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 What Great Brands Do written by Denise Lee Yohn and published by John Wiley & Sons. This book was released on 2014-01-07 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover proven strategies for building powerful, world-class brands It's tempting to believe that brands like Apple, Nike, and Zappos achieved their iconic statuses because of serendipity, an unattainable magic formula, or even the genius of a single visionary leader. However, these companies all adopted specific approaches and principles that transformed their ordinary brands into industry leaders. In other words, great brands can be built—and Denise Lee Yohn knows exactly how to do it. Delivering a fresh perspective, Yohn's What Great Brands Do teaches an innovative brand-as-business strategy that enhances brand identity while boosting profit margins, improving company culture, and creating stronger stakeholder relationships. Drawing from twenty-five years of consulting work with such top brands as Frito-Lay, Sony, Nautica, and Burger King, Yohn explains key principles of her brand-as-business strategy. Reveals the seven key principles that the world's best brands consistently implement Presents case studies that explore the brand building successes and failures of companies of all sizes including IBM, Lululemon, Chipotle Mexican Grill, and other remarkable brands Provides tools and strategies that organizations can start using right away Filled with targeted guidance for CEOs, COOs, entrepreneurs, and other organization leaders, What Great Brands Do is an essential blueprint for launching any brand to meteoric heights.

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 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 Power of Strategic Commitment written by Josh LEIBNER and published by AMACOM Div American Mgmt Assn. This book was released on 2009-05-27 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the most well thought out initiatives will fail without true employee ownership, accountability, and engagement. Yet most managers and executives don’t have a clear system for ensuring the support they need from those around them. The Power of Strategic Commitment helps readers improve their strategic processes by enlisting the support of managers, employees, boards, suppliers, investors, and others. The book outlines the key factors that determine commitment, providing powerful ways to build buy-in that cost nothing. Readers will discover how to: • continuously measure buy-in • involve everyone in creating their own piece of a larger organizational future • tailor commitment strategies for individual employees • keep everyone on the road to achieving stated goals • create a commitment-inspiring rewards system • hire fully-engaged talent This book provides practical methods for getting everyone behind the kind of important organizational actions that drive results.

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 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 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 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 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 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 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 Effective Leadership in Adventure Programming written by Simon Priest and published by Human Kinetics. This book was released on 2018-10-30 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: Some books address outdoor leadership; others focus on adventure programming. None delve into the specifics of both topics like Effective Leadership in Adventure Programming, Third Edition, does. The first edition of this book helped define the body of knowledge for an emerging profession. Two editions later, this groundbreaking text—now in full color—provides adventure leaders with the tools and evidence they need to show that their outdoor programs are effective and have a lasting impact on their participants. Internationally renowned authors Simon Priest and Michael Gass have significantly updated the content, based on the latest research, issues, and trends in the field of adventure education and leadership. They have reorganized chapters to conform to their new model of building core competencies. In addition, this third edition includes the following features: • Material on technology, social justice, cultural adaptation, sustainability, and facilitation techniques • An online instructor guide that offers activities, discussion questions, and assessments compiled from a group of acclaimed instructors • A digital field handbook that offers quick reference to key models, concepts, and checklists covered in the text • An expanded version of global perspectives, valuable for long-standing programs as well as those just beginning to enter the field Effective Leadership in Adventure Programming details both the art and science of adventure leadership, helping a new generation of outdoor leaders develop their skills. The text extends the focus on evidence-based models, theories, and best practices, showing that science and research are as important to the profession as the natural beauty of the environment. The book describes the core competencies of outdoor leadership, providing a framework that helps leaders connect with participants in meaningful ways, based on mutual goals. The focus on the science side is invaluable to new leaders and less-experienced leaders, and it is a great refresher for leaders with more experience. This new edition offers a more detailed look at diversity and cultural competencies, preparing leaders to effectively manage diverse populations of participants. In addition, the content is in line with the updated accreditation standards from the Association for Experiential Education. The opening chapters of Effective Leadership in Adventure Programming supply a solid foundation in the research, philosophy, ethics, and history of outdoor leadership. Numerous chapters explore the skills leaders need, with topics that include technical activity, safety and risk management, environment, organization, instruction, and facilitation. The authors also examine leadership styles and conditional leadership issues, communication, sound judgment, decision making, problem solving, and the trends and issues in adventure programming. Effective Leadership in Adventure Programming will help readers understand the four adventure program areas—recreation, education, development, and therapy—and how they influence the delivery of outdoor leadership. The book is a valuable resource for the training and education of future outdoor leaders. It will help readers know why they should work in the profession and understand how they can make a difference by being an effective outdoor leader.