Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “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.\

Download or read book The 15 Commitments of Conscious Leadership written by Jim Dethmer and published by . This book was released on 2015 with total page 361 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Bringing Out the Best in People written by Aubrey C. Daniels and published by McGraw Hill Professional. This book was released on 2000-01-11 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: The classic bestseller on performance management is updated to reflect changes in today's working environment. When an employer needs to know how to gain maximum performance from employees, renowned behavioral psychologist--Aubrey Daniels is the man to consult. What has made Daniels the man with the answers? His ability to apply scientifically based behavioral stimuli to the workplace while making it fun at the same time. Now Daniels updates his ground-breaking book with the latest and best motivational methods, perfected at such companies as Xerox, 3M, and Kodak. All-new material shows how to: create effective recognition and rewards systems in line with today's employees want; Stimulate innovations and creativity in new and exciting ways;overcome problems associated with poorly educated workers; motivate young employees from the minute they join the workforce.

Download or read book It s All about the Client written by Douglas B. Reeves and published by Lead + Learn Press. This book was released on 2005 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: With grace and humor, Douglas Reeves reflects on the pracices and experiences that have helped to grow a consulting business form his kitchen table to a major enterprise with multiple divisions

Download or read book The Four Commitments of a Winning Team written by Mark Eaton and published by . This book was released on 2018 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why do some organizations regularly outperform their competition? ​What's the key to creating a united team that's an unstoppable force in your market? The answer lies in eliminating internal competition, people knowing and doing their job, and protecting each other. As a starting center for the Utah Jazz for over 10 years, Mark Eaton experienced the transformation of his team from cellar dweller to one with an extraordinary 20 consecutive playoff appearances. In The Four Commitments of a Winning Team, Eaton shares the lessons he learned in his incredible journey from a 21-year-old auto mechanic to a record-breaking NBA All-Star, distilled into a simple but powerful plan of action. This book will help you--whether you're a CEO, team leader, or individual--inspire, strengthen, and motivate your team to outperform your competition and achieve record-breaking success.

Download or read book The Miracle Manager written by Kevin G. Armstrong and published by Forbesbooks. This book was released on 2017-03-31 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: Leaders look to the future, not caring who follows. However, being an effective manager requires you to efficiently and effectively work through others—to be what Kevin Armstrong calls a “manacoach.” This title presents a new approach to organizational management. Drawing from over twenty years of business advisory experience, author Kevin Armstrong shares strategies to enhance and refine your management technique. You’ll read case studies of great leaders and coaches of the past, and you’ll discover why being a stellar player does not always equate to being a great coach. You’ll understand how to: value the differences between a “manacoach” and a leader, align management techniques with company culture, hire effective team members (and redirect talent), leverage effective communication for results, embrace vulnerability as key for growth, and guide your organization.

Download or read book Clients and Users in Construction written by Kim Haugbølle and published by Taylor & Francis. This book was released on 2017-06-14 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: Clients have been identified as critical for building delivery but have been under-researched with only a few studies about them. This book seeks to address this gap. A deeper look into the nature of construction clients and their relation to building users exposes more fundamental questions related to the activity of building and the activity in the building. These fundamental questions include 'How do clients get what they want?', 'How do clients cope with the building process?', and 'How are clients being shaped by building(s)?'. This book on clients and users is structured around three main themes: Agency is concerned with the classical agency/structure dichotomy on actions, roles and responsibilities or, put differently, whether actors can act freely or are bound by structural constraints. Governance is related to the interplay between clients and the supply system: clients govern the supply system but are at the same time governed by the supply system through different processes and mechanisms. Innovation deals with construction innovation and what part clients and users play in this struggle between change and stability. The book includes theoretical and conceptual frameworks on what constitutes clients and users as well as case studies on R&D themes of relevance to practice.

Download or read book Client Centricity written by Jan U. Hagen and published by Murmann Publishers GmbH. This book was released on 2015-06-11 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: The financial market crisis has brought the very business models of many banks into question. What lessons should banks take from these events? What consequences will the industry have to face when dealing with clients? These questions are at the center of this book, with contributions from renowned experts and examples from theory and practice. Client commitment – the pursuit of pure customer focus – has become a success factor in many areas of the banking industry. This book sheds light on the theoretical aspects of client commitment and shows how its various facets are being put into practice.

Download or read book Oops written by Aubrey C. Daniels and published by . This book was released on 2009 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Employers can make decisions and practise methods that range from dumb to disastrous ... [This] explains such management missteps and provides realistic and rewarding replacement processes ... Daniels' advice, based on thirty years of international consulting experience, targets the causes and the cures for poorly performing employees and, subsequently, poorly performing organizations. Restructuring approached to motivation, mergers, appraisals, productivity, quality and the many challenges business leaders face isn't that difficult. Focused change requires awareness of faulty practices, the desire tosinger ramona institute a sea change in the way you manage corporate performance, and a knowledge of the behavior-based principles explained in this book"--Publisher's description.

Download or read book The Art and Science of Valuing in Psychotherapy written by JoAnne Dahl and published by New Harbinger Publications. This book was released on 2009-07-01 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Valuing is central to acceptance and commitment therapy (ACT), yet few therapists truly understand how to engage clients in this complex process. Questions such as What is the purpose of my life? and How do I make decisions? are difficult to answer honestly for ourselves, let alone share with another person. The Art and Science of Valuing in Psychotherapy is the mental health practitioner's complete guide to helping clients identify their values and apply them to their lives in practical ways. You will also learn to establish your own values as a professional, which may shift from client to client, and act in accordance with these values in therapy. The book provides you with practical tools for conducting values work, including easy-to-understand metaphors, defusion exercises, guided imagery exercises, scripts for role play, client worksheets, assessment quizzes, and more. Once you've mastered the art and science of valuing, you'll find out just how broad the applications for values work can be for conceptualization and interventions in the workplace, in organizations, and on the community level, and discover how effective values work can be for tapping into your clients' capacity for change. [The Art and Science of Valuing in Psychotherapy] will illuminate how a focus on values can inform every aspect of psychotherapy, from case conceptualization to the therapeutic relationship. At once accessible and profound… highly recommended. -Steven C. Hayes, Ph.D., University of Nevada Foundation Professor of Psychology at the University of Nevada, Reno

Download or read book Decisions and Reports written by United States. Securities and Exchange Commission and published by . This book was released on 1972 with total page 1036 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Commitments of Traders written by Floyd Upperman and published by John Wiley & Sons. This book was released on 2006-01-13 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Floyd has answered for many in this book a way to both understand and use the Commitment of Traders reports. In my thirty-five years as a registered broker and author of my own book, I find that at times someone takes a complex subject and makes it easier to understand. Floyd has done this with his book. Not only does he make understanding the COT easy, but he ties it to some technical trading ideas that readers can try out, using historical data on their own. Truly another good technical book for those looking to understand this often overlooked subject." -- Ira Epstein, PresidentIra Epstein & Company Futures "For many years, I've had requests from customers seeking information on the Commitment of Traders report but had few resources to which I could refer them. This superb treatment of the subject by Floyd Upperman, full of detailed information and innovative ideas on how to use them [COT] effectively in trading, is the definitive treatment of the subject in my book. I highly recommend it." -- Edward D. Dobson, PresidentTraders Press, Inc. "The Commitment of Traders (COT) can be a very powerful trading tool to help anticipate market direction. But all too often it is misunderstood and/or misinterpreted . . . Floyd's unique analytical interpretations, combined with his trading tools and indicators, will open a door to greater profitability for all traders." -- Walter Bressert, President Walter Bressert, Inc. "If you are interested in capturing major market moves, this is a must-read book." -- Larry Williams, Commodity TraderIreallytrade.com By understanding commercial activity and monitoring its behavior, a trader can potentially forecast significant changes in price direction. Author Floyd Upperman shows you how to use the Commitment of Traders (COT) reports to accomplish this goal. He skillfully explains how to break down the COT data into producers, consumers, and funds so you understand the positions and activities of these key market participants. In addition, he demonstrates how to monitor the COT activity so you can detect position imbalances that could be harbingers of major trend changes and illustrates his techniques for combining traditional technical analysis of price with the COT data.

Download or read book Acceptance and Commitment Therapy Second Edition written by Steven C. Hayes and published by Guilford Publications. This book was released on 2016-08-29 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: Since the original publication of this seminal work, acceptance and commitment therapy (ACT) has come into its own as a widely practiced approach to helping people change. This book provides the definitive statement of ACT--from conceptual and empirical foundations to clinical techniques--written by its originators. ACT is based on the idea that psychological rigidity is a root cause of a wide range of clinical problems. The authors describe effective, innovative ways to cultivate psychological flexibility by detecting and targeting six key processes: defusion, acceptance, attention to the present moment, self-awareness, values, and committed action. Sample therapeutic exercises and patient-therapist dialogues are integrated throughout. New to This Edition *Reflects tremendous advances in ACT clinical applications, theory building, and research. *Psychological flexibility is now the central organizing focus. *Expanded coverage of mindfulness, the therapeutic relationship, relational learning, and case formulation. *Restructured to be more clinician friendly and accessible; focuses on the moment-by-moment process of therapy.

Download or read book Acceptance and Commitment Therapy for Borderline Personality Disorder written by Patricia E. Zurita Ona and published by New Harbinger Publications. This book was released on 2020-12-01 with total page 329 pages. Available in PDF, EPUB and Kindle. Book excerpt: Motivate your BPD clients with values-based treatment! This 16-week ACT protocol will help you get started today. As you know, clients with borderline personality disorder (BPD) and emotion dysregulation often struggle with negative beliefs about themselves—beliefs that can lead to feelings of shame, problems with personal relationships, and dangerous behaviors. And while dialectical behavior therapy (DBT) is the standard treatment for BPD, more and more, acceptance and commitment therapy (ACT) has shown promising results when treating BPD clients by helping them focus on their core values and forgiveness. Acceptance and Commitment Therapy for Borderline Personality Disorder provides a comprehensive program for delivering ACT to clients with BPD. Using the session-by-session, 16-week protocol in this professional guide, you can help clients work through the main driver behind BPD—experiential avoidance—and gain the psychological flexibility needed to balance their emotions and begin healing. You can use this protocol on its own, or in conjunction with treatment. With this guide, you’ll learn to target the fundamental causes of BPD for better treatment outcomes and happier, healthier clients.

Download or read book Ten Commitments to Your Success written by Steve Chandler and published by Author's Choice Publishing. This book was released on 2010 with total page 106 pages. Available in PDF, EPUB and Kindle. Book excerpt: America's notoriously unorthodox and creative personal growth guru Steve Chandler has written his most compact and powerful book yet in TEN COMMITMENTS TO YOUR SUCCESS. By explaining and dramatizing the power of introducing synergy into your life, Chandler demolishes the myth that a balanced life is mediocre. He reveals the underlying dynamic of commitment, how to access it, and how to apply it to the ten categories of your life that you usually don't get committed to.The author delivers exciting new ways to commit to your career, your partner, your wealth, your physical well-being, and your future. The mind-body-spirit synergy, which has been verified and validated by the biosciences as an absolutely necessary synergy for a quality life, is expanded by the author into ten specific commitments to be made and kept on a daily basis. These commitments then combine with each other to produce not a lone voice singing in the wilderness, but a thrilling harmonic chorus that connects the individual to the entire universal web of living, loving beings.

Download or read book TIP 35 Enhancing Motivation for Change in Substance Use Disorder Treatment Updated 2019 written by U.S. Department of Health and Human Services and published by Lulu.com. This book was released on 2019-11-19 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Motivation is key to substance use behavior change. Counselors can support clients' movement toward positive changes in their substance use by identifying and enhancing motivation that already exists. Motivational approaches are based on the principles of person-centered counseling. Counselors' use of empathy, not authority and power, is key to enhancing clients' motivation to change. Clients are experts in their own recovery from SUDs. Counselors should engage them in collaborative partnerships. Ambivalence about change is normal. Resistance to change is an expression of ambivalence about change, not a client trait or characteristic. Confrontational approaches increase client resistance and discord in the counseling relationship. Motivational approaches explore ambivalence in a nonjudgmental and compassionate way.

Download or read book Model Rules of Professional Conduct written by American Bar Association. House of Delegates and published by American Bar Association. This book was released on 2007 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.