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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: Alexandra Lester-Makin
Publisher: Oxbow Books
ISBN: 1789251478
Category : Social Science
Languages : en
Pages : 257
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Book Description
This latest title in the highly successful Ancient Textiles series is the first substantial monograph-length historiography of early medieval embroideries and their context within the British Isles. The book brings together and analyses for the first time all 43 embroideries believed to have been made in the British Isles and Ireland in the early medieval period. New research carried out on those embroideries that are accessible today, involving the collection of technical data, stitch analysis, observations of condition and wear-marks and microscopic photography supplements a survey of existing published and archival sources. The research has been used to write, for the first time, the ‘story’ of embroidery, including what we can learn of its producers, their techniques, and the material functions and metaphorical meanings of embroidery within early medieval Anglo-Saxon society. The author presents embroideries as evidence for the evolution of embroidery production in Anglo-Saxon society, from a community-based activity based on the extended family, to organized workshops in urban settings employing standardized skill levels and as evidence of changing material use: from small amounts of fibers produced locally for specific projects to large batches brought in from a distance and stored until needed. She demonstrate that embroideries were not simply used decoratively but to incorporate and enact different meanings within different parts of society: for example, the newly arrived Germanic settlers of the fifth century used embroidery to maintain links with their homelands and to create tribal ties and obligations. As such, the results inform discussion of embroidery contexts, use and deposition, and the significance of this form of material culture within society as well as an evaluation of the status of embroiderers within early medieval society. The results contribute significantly to our understanding of production systems in Anglo-Saxon England and Ireland.
Author: L.S. Dugdale
Publisher: HarperCollins
ISBN: 0062932659
Category : Self-Help
Languages : en
Pages : 215
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Book Description
A Columbia University physician comes across a popular medieval text on dying well written after the horror of the Black Plague and discovers ancient wisdom for rethinking death and gaining insight today on how we can learn the lost art of dying well in this wise, clear-eyed book that is as compelling and soulful as Being Mortal, When Breath Becomes Air, and Smoke Gets in Your Eyes. As a specialist in both medical ethics and the treatment of older patients, Dr. L. S. Dugdale knows a great deal about the end of life. Far too many of us die poorly, she argues. Our culture has overly medicalized death: dying is often institutional and sterile, prolonged by unnecessary resuscitations and other intrusive interventions. We are not going gently into that good night—our reliance on modern medicine can actually prolong suffering and strip us of our dignity. Yet our lives do not have to end this way. Centuries ago, in the wake of the Black Plague, a text was published offering advice to help the living prepare for a good death. Written during the late Middle Ages, ars moriendi—The Art of Dying—made clear that to die well, one first had to live well and described what practices best help us prepare. When Dugdale discovered this Medieval book, it was a revelation. Inspired by its holistic approach to the final stage we must all one day face, she draws from this forgotten work, combining its wisdom with the knowledge she has gleaned from her long medical career. The Lost Art of Dying is a twenty-first century ars moriendi, filled with much-needed insight and thoughtful guidance that will change our perceptions. By recovering our sense of finitude, confronting our fears, accepting how our bodies age, developing meaningful rituals, and involving our communities in end-of-life care, we can discover what it means to both live and die well. And like the original ars moriendi, The Lost Art of Dying includes nine black-and-white drawings from artist Michael W. Dugger. Dr. Dugdale offers a hopeful perspective on death and dying as she shows us how to adapt the wisdom from the past to our lives today. The Lost Art of Dying is a vital, affecting book that reconsiders death, death culture, and how we can transform how we live each day, including our last.
Author: Leslie Ludy
Publisher: Harvest House Publishers
ISBN: 0736937102
Category : Religion
Languages : en
Pages : 178
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Book Description
Sensuality equals beauty—that’s what today’s young women are learning from our sex-obsessed society. Millions of 20somethings are caught up in trying to look like fashion models, movie stars, or the hottest new pop singer and end up plagued by insecurity, eating disorders, and sexual promiscuity. Bestselling author and speaker Leslie Ludy (Set-Apart Femininity and Authentic Beauty) shares a different vision for feminine loveliness as God intended it to be—the breathtaking radiance of a young woman who has been transformed by Christ from the inside out. With candid personal stories, practical advice, and inspiration, Leslie leads young women on a life-changing journey to become women of feminine grace, beauty, and enduring style. Leslie inspires girls toward inner changes but also talks about practical social grace and manners, how to dress beautifully, and even how to create a warm and lovely environment in the home. Clearly, true beauty is more than skin deep.
Author: Eva Rice
Publisher: Penguin
ISBN: 1101010851
Category : Fiction
Languages : en
Pages : 372
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Book Description
"Rice’s remarkable gift for creating singular characters in this memorable story underscores her presence as a fresh new voice in fiction."—Publishers Weekly Set in 1950s London, The Lost Art of Keeping Secrets centers around Penelope, the wide-eyed daughter of a legendary beauty, Talitha, who lost her husband to the war. Penelope, with her mother and brother, struggles to maintain their vast and crumbling ancestral home—while postwar London spins toward the next decade’s cultural revolution. Penelope wants nothing more than to fall in love, and when her new best friend, Charlotte, a free spirit in the young society set, drags Penelope into London with all of its grand parties, she sets in motion great change for them all. Charlotte’s mysterious and attractive brother Harry uses Penelope to make his American ex-girlfriend jealous, with unforeseen consequences, and a dashing, wealthy American movie producer arrives with what might be the key to Penelope’s—and her family’s—future happiness. Vibrant, witty, and filled with vivid historical detail, this is an utterly unique debut novel about a time and place just slipping into history.
Author: Susan McPherson
Publisher: McGraw Hill Professional
ISBN: 1260469891
Category : Business & Economics
Languages : en
Pages : 225
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Book Description
Named a Best Business Book of 2021 by Soundview Magazine Reclaim the power of genuine human connection Networking is often considered a necessary evil for all working professionals. With social media platforms like Linkedin, Twitter, Instagram, and Facebook at our disposal, reaching potential investors or employers is much easier. Yet, these connections often feel transactional, agenda-driven, and dehumanizing, leaving professionals feeling burnt out and stressed out. Instead, we should connect on a human level and build authentic relationships beyond securing a new job or a new investor for your next big idea. To build real and meaningful networking contacts, we need to go back to basics, remembering that technology is a tool and more than just a means to an end. We need to tap into our humanity and learn to be more intentional and authentic. As a “serial connector” and communications expert, Susan McPherson has a lifetime of experience building genuine connections in and out of work. Her methodology is broken down into three simple steps: Gather: Instead of waiting for the perfect networking opportunity to come to you, think outside the box and create your own opportunity. Host your own dinner party, join a local meet-up group, or volunteer at your neighborhood food pantry. Ask: Instead of leading with our own rehearsed elevator pitches asking for help, ask to help, opening the door to share resources, experience, contacts, and perspectives that add diversity to your own vision. Do: Turn new connections into meaningful relationships by taking these newly formed relationships deeper. Follow through on the promises you made and keep in touch. Woven together with helpful tips and useful advice on making the most out of every step, this book draws on McPherson’s own experience as a renowned “serial connector,” as well as the real life success stories of friends and clients. Filled with humor, humility, and wisdom, The Lost Art of Connecting is the handbook we all need to foster personal and professional relationships that blur the lines between work and play—and enrich our lives in every way.
Author: James Nestor
Publisher: Penguin
ISBN: 0735213631
Category : Science
Languages : en
Pages : 306
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Book Description
A New York Times Bestseller A Washington Post Notable Nonfiction Book of 2020 Named a Best Book of 2020 by NPR “A fascinating scientific, cultural, spiritual and evolutionary history of the way humans breathe—and how we’ve all been doing it wrong for a long, long time.” —Elizabeth Gilbert, author of Big Magic and Eat Pray Love No matter what you eat, how much you exercise, how skinny or young or wise you are, none of it matters if you’re not breathing properly. There is nothing more essential to our health and well-being than breathing: take air in, let it out, repeat twenty-five thousand times a day. Yet, as a species, humans have lost the ability to breathe correctly, with grave consequences. Journalist James Nestor travels the world to figure out what went wrong and how to fix it. The answers aren’t found in pulmonology labs, as we might expect, but in the muddy digs of ancient burial sites, secret Soviet facilities, New Jersey choir schools, and the smoggy streets of São Paulo. Nestor tracks down men and women exploring the hidden science behind ancient breathing practices like Pranayama, Sudarshan Kriya, and Tummo and teams up with pulmonary tinkerers to scientifically test long-held beliefs about how we breathe. Modern research is showing us that making even slight adjustments to the way we inhale and exhale can jump-start athletic performance; rejuvenate internal organs; halt snoring, asthma, and autoimmune disease; and even straighten scoliotic spines. None of this should be possible, and yet it is. Drawing on thousands of years of medical texts and recent cutting-edge studies in pulmonology, psychology, biochemistry, and human physiology, Breath turns the conventional wisdom of what we thought we knew about our most basic biological function on its head. You will never breathe the same again.
Author: LeRoy Eims
Publisher: Zondervan
ISBN: 0310832063
Category : Religion
Languages : en
Pages : 193
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Book Description
"Every believer in Jesus Christ deserves the opportunity of personal nurture and development." says LeRoy Eims. But all too often the opportunity isn't there. We neglect the young Christian in our whirl of programs, church services, and fellowship groups. And we neglect to raise up workers and leaders who can disciple young believers into mature and fruitful Christians. In simple, practical, and biblical terms, LeRoy Eims revives the lost art of disciple making. He explains: - How the early church discipled new Christians - How to meet the basic needs of a growing Christian - How to spot and train potential workers - How to develop mature, godly leaders "True growth takes time and tears and love and patience," Eims states. There is no instant maturity. This book examines the growth process in the life of a Christian and considers what nurture and guidance it takes to develop spiritually qualified workers in the church.
Author: Ingrid E. Mida
Publisher: Bloomsbury Publishing
ISBN: 1472580532
Category : Art
Languages : en
Pages : 225
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Book Description
The Dress Detective is the first practical guide to analyzing fashion objects, clearly demonstrating how their close analysis can enhance and enrich interdisciplinary research. This accessible book provides readers with the tools to uncover the hidden stories in garments, setting out a carefully developed research methodology specific to dress, and providing easy-to-use checklists that guide the reader through the process. Beautifully illustrated, the book contains seven case studies of fashionable Western garments – ranging from an 1820s coat to a 2004 Kenzo jacket – that articulate the methodological framework for the process, illustrate the use of the checklists, and show how evidence from the garment itself can be used to corroborate theories of dress or fashion. This book outlines a skillset that has, until now, typically been passed on informally. Written in plain language, it will give any budding fashion historian, curator, or researcher the knowledge and confidence to analyze the material in front of them effectively.
Author: Edith Head
Publisher: Harper Collins
ISBN: 0062041967
Category : Biography & Autobiography
Languages : en
Pages : 86
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Book Description
Edith Head was perhaps the most famous Hollywood costume designer of all time. Long before Rachel Zoe, Andrea Leibermann, Estee Stanley, and Nicole Chavez were styling Hollywood celebrities, eight-time Oscar Award-winning Edith Head was the sartorial sensation behind the silver screen’s most high-profile stars and starlets. The Dress Doctor, adapted from her 1959 autobiography and enhanced with lavish illustrations of her most famous dresses by artist Bill Donovan, revisits the Golden Age of Hollywood with entertaining anecdotes about dressing some of the town’s biggest legends—Audrey Hepburn, Grace Kelly, Cary Grant, and Marlene Dietrich, to name a few. In her lifetime, Head was also a sought-after authority by everyday women for her invaluable tips on dressing well: The Dress Doctor includes her witty observations and dispenses the no-nonsense timeless advice for which she was legendary.
