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 Clients for Life written by Andrew Sobel and published by Simon and Schuster. This book was released on 2001-02-21 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships. Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients. Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.

Download or read book No Matter What written by Sam Silverstein and published by Sound Wisdom. This book was released on 2018-09-18 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if the secret to being your best, attracting people and leading people was merely knowing what, why and how to commit to people? All you have ever wanted was to have more meaningful relationships, attract others to your cause and be able to make a difference in the lives of the people around you. You can have all this and more when you harness the power of the commitment. No Matter What starts with a simple “Yes” that forms a commitment you make to yourself and to the people around you. You will discover that, No Matter What, you will be able to: Make your word your bond Know and live your values Help people be their very best Create a good reputation in a troubled world Develop and sustain sound financial principles No Matter What is simple, powerful and life changing. When you start right now you will be committing to a better future for yourself and the people around you, No Matter What! For over 25 years, Sam Silverstein has helped people and organizations be the very best they can be. Sam will share the truth of what accountability is, why it is the most powerful change agent in existence and how you can harness the power of commitment in 10 specific and defining areas. Sam has worked with companies, government agencies and individuals around the world helping them create their best possible self through the power of accountability. Thousands of people have put Sam’s philosophies and tools to work as they have grown and prospered.

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 Construction Matters written by Great Britain: Parliament: House of Commons: Business and Enterprise Committee and published by The Stationery Office. This book was released on 2008 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: The construction industry provides employment for more than 2.8 million people, contributed 8.7 per cent of the UK economy's gross value-added (GVA) in 2006. The built environment is estimated to account for some 70 per cent of UK manufactured wealth. The industry's ability to deliver projects successfully in terms of time, cost and design quality has a major impact on the economy's wider performance. Construction is vital for the provision of good quality public services, and plays a role in the delivery of just over half of the Government's 30 public service agreements. It is also key to the long-term objective of making the UK a low-carbon society: buildings account for around half of greenhouse gas emissions. The health of the construction industry is a matter of public concern. The industry is complex and fragmented; it operates on low profit margins. There are difficulties in ensuring that lessons from experience are shared; that the workforce is sufficiently trained; and that appropriate contractual relationships are in place between different parts of the supply chain. The industry has set new targets for itself, and, in conjunction with government, established a Strategy for Sustainable Construction. The Government, because of its roles as both client and regulator, can and must be at the forefront of the drive to embed best practice. The sector also needs strategic leadership, and the Committee recommends the creation of the post of Chief Construction Officer, which both government and the industry should accept as having overall responsibility for construction.

Download or read book Theory and Practice of Counselling and Therapy written by Richard Nelson-Jones and published by SAGE. This book was released on 2010-11-09 with total page 513 pages. Available in PDF, EPUB and Kindle. Book excerpt: The fifth edition of Richard Nelson-Jones' Theory and Practice of Counselling and Therapy provides an essential introduction to the major theoretical approaches in counselling and psychotherapy today. This comprehensive and accessible book has been substantially revised and updated, and now includes two brand new chapters on solution-focused therapy and narrative therapy by Alasdair Macdonald and Martin Payne. Following a clearly-defined structure, each chapter describes the origin of the therapeutic approach, a biography of its originator, its theory and practice, discusses case material and further developments, and suggests further reading. Each chapter also contains review and personal questions. Richard Nelson-Jones' authoritative and practical textbook is the ideal companion for students on introductory courses and those embarking on professional training.

Download or read book Special Issue Law Firms Legal Culture and Legal Practice written by Austin Sarat and published by Emerald Group Publishing. This book was released on 2010-09-24 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Large law firms have become a dominant feature of the legal landscape in the United States and elsewhere. This volume of Studies in Law, Politics, and Society examines the situation of large law firms.

Download or read book Saving America written by Robert Wuthnow and published by Princeton University Press. This book was released on 2009-11-06 with total page 375 pages. Available in PDF, EPUB and Kindle. Book excerpt: On January 29, 2001, President George W. Bush signed an executive order creating the White House Office of Faith-Based and Community Initiatives. This action marked a key step toward institutionalizing an idea that emerged in the mid-1990s under the Clinton administration--the transfer of some social programs from government control to religious organizations. However, despite an increasingly vocal, ideologically charged national debate--a debate centered on such questions as: What are these organizations doing? How well are they doing it? Should they be supported with tax dollars?--solid answers have been few. In Saving America? Robert Wuthnow provides a wealth of up-to-date information whose absence, until now, has hindered the pursuit of answers. Assembling and analyzing new evidence from research he and others have conducted, he reveals what social support faith-based agencies are capable of providing. Among the many questions he addresses: Are congregations effective vehicles for providing broad-based social programs, or are they best at supporting their own members? How many local congregations have formal programs to assist needy families? How much money do such programs represent? How many specialized faith-based service agencies are there, and which are most effective? Are religious organizations promoting trust, love, and compassion? The answers that emerge demonstrate that American religion is helping needy families and that it is, more broadly, fostering civil society. Yet religion alone cannot save America from the broad problems it faces in providing social services to those who need them most. Elegantly written, Saving America? represents an authoritative and evenhanded benchmark of information for the current--and the coming--debate.

Download or read book Foundations of Professional Coaching written by James Gavin and published by Human Kinetics. This book was released on 2022 with total page 313 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book provides a framework, grounded in the International Coach Federation's eight core competencies, for understanding the coaching relationship and how it benefits the client. It helps the reader to understand the wide variety of applications of personal coaching and explains the change and coaching models that have evolved over decades"--

Download or read book Orman V Charles Swab Co Inc written by and published by . This book was released on 1997 with total page 790 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book ACT and RFT in Relationships written by JoAnne Dahl and published by New Harbinger Publications. This book was released on 2014-01-02 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even if you are not a couples therapist, chances are you have dealt with clients whose problems are based in relationship issues. In order to successfully treat these clients, you must first help them understand what their values are in these relationships, and how their behavior may be undermining their attempts to seek intimacy and connection. Combining elements of acceptance and commitment therapy (ACT) and relational frame theory (RFT), ACT and RFT for Relationships presents a unique approach for therapists to help clients develop and experience deeper, more loving relationships. By exploring personal values and expectations, and by addressing central patterns of behaviors, therapists can help their clients establish and maintain intimacy with their partner and gain a greater understanding of their relationship as a whole. ACT is a powerful treatment model that teaches clients to accept their thoughts, identify their core values, and discover how these values are extended to their relationships with others. RFT focuses on behavioral approaches to language and cognition, and can help clients identify their own expectations regarding relationships and how they might communicate these expectations with their loved ones more effectively. This book aims to shed light on the thought processes behind intimate relationships—from the attraction phase to the end of intimacy—from a functional, contextual perspective.

Download or read book ACT Et RFT in Relationships written by and published by . This book was released on 2013 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Even if you are not a couples therapist, chances are you have dealt with clients whose problems are based in relationship issues. In order to successfully treat these clients, you must first help them understand what their values are in these relationships, and how their behavior may be undermining their attempts to seek intimacy and connection. Combining elements of acceptance and commitment therapy (ACT) and relational frame theory (RFT), ACT and RFT for Relationships presents a unique approach for therapists to help clients develop and experience deeper, more loving relationships. By exploring personal values and expectations, and by addressing central patterns of behaviors, therapists can help their clients establish and maintain intimacy with their partner and gain a greater understanding of their relationship as a whole. ACT is a powerful treatment model that teaches clients to accept their thoughts, identify their core values, and discover how these values are extended to their relationships with others. RFT focuses on behavioral approaches to language and cognition, and can help clients identify their own expectations regarding relationships and how they might communicate these expectations with their loved ones more effectively. This book aims to shed light on the thought processes behind intimate relationships-from the attraction phase to the end of intimacy-from a functional, contextual perspective"--.

Download or read book The Ten Commitments written by David Simon and published by Simon and Schuster. This book was released on 2010-01-01 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: We all know the Ten Commandments—and unfortunately most of us try to use the philosophy of "thou shalt not" (eat too much, work too hard, etc.) to command ourselves to make changes. David Simon, noted researcher and co-founder with Deepak Chopra of The Chopra Center, suggests a different path: instead of dwelling on the negative, embrace the positive and make commitments to live a better life. In doing so, we will transform our intentions (losing weight, spending more time with family, etc.) into concrete actions that will make change happen. This short, precise book is not a lecture, but a practical primer on thoughtful change. There is a continuing hunger for Eastern philosophy and spirituality among Westerners—finally, one of the West's top experts, who has been writing on, lecturing, teaching, and practicing Eastern thought for over three decades, has melded these principles with our core Western beliefs, giving us a new perspective on the basic way we live our lives. Key Features Very warm and engaging tone, excellent writing, and numerous anecdotes make for a very compelling reading experience. No "new thought" jargon: just precise, easily accessible advice. This is a breakout book. Helps us focus on the simplest answers, much in the tradition of books like Don't Sweat the Small Stuff. The ten step approach is familiar and comfortable. Small, inexpensive and beautifully packaged hardcover makes this a perfect gift or daily reader.

Download or read book Theology for Better Counseling written by Virginia Todd Holeman and published by InterVarsity Press. This book was released on 2012-10-03 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seeking an adequate response to the "theological disequilibrium" of many of her patients, Virginia Todd Holeman set out to explore the connections between theology and the practice of counseling. Her "trinitarian reflections" will help students and practictioners create new pathways between theology and therapy.

Download or read book Therapy in the Real World written by Nancy Boyd-Franklin and published by Guilford Press. This book was released on 2013-06-03 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt: Helping beginning and experienced therapists cope with the myriad challenges of working in agencies, clinics, hospitals, and private practice, this book distills the leading theories and best practices in the field. The authors provide a clear approach to engaging diverse clients and building rapport; interweaving evidence-based techniques to meet therapeutic goals; and intervening effectively with individuals, families, groups, and larger systems. Practitioners will find tools for addressing the needs of their clients while caring for themselves and avoiding burnout; students will find a clear-headed framework for making use of the variety of approaches available in mental health practice.

Download or read book Staring Down the Wolf written by Mark Divine and published by St. Martin's Press. This book was released on 2020-03-03 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: A leadership book by former Navy SEAL and New York Times bestselling author Mark Divine, Staring Down the Wolf focuses on harnessing the principles of purpose and discipline in life to achieve success. What does it take to command a team of elite individuals? It requires a commitment to seven key principles: Courage, Trust, Respect, Growth, Excellence, Resiliency, and Alignment. All of these are present in an elite team which commits to them deeply in order to forge the character worthy of uncommon success. Retired Navy SEAL Commander, entrepreneur and New York Times bestselling author Mark Divine (founder of SEALFIT, NavySeal.com, and Unbeatable Mind) reveals what makes the culture of an elite team, and how to get your own team to commit to serve at an elite level. Using principles he learned on the battlefield, training SEALs, and in his own entrepreneurial and growth company ventures, Mark knows what it is to lead elite teams, and how easily the team can fail by breaching these commitments. Elite teams challenge themselves to step up everyday to do the uncommon. Developing the principles yourself and aligning your team around these commitments will allow you to thrive in VUCA (volatility, uncertainty, complexity, ambiguity) environments, no matter your background or leadership experience. Drawing from his twenty years leading SEALs, and twenty five years of success and failure in entrepreneurship and ten years coaching corporate clients, Mark Divine shares a very unique perspective that will allow you to unlock the tremendous power of your team. “Mark Divine has a gift for creating highly effective dynamic teams. Mark interleaves key aspects of leadership, mental toughness, resiliency and cultivating higher plains of existence into a foundational concept of being an authentic ‘Leader of leaders.’ This book is indispensable for anyone looking to lead, build and foster an elite culture.” –Mike Magaraci, retired Force Master Chief of Naval Special Warfare “From his time as a Commander in the SEAL Teams to building several successful multimillion dollar businesses, Mark Divine is an authority on building elite teams and leaders capable of tapping their fullest potential.” –David Goggins, Retired Navy SEAL, author of New York Times Bestseller Can’t Hurt Me "To grow to your fullest capacity in your life and as a leader, we need to challenge ourselves. There’s no one I know who’s challenged himself more than Mark Divine. He’s the perfect visionary to help get you out of your comfort zone and shattering the status quo.” –Joe De Sena, Founder and CEO of Spartan

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.