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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: David Simon
Publisher: Simon and Schuster
ISBN: 0757399231
Category : Self-Help
Languages : en
Pages : 145
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Book Description
We all know the Ten Commandments—and unfortunately most of us try to use the philosophy of "thou shalt not" (eat too much, work too hard, etc.) to command ourselves to make changes. David Simon, noted researcher and co-founder with Deepak Chopra of The Chopra Center, suggests a different path: instead of dwelling on the negative, embrace the positive and make commitments to live a better life. In doing so, we will transform our intentions (losing weight, spending more time with family, etc.) into concrete actions that will make change happen. This short, precise book is not a lecture, but a practical primer on thoughtful change. There is a continuing hunger for Eastern philosophy and spirituality among Westerners—finally, one of the West's top experts, who has been writing on, lecturing, teaching, and practicing Eastern thought for over three decades, has melded these principles with our core Western beliefs, giving us a new perspective on the basic way we live our lives. Key Features Very warm and engaging tone, excellent writing, and numerous anecdotes make for a very compelling reading experience. No "new thought" jargon: just precise, easily accessible advice. This is a breakout book. Helps us focus on the simplest answers, much in the tradition of books like Don't Sweat the Small Stuff. The ten step approach is familiar and comfortable. Small, inexpensive and beautifully packaged hardcover makes this a perfect gift or daily reader.
Author: Steve Morton
Publisher: CSIRO PUBLISHING
ISBN: 148630169X
Category : Science
Languages : en
Pages : 279
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Book Description
What are the 10 key issues that must be addressed urgently to improve Australia's environment? In this follow up to the highly successful book Ten Commitments: Reshaping the Lucky Country's Environment, Australia’s leading environmental thinkers have written provocative chapters on what must be done to tackle Australia's environmental problems – in terms of policies, on-ground actions and research. Each chapter begins with a brief overview of the 10 key tasks that need to be addressed in a given field, and then each issue is discussed in more detail. Chapters are grouped into ecosystems, sectors and cross-cutting themes. Topics include: deserts, rangelands, temperate eucalypt woodlands, tropical savanna landscapes, urban settlements, forestry management , tropical and temperate marine ecosystems, tropical rainforests, alpine ecosystems, freshwater ecosystems, coasts, islands, soils, fisheries, agriculture, mining, grazing, tourism, industry and manufacturing, protected areas, Indigenous land and sea management, climate change, water, biodiversity, population, human health, fire, energy and more. Ten Commitments Revisited is a must read for politicians, policy makers, decision makers, practitioners and others with an interest in Australia’s environment.
Author: Andy Crouch
Publisher: Baker Books
ISBN: 1493406558
Category : Religion
Languages : en
Pages : 202
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Book Description
Making conscientious choices about technology in our families is more than just using internet filters and determining screen time limits for our children. It's about developing wisdom, character, and courage in the way we use digital media rather than accepting technology's promises of ease, instant gratification, and the world's knowledge at our fingertips. And it's definitely not just about the kids. Drawing on in-depth original research from the Barna Group, Andy Crouch shows readers that the choices we make about technology have consequences we may never have considered. He takes readers beyond the typical questions of what, where, and when and instead challenges them to answer provocative questions like, Who do we want to be as a family? and How does our use of a particular technology move us closer or farther away from that goal? Anyone who has felt their family relationships suffer or their time slip away amid technology's distractions will find in this book a path forward to reclaiming their real life in a world of devices.
Author: Jim Dethmer
Publisher:
ISBN: 9780990976905
Category : Leadership
Languages : en
Pages : 361
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Book Description
You'll never see leadership the same way again after reading this book. These fifteen commitments are a distillation of decades of work with CEOs and other leaders. They are radical or provocative for many. They have been game changers for us and for our clients. We trust that they will be for you too. Our experience is that unconscious leadership is not sustainable. It won't work for you, your team or your organization in the long term. Unconscious leadership can deliver short term results, but the costs of living and leading unconsciously are great. Fear drives most leaders to make choices that are at odds with healthy relationships, vitality and balance. This fear leaves a toxic residue that won't be as easily tolerated in an increasingly complex business environment. Conscious leadership offers the antidote to fear. These pages contain a comprehensive road map to guide you to shift from fear-based to trust-based leadership. Once you learn and start practicing conscious leadership you'll get results in the form of more energy, clarity, focus and healthier relationships. You'll do more and more of what you are passionate about, and less of what you do out of obligation. You'll have more fun, be happier, experience less drama and be more on purpose. Your team will get results as well. They'll be more collaborative, creative, energized and engaged. They'll solve issues faster, and once resolved the issues won't resurface. Drama and gossip will all but disappear, and the energy and resources that fueled them will be redirected towards innovation and creativity. Any one of these commitments will change your life. All of them together are revolutionary. Leaders who practice the 15 commitments: - End blame and criticism - Speak candidly, openly and honestly, in a way that invites others to do the same - Find their unique genius - Let go of taking everything-especially themselves and their problems-so seriously - Create win for all solutions - Experience a new relationship to time and money where there is always enough What do you need to bring to the table? Be curious. Sounds so simple, and yet in our experience it's a skill few have mastered. Most of us are far more interested in being right and proving it, than we are in learning, growing and shifting out of our old patterns. By default we gravitate towards the familiar. We're asking you to take a chance and explore the unfamiliar. You'll get scared and reactive. We all do. So what? Just stay curious and let us introduce you to a whole new world of leadership.
Author: Sam Silverstein
Publisher: Sound Wisdom
ISBN: 1640950176
Category : Business & Economics
Languages : en
Pages : 168
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Book Description
What if the secret to being your best, attracting people and leading people was merely knowing what, why and how to commit to people? All you have ever wanted was to have more meaningful relationships, attract others to your cause and be able to make a difference in the lives of the people around you. You can have all this and more when you harness the power of the commitment. No Matter What starts with a simple “Yes” that forms a commitment you make to yourself and to the people around you. You will discover that, No Matter What, you will be able to: Make your word your bond Know and live your values Help people be their very best Create a good reputation in a troubled world Develop and sustain sound financial principles No Matter What is simple, powerful and life changing. When you start right now you will be committing to a better future for yourself and the people around you, No Matter What! For over 25 years, Sam Silverstein has helped people and organizations be the very best they can be. Sam will share the truth of what accountability is, why it is the most powerful change agent in existence and how you can harness the power of commitment in 10 specific and defining areas. Sam has worked with companies, government agencies and individuals around the world helping them create their best possible self through the power of accountability. Thousands of people have put Sam’s philosophies and tools to work as they have grown and prospered.
Author: Josh McDowell
Publisher: Harvest House Publishers
ISBN: 0736953841
Category : Religion
Languages : en
Pages : 194
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Book Description
Child rearing has never been easy, and if you’re a dad today, trustworthy advice on good parenting and godly parenting skills can be hard to find. Author and speaker Josh McDowell has spent over 50 years successfully working with young people, including raising his own four children. He mentors you in guiding your children into 10 practical life commitments that will enable them to confidently face a scary world and an uncertain future. You can help your kids know how to love God, love themselves, and love others make right choices resolve conflict and respond properly to authority understand sex and relationships as God designed them deal humbly with success and graciously with defeat Leading your kids with God’s wisdom and practicing good parenting skills is the best way to love them. 10 Commitments for Dads gives you a straightforward, concise resource for keeping your children in the center of your heart.
Author: Philip J. Barker
Publisher: Psychology Press
ISBN: 9781583918005
Category : Medical
Languages : en
Pages : 312
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Book Description
Based on extensive research, The Tidal Model charts the development of this model of care, outlining its theoretical basis and including clinical examples to show the benefits of encouraging the client's greater involvement in their treatment.
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 073521168X
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
Author: CSIRO Publishing
Publisher: CSIRO PUBLISHING
ISBN: 0643097155
Category : Business & Economics
Languages : en
Pages : 264
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Book Description
A book that is a "must read" for politicians, policy makers, practitioners and others with interests in Australia's environment.
