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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: Doris Kearns Goodwin
Publisher: Simon and Schuster
ISBN: 1439188580
Category : Biography & Autobiography
Languages : en
Pages : 255
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Book Description
By the award-winning author of Team of Rivals and The Bully Pulpit, Wait Till Next Year is Doris Kearns Goodwin’s touching memoir of growing up in love with her family and baseball. Set in the suburbs of New York in the 1950s, Wait Till Next Year re-creates the postwar era, when the corner store was a place to share stories and neighborhoods were equally divided between Dodger, Giant, and Yankee fans. We meet the people who most influenced Goodwin’s early life: her mother, who taught her the joy of books but whose debilitating illness left her housebound: and her father, who taught her the joy of baseball and to root for the Dodgers of Jackie Robinson, Roy Campanella, Pee Wee Reese, Duke Snider, and Gil Hodges. Most important, Goodwin describes with eloquence how the Dodgers’ leaving Brooklyn in 1957, and the death of her mother soon after, marked both the end of an era and, for her, the end of childhood.
Author: Heather Thompson Day
Publisher: InterVarsity Press
ISBN: 0830847774
Category : Religion
Languages : en
Pages : 220
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Book Description
What do you do when it seems like everybody else is getting their dreams and you're not? Heather Thompson Day shows us what we can do to shape ourselves while waiting, so we are ready when it's our turn. Unpacking comparison and instant gratification, she teaches how we can cultivate perspectives and practices that help us trust God while we're waiting for our turn to come.
Author: Habib Fanny
Publisher:
ISBN: 9781976715136
Category :
Languages : en
Pages : 258
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Book Description
Two average Americans from either side of the political divide answer the same political questions from their unique perspectives.
Author: Elly Swartz
Publisher: Farrar, Straus and Giroux (BYR)
ISBN: 0374303134
Category : Juvenile Fiction
Languages : en
Pages : 303
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Book Description
To twelve-year-old Molly Nathans, perfect is: —The number four —The tip of a newly sharpened No. 2 pencil —A crisp white pad of paper —Her neatly aligned glass animal figurines What’s not perfect is Molly’s mother leaving the family to take a faraway job with the promise to return in one year. Molly knows that promises are sometimes broken, so she hatches a plan to bring her mother home: Win the Lakeville Middle School Poetry Slam Contest. The winner is honored at a fancy banquet with white tablecloths. Molly is sure her mother would never miss that. Right...? But as time passes, writing and reciting slam poetry become harder. Actually, everything becomes harder as new habits appear, and counting, cleaning, and organizing are not enough to keep Molly's world from spinning out of control. In this fresh-voiced debut novel, one girl learns there is no such thing as perfect.
Author: Basma Abdel Aziz
Publisher: National Geographic Books
ISBN: 1612195164
Category : Fiction
Languages : en
Pages : 0
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Book Description
"The Queue ... has drawn comparisons to Western classics like George Orwell’s 1984 and The Trial by Franz Kafka. It represents a new wave of dystopian and surrealist fiction from Middle Eastern writers who are grappling with the chaotic aftermath and stinging disappointments of the Arab Spring." -- The New York Times Winner of the English PEN Translation Award In a surreal, but familiar, vision of modern day Egypt, a centralized authority known as ‘the Gate’ has risen to power in the aftermath of the ‘Disgraceful Events,’ a failed popular uprising. Citizens are required to obtain permission from the Gate in order to take care of even the most basic of their daily affairs, yet the Gate never opens, and the queue in front of it grows longer. Citizens from all walks of life mix and wait in the sun: a revolutionary journalist, a sheikh, a poor woman concerned for her daughter’s health, and even the brother of a security officer killed in clashes with protestors. Among them is Yehia, a man who was shot during the Events and is waiting for permission from the Gate to remove a bullet that remains lodged in his pelvis. Yehia’s health steadily declines, yet at every turn, officials refuse to assist him, actively denying the very existence of the bullet. Ultimately it is Tarek, the principled doctor tending to Yehia’s case, who must decide whether to follow protocol as he has always done, or to disobey the law and risk his career to operate on Yehia and save his life. Written with dark, subtle humor, The Queue describes the sinister nature of authoritarianism, and illuminates the way that absolute authority manipulates information, mobilizes others in service to it, and fails to uphold the rights of even those faithful to it.
Author: Tom Kromer
Publisher: Pickle Partners Publishing
ISBN: 1839740574
Category : History
Languages : en
Pages : 170
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Book Description
Waiting for Nothing, first published in 1935, is a sobering, first-hand account of the author's life as a homeless man during the Great Depression of the 1930s. The book, a classic portrayal of the brutality and inhumaness of the time, was written while author Tom Kromer (1906-1969) was working at a Civilian Conservation Corps camp in California, and was his only completed novel. Waiting for Nothing describes Kromer's travels on the rails, his encounters with small-time cooks, prostitutes and homosexuals, and the endless search for enough food to eat and a warm place to sleep. Throughout the book, Kromer describes the plight of a vast army of unemployed workers, left to fend for themselves in a largely uncaring society.
Author: Marsha Diane Arnold
Publisher: HarperCollins
ISBN: 1328684067
Category : Juvenile Fiction
Languages : en
Pages : 36
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Book Description
Badger cannot wait one more minute for it to snow. When his friend Hedgehog explains that everything comes in its time, Badger is as unconvinced and impatient as ever. But Badger’s friends have a few tricks up their sleeve to try to get the snow’s attention and distract their pal in the meantime. In the end, Badger sees there’s no trick—only waiting—until at last, it’s time.
Author: Wesley K. Clark
Publisher: PublicAffairs
ISBN: 1610394348
Category : Political Science
Languages : en
Pages : 271
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Book Description
With the end of the Cold War came not the end of history, but the end of America's sense of its strategic purpose in the world. Then, after a decade of drift, the US was violently dragged back into international conflict. Its armed forces responded magnificently but its leaders' objectives were substantially flawed. We fought the wrong war -- twice -- for reasons that were opaque, and few American citizens understood the cause for which their sons and daughters were fighting and dying. War is a poor substitute for strategic vision, and decisions made in the heat of imminent conflict are often limited by the emotions of the moment. In Don't Wait for the Next War, Wesley K. Clark, a retired four-star general of the US army and former Democratic candidate for president, presents a compelling argument for continued American global leadership and the basis on which it can succeed -- a new American strategy. America needs both new power and deeper perspective. The platform for American leadership is to use America's energy resources to spark sustainable economic growth, building new strength to deal with pressing domestic issues like the deficit as well as the longer term challenges to US security -- terrorism, cyber threats, the next financial crisis, China's rising power, and climate change. Such a strategy is not only achievable but essential, and it is urgently needed. This is the true test of American leadership for the next two decades, but it must start now, so America has the power and vision to deal with the acute crises that will inevitably come -- in the Mideast, Europe, or Asia.
Author: OECD
Publisher: OECD Publishing
ISBN: 9264989048
Category :
Languages : en
Pages : 72
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Book Description
The report reviews a range of policies that countries have used to tackle waiting times for different services, including elective surgery and primary care consultations, but also cancer care and mental health services, with a focus on identifying the most successful ones.
