review of four skill levels to be interesting and the author's success examples are easy to follow and transfer.

Mr. Kelley is a Christian and readers should be aware that his beliefs in sales are reinforced by quotations from some Bible verses, particularly relating to issues on ethics, integrity and values.

I particularly liked the brief messages highlighted in boxes throughout the book that reinforced what he feels are important points.

Feedback is always welcome
John Hogan
HoganHospitality com
HospitalityEducators com

"Your integrity is the only trait that moves with you from career to career." These words come near the end of one of the most powerful books on sales, professionalism and 'standing in the gap' between company and customer that I have ever read. It should be the 'textbook' for every sales organization and required reading for every student working towards an MBA. Solid principles in how to serve people, hold to your personal values and ethics, seeing both company and customer for the potential they hold, not just for product or payment.
This small book is loaded with clear guidance for everyone who desires to do work in a way that brings them personal fulfillment and honors the 'other' by serving them in a whole-hearted way.
I recommend this to anyone who stands 'in the middle' between product and people. This would make a fantastic church group study for young entrepreneurs seeking to build a business on core Biblical principles. Pastors...you might also gain some new insights as you 'stand in the gap'!

I enjoyed reading The Hourglass Principle so much that I have encouraged a dozen peers to read it ASAP.
It's filled with so many ideas and reminders, that I believe it will be difficult to put this book down for the night.
Ray Kelly III did a great job with this - and I encourage you to read it!

The Hourglass Principle is a must-read for those in sales and management who want to work in their profession with Principles. Kelly makes a great case for "managing in the middle" and gives terrific insight into the process of achieving balance in those gray periods of time when integrity can slip away or be rationalized away.

The book is insightful, uses scripture passages in interesting ways and give grounding principles for success.

Kelly gives us a real world perspective on how to use our principles in times when it would be easier to sweep them under the rug.

Ray (a fellow Texan - it turns out) talks alot about how to be a good salesperson who adds value in the universe, and he peppers his tome with quotes from Christian scripture. My favorite part is the 'mea culpa' story about how he quit that car business after charging what may have been more than was appropriate to a young couple for a new car with all the options.

I'm so tired of salesbooks written by people who make no mistakes.

Ray is very human. You'll like this book.