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Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
Get Book Here
Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Rosebud Ben-Oni
Publisher: Alice James Books
ISBN: 1948579499
Category : Poetry
Languages : en
Pages : 88
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Book Description
A fascinating blend of poetry and science, Ben-Oni’s poems are precisely crafted, like a surgeon sewing a complicated stitch. The speaker of the collection falls ill, and takes comfort in exploring the idea of “Efes” which is “zero” in Modern Hebrew, using that nullification to be a means of transformation.
Author: Joao Gama
Publisher: CRC Press
ISBN: 1439826129
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
Since the beginning of the Internet age and the increased use of ubiquitous computing devices, the large volume and continuous flow of distributed data have imposed new constraints on the design of learning algorithms. Exploring how to extract knowledge structures from evolving and time-changing data, Knowledge Discovery from Data Streams presents
Author: Kenneth J. Varnum
Publisher: Facet
ISBN: 9781783300969
Category : Copyright
Languages : en
Pages : 296
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Book Description
The pace of change in recent decades has been dizzying. An index of books was a static item; discovery might require searching several places to find both the index and the item. Now the variety of materials managed and collected by individual librarys is expansive, and the concept of "discovery" can cover hundreds, thousands or even billions of items. Where is "discovery" going... and how will it change your life?
Author: John A. Beck
Publisher: Our Daily Bread Publishing
ISBN: 1627074279
Category : Religion
Languages : en
Pages : 592
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Book Description
With scores of full-color maps, photographs, detailed commentary, and much more, the Discovery House Bible Atlas helps you grasp the vital connection between the land of the Bible and the teachings and events of Scripture. Covering the full sweep of the Holy Land--the Coastal Plain, the Central Mountain Range, the Jordan Valley, and the Transjordan Plateau--this fascinating volume provides big-picture and on-site views that bring new vibrancy and meaning to God’s Word. From little-known cities to famous landmarks, you’ll learn the significance of these locations and why, even today, they are relevant to your relationship with the Lord.
Author: Richard D. Wright
Publisher: Oxford University Press
ISBN: 0195352017
Category : Psychology
Languages : en
Pages : 494
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Book Description
Paying attention is something we are all familiar with and often take for granted, yet the nature of the operations involved in paying attention is one of the most profound mysteries of the brain. This book contains a rich, interdisciplinary collection of articles by some of the pioneers of contemporary research on attention. Central themes include how attention is moved within the visual field; attention's role during visual search, and the inhibition of these search processes; how attentional processing changes as continued practice leads to automatic performance; how visual and auditory attentional processing may be linked; and recent advances in functional neuro-imaging and how they have been used to study the brain's attentional network
Author: Dan Mercea
Publisher: Taylor & Francis
ISBN: 1000849643
Category : Political Science
Languages : en
Pages : 229
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Book Description
In many countries, movement parties have swayed large tracts of the electorate. Contributions to this edited book reflect on the place of movement parties in democratic politics through analyses of their communication. Reviewing evidence from several countries including cases from Europe, Australia and India where movement parties have gained ground in politics, this book illuminates the important role that communication has played in their rise as well as the issues surrounding it. Movement parties have expressed greater sensitivity to neglected issues, a commitment to renewing links with marginalized social groups through more direct—chiefly online—communication with them as well as an ambition to overhaul both the party organization and the political system. In doing so, they have signalled a desire to disrupt and reimagine politics. Yet, the critical examination of their efforts—and of the communication environment in which they operate—against questions regarding the quality of democracy—throws into relief a mismatch between a participation-oriented rhetoric and concrete democratic practices. Accordingly, contributions draw attention to disconnections between a professed need for more immediate and greater participation in movement party organization and policymaking, on the one hand, their organizational practices and the communication of parties, leaders, and supporters, on the other. This book was originally published as a special issue of the journal, Information, Communication & Society.
Author: Venkatesh Narayanamurti
Publisher: Harvard University Press
ISBN: 0674974158
Category : Science
Languages : en
Pages : 177
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Book Description
Cycles of Invention and Discovery offers an in-depth look at the real-world practice of science and engineering. It shows how the standard categories of “basic” and “applied” have become a hindrance to the organization of the U.S. science and technology enterprise. Tracing the history of these problematic categories, Venkatesh Narayanamurti and Toluwalogo Odumosu document how historical views of policy makers and scientists have led to the construction of science as a pure ideal on the one hand and of engineering as a practical (and inherently less prestigious) activity on the other. Even today, this erroneous but still widespread distinction forces these two endeavors into separate silos, misdirects billions of dollars, and thwarts progress in science and engineering research. The authors contrast this outmoded perspective with the lived experiences of researchers at major research laboratories. Using such Nobel Prize–winning examples as magnetic resonance imaging, the transistor, and the laser, they explore the daily micro-practices of research, showing how distinctions between the search for knowledge and creative problem solving break down when one pays attention to the ways in which pathbreaking research actually happens. By studying key contemporary research institutions, the authors highlight the importance of integrated research practices, contrasting these with models of research in the classic but still-influential report Science the Endless Frontier. Narayanamurti and Odumosu’s new model of the research ecosystem underscores that discovery and invention are often two sides of the same coin that moves innovation forward.
Author: Teresa Torres
Publisher: Product Talk LLC
ISBN: 1736633317
Category : Design
Languages : en
Pages : 201
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Book Description
"If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you.
Author: Christopher Mole
Publisher: OUP USA
ISBN: 0195384520
Category : Philosophy
Languages : en
Pages : 199
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Book Description
This book presents a theory of attention. According to this theory the relationship between attention and the processes executed in the brain is analogous to the relationship between unison and the processes executed by individual members of an orchestra: Just as no subset of the players in an orchestra can be identified as the ones responsible for unison, so there are no particular processes in the brain that are the implementers of attention. If this is right then attention belongs in the metaphysical category of ‘adverbial phenomena’, and so is not the sort of thing that can be explained by identifying the processes that constitute it. The book therefore provides a case study of the ways in which metaphysical questions and questions about psychological explanation can interact. It also explores the prospects of using the theory of attention to cast explanatory light on consciousness and on the contentfulness of thought.
