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Socratic Selling
Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure
Ellis Island's Famous Immigrants
Since 1776, millions of immigrants have landed at America's shores. To this day, their practical contributions are still felt in every field of endeavor, including agriculture, industry, and the service trades. But within the great immigrant waves there also came plucky and talented individualists, artists, and dreamers. Many of these exceptional folk went on to win worldly renown, and their names live on in history. Ellis Island's Famous Immigrants tells the story of some of the best known of these legendary characters and highlights their actual immigration experience at Ellis Island. Celebrities featured within its pages include such entrepreneurs as Max Factor, Charles Atlas, and "Chef Boyardee"; Hollywood icons Pola Negri, Bela Lugosi, and Bob Hope; spiritual figures Father Flanagan and Krishnamurti; authors Isaac Asimov and Kahlil Gibran; painters Arshile Gorky and Max Ernst; and sports figures Knute Rockne and Johnny Weissmuller.
First Son
"Mayor Richard M. Daley dropped the bomb at a routine news conference at City Hall on Tuesday. With no prelude or fanfare, Mr. Daley announced that he would not seek re-election when his term expires next year. 'Simply put, it's time,' he said." New York Times, September 7, 2010 With those four words, an era ended. After twenty-two years, the longest-serving and most powerful mayor in the history of Chicago—and, arguably, America—stepped down, leaving behind a city that was utterly transformed, and a complicated legacy we are only beginning to evaluate. In First Son, Keith Koeneman chronicles the sometimes Shakespearean, sometimes Machiavellian life of an American political legend. Makin...
The Dandy Vigilante
The Dandy Vigilante: Dax Grantham is a Boston reporter with an uncertain past, martial arts training, and a psychologist wife who skulks around with the mayor's chief-of-staff. As an investigative journalist, Dax disguises himself as an old man and follow his possibly unfaithful wife, but he loses her trail when he stops to rescue an elderly woman from a gang of street toughs. Witnesses dub him the Dandy Vigilante and life gets more complicated when Dax's news editor unwittingly assigns him to cover the news story about himself and his violent rescues. Delving deeper into his own story, Dax discovers an uncomfortable link between his wife and city hall, and soon the murder of the mayor's chi...
Developing Talent for Organizational Results
Praise for Developing Talentfor Organizational Results "Elaine Biech brings together some of the 'royalty' of American corporations and asks them to share their wisdom in increasing organizational effectiveness. In 46 information-filled chapters, these 'learning providers' don't just sit on their conceptual thrones; they offer practical advice for achieving company goals and the tools to make it happen." Marshall Goldsmith, million-selling author of the New York Times bestsellers, MOJO and What Got You Here Won't Get You There "Recruiting, developing, inspiring, engaging, and retaining your talent are critical to the growth and success of all organizations. Developing Talent for Organization...
90 World-Class Activities by 90 World-Class Trainers
90 World-Class Activities by 90 World-Class Trainers gathers classic activities from ninety master trainers in one convenient place. The stellar list of trainers includes Bellman, Blanchard, Booher, Crum, de Bono, Kouzes, Masie, Pike, Robinson, Scannell, Silberman, Thiagi, Zenger, and 77 other names you'll know. Elaine Biech (editor of the Pfeiffer Annuals and author of Training for Dummies) has gathered a powerful and exciting collection of activities from around the globe. The sixteen topics include change management, coaching, diversity, leadership, and teamwork. This invaluable resource presents the favorite activities of some of the most talented trainers in the world—all seven contin...
Kevin Daley
Biography of Kevin Daley, currently Account Manager at Onyx M.D., previously Community Relations Manager at IFSIP, LLC and Community Relations Manager at IFSIP, LLC.
Training For Dummies
Tackle training and development the fun and easy way so you can share your specialized knowledge with others Millions of Americans train others as part of their jobs. Whether you're an employee training your co-workers on a new process or skill, a volunteer asked to train new volunteers, a chef training your staff, or a paramedic giving CPR training, it's just as important to know how to teach others as it is to know what you're talking about. It doesn't matter how much you know about your subject if you can't share it with others. And that's where Training For Dummies comes in—it offers all the nuts and bolts of training for anyone who has to educate others on any subject and in any field...
Mastering the World of Selling
Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice...
Make It All About Them
Debunks the myths of the traditional rules of presentations In today's commodity-based marketplace it is harder than ever to differentiate even the most superlative services and products. The sales presentation provides the most powerful opportunity to do so. Make It All About Them reveals the truth behind the traditional rules of presentations and offers sales professionals a new way forward. It explains why focusing on three key points trumps a presentation full of details, why plain English always wins over jargon, why the audience doesn't need to know how important you are but how important they are, and other effective tactics. Provides quick and useful concepts and tools to help salespeople break through the "we have always done it this way" mentality that is so prevalent in corporate America Author Nadine Keller is founding partner of Precision Sales Coaching & Training with more than twenty-five years of experience in sales and sales leadership coaching and consulting This unique approach will allow you to deliver a winning presentation every time by making it all about your audience.
