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 HTTP The Definitive Guide written by David Gourley and published by "O'Reilly Media, Inc.". This book was released on 2002-09-27 with total page 656 pages. Available in PDF, EPUB and Kindle. Book excerpt: This guide gives a complete and detailed description of the HTTP protocol and how it shapes the landscape of the Web by the technologies that it supports.

Download or read book Let Your Clients Close All On Their Own written by Frank Witthoff and published by BoD – Books on Demand. This book was released on 2020-12-02 with total page 56 pages. Available in PDF, EPUB and Kindle. Book excerpt: Frank Witthoff, active in sales for »ages«, shares with his readers his recipes for success. And in doing so, he has consistently overachieved and done more than met his goals and has still managed to be greatly valued by clients and employers alike. His approach is based solely on a belief that a client who is treated appropriately will close deals all on his/her own and that there are no pressure or tricks necessary in convincing someone to buy. Frank Witthoff invites you to put to practice the new approaches associated with How to sell 2.0, so that you may enjoy greater success while going about your sales activities.

Download or read book Connecting with Clients written by Paul Cowan and published by Harriman House Limited. This book was released on 2021-03-30 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: CLIENT RELATIONSHIPS Finding some clients difficult to understand? Confused when they say one thing but mean another? Need better, more useful feedback? Sometimes feel on the back-foot? Have trouble managing client expectations? Wonder why they seem impossible to please? Concerned about being blind-sided by unexpected client loss? THIS BOOK IS YOUR LIFELINE Connecting with Clients contains new ideas derived from the world’s leading relationship experts Insights from over 500,000 pieces of client feedback worldwide With tips and guidance from an adman, organisational change agent, couples’ counsellor and co-founder of The Client Relationship Consultancy Dip into short chapters and discover a valuable insight on every page REJUVENATE YOUR CLIENT RELATIONSHIPS With the help of this book, you will be able to: Evaluate your client relationships and diagnose issues Recognise your part in a problem Obtain useful and clear feedback Understand, relate to and communicate with your clients Manage yourself and your team members Get the best from your clients so that they get the best from you CONNECTING WITH CLIENTS WILL SAVE YOU TIME, EFFORT AND MONEY AND MAKE LIFE MORE ENJOYABLE.

Download or read book So Close to Home written by Mick Cummins and published by Affirm Press. This book was released on 2023-10-31 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Eighteen-year-old Aaron is charismatic, resourceful and addicted to heroin. His mum has kicked him out of home in a last-ditch move to help him get straight, and he wanders the streets of South Melbourne, living on his wits and sleeping rough - all the while chasing drugs, dreams and love. Desperate to fund his addiction, Aaron climbs into the car of The Man, a distinguished elderly gentleman willing to pay for a certain kind of relationship. This regular cash could be the lifeline Aaron needs to start again, but The Man keeps raising spectres from Aaron's past that he'd rather forget. As Aaron gathers the courage to confront the events that derailed his life, his rage grows - and the consequences could be fatal. So Close to Home is a pacy, gritty and captivating novel exploring homelessness, power dynamics and the ties that bind. Social worker, debut author and winner of the prestigious VPLA for Unpublished Manuscript Mick Cummins has created a striking, emotionally complex and unnervingly tense narrative that poses one simple question: who can we ever truly rely on?

Download or read book Windows Communication Foundation 4 Step by Step written by John Sharp and published by Pearson Education. This book was released on 2010-11-23 with total page 740 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your hands-on, step-by-step guide to building connected, service-oriented applications. Teach yourself the essentials of Windows Communication Foundation (WCF) 4 -- one step at a time. With this practical, learn-by-doing tutorial, you get the clear guidance and hands-on examples you need to begin creating Web services for robust Windows-based business applications. Discover how to: Build and host SOAP and REST services Maintain service contracts and data contracts Control configuration and communications programmatically Implement message encryption, authentication, and authorization Manage identity with Windows CardSpace Begin working with Windows Workflow Foundation to create scalable and durable business services Implement service discovery and message routing Optimize performance with service throttling, encoding, and streaming Integrate WCF services with ASP.NET clients and enterprise services components Your Step by Step digital content includes: Practice exercises Downloadable code samples Fully searchable online edition of the book -- with unlimited access on the Web

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.

Download or read book Free Capital written by Guy Thomas and published by Harriman House Limited. This book was released on 2013-09-02 with total page 329 pages. Available in PDF, EPUB and Kindle. Book excerpt: Wouldn't life be better if you were free of the daily grind - the conventional job and boss - and instead succeeded or failed purely on the merits of your own investment choices? Free Capital is a window into this world. Based on a series of interviews, it outlines the investing strategies, wisdom and lifestyles of 12 highly successful private investors. Each of them has accumulated £1m or more - in most cases considerably more - mainly from stock market investment. Six are 'ISA millionaires' who have £1m or more in a tax-free ISA, a result which is arithmetically impossible without exceptional investment returns. Some have several academic degrees or strong City backgrounds; others left school with few qualifications and are entirely self-taught as investors. Some invest most of their money in very few shares and hold them for years at a time; others make dozens of trades every day, and hold them for at most a few hours. Some are inveterate networkers, who spend their day talking to managers at companies in which they invest; for others a share is just a symbol on a screen, and a price chart shows most of what they need to know to make their trading decisions. Free capital - money surplus to immediate living expenses - is the raw material with which these investors work. It can also be thought of as their psychological habitat, free from the petty tribulations of office politics. Lastly, free capital describes the footloose nature of their assets, which can be quickly redirected towards any type of investment anywhere in the world, without the constraints which institutional investors often face. Although it presents many advanced insights and valuable investment hints, this is not an overly technical book. It offers practical ideas and inspiration, with revealing detail and minimal jargon, making it an indispensable read for novice and experienced investors alike.

Download or read book The Laws of England written by Hardinge Stanley Giffard Earl of Halsbury and published by . This book was released on 1913 with total page 1286 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book HTTP Developer s Handbook written by Chris Shiflett and published by Sams Publishing. This book was released on 2003 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: HTTP is the protocol that powers the Web. As Web applications become more sophisticated, and as emerging technologies continue to rely heavily on HTTP, understanding this protocol is becoming more and more essential for professional Web developers. By learning HTTP protocol, Web developers gain a deeper understanding of the Web's architecture and can create even better Web applications that are more reliable, faster, and more secure. The HTTP Developer's Handbook is written specifically for Web developers. It begins by introducing the protocol and explaining it in a straightforward manner. It then illustrates how to leverage this information to improve applications. Extensive information and examples are given covering a wide variety of issues, such as state and session management, caching, SSL, software architecture, and application security.

Download or read book Software and Data Technolgoies written by José Cordeiro and published by Springer Science & Business Media. This book was released on 2009-10-26 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book contains the best papers of the Third International Conference on Software and Data Technologies (ICSOFT 2008), held in Porto, Portugal, which was organized by the Institute for Systems and Technologies of Information, Communication and Control (INSTICC), co-sponsored by the Workflow Management Coalition (WfMC), in cooperation with the Interdisciplinary Institute for Collaboration and Research on Enterprise Systems and Technology (IICREST). The purpose of ICSOFT 2008 was to bring together researchers, engineers and practitioners interested in information technology and software development. The conference tracks were “Software Engineering”, “Information Systems and Data Management”, “Programming Languages”, “Distributed and Parallel Systems” and “Knowledge Engineering”. Being crucial for the development of information systems, software and data te- nologies encompass a large number of research topics and applications: from imp- mentation-related issues to more abstract theoretical aspects of software engineering; from databases and data-warehouses to management information systems and kno- edge-base systems; next to that, distributed systems, pervasive computing, data qu- ity and other related topics are included in the scope of this conference.

Download or read book Power and Welfare written by Nanna Mik-Meyer and published by Routledge. This book was released on 2012-12-07 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the welfare provision of today, power takes both the shape of juridical sanctions and of attractive offers for self-development. When state institutions punish criminals, remove children at risk, or enforce sanctions upon welfare recipients the question of power is immediately urgent. It is less readily evident that power is at stake when institutions educate, counsel or ‘empower’ citizens. This book offers a framework for understanding and analyzing these complex and implicit forms of power at play in the encounters between citizens and welfare institutions. Taking as its starting point the idea that power takes many different shapes, and that different approaches to power may be necessary in the diverse contexts where citizens encounter welfare professionals, the book demonstrates how significant social theorists, spanning from Goffman to Foucault, can be used for inquiries into these encounters. Guiding the reader from their epistemological foundations to lucid ‘state of the art’ case examples, the book unpacks each of its six theoretical perspectives, and explains selected key concepts and explicates their potential for analysis. The final chapter discusses the usefulness of the theoretical approaches, their weaknesses and indicates some possibilities of theoretical integration. Including case studies of patients, nursing home residents, unemployed people, homeless people, and young offenders, from the USA, Denmark, France, Sweden, Canada, and Australia, Power and Welfare is designed for students and researchers of social policy, sociology, anthropology, political science, education, nursing and social work.

Download or read book Proceedings of the 4th International Conference on Computer Engineering and Networks written by W. Eric Wong and published by Springer. This book was released on 2015-01-06 with total page 1252 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book aims to examine innovation in the fields of computer engineering and networking. The book covers important emerging topics in computer engineering and networking, and it will help researchers and engineers improve their knowledge of state-of-art in related areas. The book presents papers from the 4th International Conference on Computer Engineering and Networks (CENet2014) held July 19-20, 2014 in Shanghai, China.

Download or read book Lead Generation written by Lucky Gupta and published by Lucky Gupta Networks. This book was released on 2020-06-11 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: If you're a business person, then there are 75% chances that you'll know the importance of leads or you used it someday because many businesses only depend on leads, many don't know about it, so I wrote this book to people know the importance of leads. This book will help a normal person who doesn't know about lead to expert, so I decided to titled it "Lead Generation: From Beginner to Expert." Which is suitable it'll help you to know how can you generate leads for your business and how you can generate revenue with it. Basically lead is a person who is looking for your services and in exchange for your services, they will pay you the amount.

Download or read book Interpersonal Communication written by Richard West and published by SAGE Publications. This book was released on 2018-11-29 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: Interpersonal Communication, Fourth Edition empowers you to become a more confident communicator by providing you with both the knowledge and the practical skills you need to make effective communication choices in today's rapidly changing and technologically advanced society. Rather than "telling" you how to communicate, authors Richard L. West and Lynn H. Turner offer a toolbox of key skills so you can actively choose and experiment with strategies appropriate for a given situation. Filled with realistic examples and scenarios that reflect the diversity and interactions of today's students, this practical text makes clear connections among theory, skills, and the life situations we all encounter on a daily basis. New to the Fourth Edition: New personal reflection questions for the IPC Careers and IPC Around Us features help you discover the relevance of interpersonal communication in your everyday life. A new applied theory feature, IPC Praxis, shows you how to apply the theories outlined in the chapter narrative to your life experiences. New chapter wrap-ups, key questions for application, and communication application tests provide you with opportunities to assess what you have learned in the chapter. SAGE edge provides you with helpful tools, including eFlashcards, practice quizzes, and more, in one easy-to-use online environment.

Download or read book Imagery Based Cognitive Therapy for Bipolar Disorder and Mood Instability written by Emily A. Holmes and published by Guilford Publications. This book was released on 2019-05-28 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: People with bipolar disorder are particularly vulnerable to anxiety and intrusive mental imagery, which can contribute to mood swings and a heightened risk for relapse. This book presents a novel brief treatment that focuses on working with mental images to reduce distress and enhance mood stability. Grounded in cognitive-behavioral therapy (CBT), the book provides therapists with tested techniques for formulating individualized treatment targets, using metacognitive strategies to reduce the power of images, rescripting problematic images, and building adaptive positive images. User-friendly instructions for assessment and intervention include case examples, sample scripts, and troubleshooting tips. In a large-size format for easy photocopying, the book includes 19 reproducible handouts and session agendas. Purchasers get access to a Web page where they can download and print the reproducible materials.

Download or read book Mastering the Clinical Conversation written by Matthieu Villatte and published by Guilford Publications. This book was released on 2015-11-10 with total page 425 pages. Available in PDF, EPUB and Kindle. Book excerpt: This compelling book provides psychotherapists with evidence-based strategies for harnessing the power of language to free clients from life-constricting patterns and promote psychological flourishing. Grounded in relational frame theory (RFT), the volume shares innovative ways to enhance assessment and intervention using specific kinds of clinical conversations. Techniques are demonstrated for activating and shaping behavior change, building a flexible sense of self, fostering meaning and motivation, creating powerful experiential metaphors, and strengthening the therapeutic relationship. User-friendly features include more than 80 clinical vignettes with commentary by the authors, plus a "Quick Guide to Using RFT in Psychotherapy" filled with sample phrases and questions to ask. See also two works by Paul L. Wachtel--Therapeutic Communication, Second Edition, which provides another vital perspective on language in psychotherapy, and Making Room for the Disavowed, which integrates psychodynamic thinking with ACT and other contemporary approaches.