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Summary of Sell the Way You Buy by David Priemer
You must choose between two machines that cost about the same. One firm’s salesperson calls and emails, but clearly you’re just a target. Another firm’s salesperson is considerate, respectful, empathetic and focused on your needs. Who gets the sale? It’s obvious, but then why do salespeople opt for high-pressure tactics instead of empathy? Sales expert David Priemer says they don’t know any better and shows why empathy, science and execution beat high pressure every time. This officially licensed summary of Sell the Way You Buy was produced by getAbstract, the world's largest provider of book summaries. getAbstract works with hundreds of the best publishers to find and summarize the most relevant content out there. Find out more at getabstract.com.
Full Time: The Secret Life Of Tony Cascarino
In a world where so many books by and about footballers are little more than bland PR exercises, Full Time breaks the mould decisively. Stripping away the facade of what we think life must be like for an international football star, Paul Kimmage reveals a different story when it comes to Irish footballer Tony Cascarino. Scarred by his childhood, haunted by indiscretion and troubled by a secret from his past, Cascarino is struggling to find answers as he speeds towards the most terrifying juncture in sport: the end. As Cascarino opens up about his fears,crippling loss of confidence and sexual indiscretion, no wonder TheTimes voted it one of the Top Ten football books of all time, and Eamon Dunply said of it: 'If it were fiction this book could win the Booker Prize.'
Role of the Choroid Plexus in Health and Disease
This book highlights the importance of the choroid plexus, which forms the blood-cerebrospinal fluid barrier and is the site of the major production of the cerebrospinal fluid (CSF). The authors show that this barrier is crucial for maintaining important compositional differences between the blood plasma and the CSF. The choroid plexus epithelial cells also prevent the spread of infectious agents and other blood-borne entities to the brain tissue. Chapter topics range from the production of CSF by electrolyte regulation in the choroid plexus, to details on the selectively transporting nature of this barrier. Further, the authors elaborate on the important roles of CSF in sustaining brain hea...
The New Rules of Marketing and PR
Scott analyses how the internet has revolutionised communications and promotions. Told with many compelling case studies and real-world examples, this is a practical guide to the new reality of PR and marketing.
Affect Dynamics
This book features cutting edge research on the theory and measurement of affect dynamics from the leading experts in this emerging field. Authors will discuss how affect dynamics are instantiated across neural, psychological and behavioral levels of processing and provide state of the art analytical and computational techniques for assessing temporal changes in affective experiences. In the section on Within-episode Affect Dynamics, the authors discuss how single emotional episodes may unfold including the duration of affective responses, the dynamics of regulating those affective responses and how these are instantiated in the brain. In the section on Between-episode Affect Dynamics, the a...
Diagnostic Pathology: Hospital Autopsy - E-BOOK
This expert volume in the Diagnostic Pathology series is an excellent resource for practitioners at all levels of experience and training. Covering all aspects of hospital autopsy in the way it is practiced clinically, this volume incorporates the most up-to-date scientific and technical knowledge to provide a comprehensive overview of all key issues relevant to today's practice, helping pathologists accurately determine the cause and mechanism of in-hospital death. Richly illustrated and easy to use, Diagnostic Pathology: Hospital Autopsy, second edition, is a visually stunning, one-stop resource for every practicing pathologist, resident, student, or fellow as an ideal day-to-day reference...
Sell the Way You Buy
While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't alw...
Gynecologic and Urologic Pathology
This book highlights the similarities and differences in the pathology of the genital and urinary tracts in males and females.
The Sales Leader They Need
Invest in the proven keys to great sales leadership In a profession often plagued by poor experiences and bad reputations, great sales leaders who boost the engagement, development, and revenue production of their teams are a beacon of light. But since the skills that made you excel at sales aren't the ones that make you an effective leader, how do you become a leader your team would fight to work with again? Renowned sales trainer, consultant, and educator David Priemer started off by asking the question, "What was it about the best sales leader you ever had that made them so great?" After asking thousands of sales professionals this question, Priemer, who is also a former research scientis...
