Description : True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or service to the customer âe¢ objection handling is an important skill âe¢ open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just donâe(tm)t work for major sales. Rackham went on to introduce his SPIN®-Selling method, where SPIN® describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN®-Selling provides you with a set of simple and practical techniques which have been tried in many of todayâe(tm)s leading companies with dramatic improvements to their sales performance.
Description : An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
Description : Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Description : What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Description : The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer’s questions and objections confidently ACT when the time is right "Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have." --Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell "In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur." --Larry Wilson, sales leadership guru and bestselling author "For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling." --Geoffrey James, journalist and author of the popular blog, "Sales Machine"
Description : “A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.” – Selling Magazine Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales • Building and using consultative databases for value propositions and proof of performance • Studying your customers’ cash flows to win proposals • Using consultative selling strategies on the Web • Coping with—and reversing—the inevitable “no” Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.
Description : Chet Holmes has been called "one of the top 20 change experts in the country." He helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. Too many managers jump at every new trend, but don't stick with any of them. Instead, says Holmes, focus on twelve critical areas of improvement—one at a time—and practice them over and over with pigheaded discipline. The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve. Like a tennis player who hits nothing but backhands for a few hours a week to perfect his game, you can systematically improve each key area. Holmes offers proven strategies for: Management: Teach your people how to work smarter, not harder Marketing: Get more bang from your Web site, advertising, trade shows, and public relations Sales: Perfect every sales interaction by working on sales, not just in sales The Ultimate Sales Machine will put you and your company on a path to success and help you stay there!
Description : From one of the most provocative entrepreneurs of our time, Marc Ecko reveals his formula for building an authentic brand or business in a compelling how-to guide that’s perfect to “educate the next generation of dreamers” (Kirkus Reviews). As instructive as it is innovative, Unlabel empowers you to channel your creativity, find the courage to defy convention, and summon the confidence to act and compete in any environment. This visual blueprint teaches you how to grow both creatively and commercially by testing your personal brand against the principles of the Authenticity Formula. Marc Ecko shares the bruising mistakes and remarkable triumphs that reveal the truth behind his success, growing from a misfit kid airbrushing T-shirts in his parents’ garage to the bold creator of two hugely successful branded platforms—Ecko Unltd. and Complex Media. As Ecko explains, it’s not enough to simply merge your inner artist with business savvy, you must understand the anatomy of a brand, starting with its authentic spine. With Unlabel, you will discover your own voice by overcoming fear, take action and deliver on your promises, understand why failure is essential, learn how your product or service makes people feel, and recognize if your nostalgia for the past is hampering your ability to envision your future. Unlabel provides a bold and honest approach to building an authentic personal brand, and a roadmap for growing a bootstrap start-up into a sustainable business.
Description : Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Description : From USA Today bestselling author Meghan March comes a sexy new duet. We've all had the bad boys, now it's time for a Real Good Man. Fall for a woman over text messages? No way in hell. Reality can never be as good at the fantasy, right? Wrong. It’s better. Banner Regent is smart, funny, and she’s so far out of my league, she might as well be royalty. I’m a mechanic from Kentucky. She’s a New York City party girl. We were never supposed to meet, but one text started something neither of us saw coming. How do you seduce the woman who already has everything? Show her what it’s like to be with a real good man.
Description : Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book “Fast, fun and immensely practical.” —JOE SULLIVAN, Founder, Flextronics “Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.” —JOSH WHITFORD, Founder, Echelon Media “What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.” —RALPH CRAM, Investor “Pitch Anything offers a new method that will differentiate you from the rest of the pack.” —JASON JONES, Senior Vice President, Jones Lang LaSalle “If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” —STEVEN WALDMAN, Principal and Founder, Spectrum Capital “Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.” —LOUIE UCCIFERRI, President, Regent Capital Group “I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.” —TAYLOR GARRETT, Vice President, White Cap “A counter-intuitive method that works.” —JAY GOYAL, CEO, SumOpti About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.
Description : In 2005, Joel Greenblatt published a book that is already considered one of the classics of finance literature. In The Little Book that Beats the Market—a New York Times bestseller with 300,000 copies in print—Greenblatt explained how investors can outperform the popular market averages by simply and systematically applying a formula that seeks out good businesses when they are available at bargain prices. Now, with a new Introduction and Afterword for 2010, The Little Book that Still Beats the Market updates and expands upon the research findings from the original book. Included are data and analysis covering the recent financial crisis and model performance through the end of 2009. In a straightforward and accessible style, the book explores the basic principles of successful stock market investing and then reveals the author’s time-tested formula that makes buying above average companies at below average prices automatic. Though the formula has been extensively tested and is a breakthrough in the academic and professional world, Greenblatt explains it using 6th grade math, plain language and humor. He shows how to use his method to beat both the market and professional managers by a wide margin. You’ll also learn why success eludes almost all individual and professional investors, and why the formula will continue to work even after everyone “knows” it. While the formula may be simple, understanding why the formula works is the true key to success for investors. The book will take readers on a step-by-step journey so that they can learn the principles of value investing in a way that will provide them with a long term strategy that they can understand and stick with through both good and bad periods for the stock market. As the Wall Street Journal stated about the original edition, “Mr. Greenblatt…says his goal was to provide advice that, while sophisticated, could be understood and followed by his five children, ages 6 to 15. They are in luck. His ‘Little Book’ is one of the best, clearest guides to value investing out there.”
Description : Can Sloane and James survive the lies and secrets surrounding them, or will The Program claim them in the end? Find out in this sequel to The Program, which Publishers Weekly called “chilling and suspenseful.” How do you stop an epidemic? Sloane and James are on the run after barely surviving the suicide epidemic and The Program. But they’re not out of danger. Huge pieces of their memories are still missing, and although Sloane and James have found their way back to each other, The Program isn’t ready to let them go. Escaping with a group of troubled rebels, Sloane and James will have to figure out who they can trust, and how to take down The Program. But for as far as they’ve come, there’s still a lot Sloane and James can’t remember. The key to unlocking their past lies with the Treatment—a pill that can bring back forgotten memories, but at a high cost. And there’s only one dose. Ultimately when the stakes are at their highest, can Sloane and James survive the many lies and secrets surrounding them, or will The Program claim them in the end?
Description : As our economy evolves, private equity groups, hedge funds, and investment banks compete and cooperate in different ways. Their recent innovations are reported and analyzed by the 3rd edition of David Stowell’s landmark book, which adds three new cases, significantly revisions of most chapters, and updated figures, tables, and exhibits. It captures the actual work that associates and vice presidents do, providing readers with templates for real transactions. Finally, it provides significantly more content about the ways liquidity is supplied in secondary markets, including an overview of high frequency trading/electronic market making, quantitative trading strategies, and the evolution of cash equities from open outcry pits to fully electronic central limit order books. Includes a new chapter on China to accompany nine heavily updated chapters Integrates three new cases with relevant chapters in the book to create real world applications of chapter teachings Employs spreadsheet models to enable readers to create analytical frameworks for considering choices, opportunities and risks described in the cases
Description : The twisty, gripping number one bestseller from Richard and Judy Book Club winner Clare Mackintosh, author of I Let You Go. Winner of the Richard and Judy Summer Book Club 2017 When Zoe Walker sees her photo in the classifieds section of a London newspaper, she is determined to find out why it's there. There's no explanation: just a grainy image, a website address and a phone number. She takes it home to her family, who are convinced it's just someone who looks like Zoe. But the next day the advert shows a photo of a different woman, and another the day after that. Is it a mistake? A coincidence? Or is someone keeping track of every move they make . . . If you like Shari Lapena, Paula Hawkins, Rachel Abbott, B A Paris, Fiona Barton, Ruth Ware and CL Taylor, you'll love this gripping psychological thriller. **Let Me Lie, the sensational third thriller by Clare Mackintosh is available for pre-order now** Praise for I See You: '[Clare Mackintosh] hits the jackpot again with a breathless thriller based on a brilliant idea . . . This is an excellent race-against-time thriller with shoals of red herrings to tease and taunt readers all the way. It's a must-finish-at-all-costs job' Daily Mail 'A chilling and original story that should make everybody reconsider the predictability of their behaviour - kept me reading until dawn', Rachel Abbott, author of The Sixth Window 'Accomplished, Addictive and Thought-Provoking - you'll never feel the same about taking the tube again' B A Paris, author of The Breakdown and Behind Closed Doors 'I See You stands out from the crowd with flawless plotting and an eye for detail which will send a satisfying chill through its readers. I loved it!' Renee Knight, author of Disclaimer 'Wonderfully sinister. Had me looking over my shoulder every time I travelled on the tube' Fiona Barton, author of The Widow 'Compelling and suffused with menace' Sunday Mirror 'Heart-stoppingly excellent' CL Taylor, author of The Lie 'I See You is both a compelling portrayal of modern family life and a superbly twisty thriller that keeps you guessing until the very last page. An edge of the seat read' Kate Hamer, author of The Girl in the Red Coat 'Anyone who's ever looked over their shoulder when they heard footsteps behind them, or quickened their pace in a deserted underpass, will shudder with recognition at Clare Mackintosh's deliciously creepy tale of urban paranoia' Ruth Ware, author of In a Dark, Dark Wood 'I was gripped from the very first page. Creepy and compelling with a twist I didn't see coming. I loved it' Claire Douglas, author of The Sisters 'As creepy as they come . . . We raced through this deeply unsettling thriller in two days . . . and looked over our shoulder the whole time' Heat 'Another edge-of-your-seat thriller . . . a terrifyingly plausible plot and gasp-inducing ending' Good Housekeeping 'With I See You, Clare Mackintosh has achieved something not every author can and produced a book superior to her phenomenal debut. I had chills the entire way through and I can't wait to read whatever she comes up with next' Jenny Blackhurst, author of How I Lost You
Description : PULITZER PRIZE FINALIST ONE OF THE NEW YORK TIMES BOOK REVIEW'S 10 BEST BOOKS OF THE YEAR WINNER OF THE KIRKUS PRIZE From the Pulitzer Prize-winning journalist and bestselling author of Backlash, comes In the Darkroom, an astonishing confrontation with the enigma of her father and the larger riddle of identity consuming our age. “In the summer of 2004 I set out to investigate someone I scarcely knew, my father. The project began with a grievance, the grievance of a daughter whose parent had absconded from her life. I was in pursuit of a scofflaw, an artful dodger who had skipped out on so many things—obligation, affection, culpability, contrition. I was preparing an indictment, amassing discovery for a trial. But somewhere along the line, the prosecutor became a witness.” So begins Susan Faludi’s extraordinary inquiry into the meaning of identity in the modern world and in her own haunted family saga. When the feminist writer learned that her 76-year-old father—long estranged and living in Hungary—had undergone sex reassignment surgery, that investigation would turn personal and urgent. How was this new parent who identified as “a complete woman now” connected to the silent, explosive, and ultimately violent father she had known, the photographer who’d built his career on the alteration of images? Faludi chases that mystery into the recesses of her suburban childhood and her father’s many previous incarnations: American dad, Alpine mountaineer, swashbuckling adventurer in the Amazon outback, Jewish fugitive in Holocaust Budapest. When the author travels to Hungary to reunite with her father, she drops into a labyrinth of dark histories and dangerous politics in a country hell-bent on repressing its past and constructing a fanciful—and virulent—nationhood. The search for identity that has transfixed our century was proving as treacherous for nations as for individuals. Faludi’s struggle to come to grips with her father’s metamorphosis takes her across borders—historical, political, religious, sexual--to bring her face to face with the question of the age: Is identity something you “choose,” or is it the very thing you can’t escape?
Description : Long ago, in a distant land, a lonely young man struggles to discover who he is and where he belongs. He carries the blood and magic of two peoples, a sword of unimaginable power, and a staggering potential for great good . . . or greater evil. In the land of Corona, the roads are unsafe to travel, as goblins and bloodthirsty Powries seek out human prey; and, in this savage world, princes feast while peasants starve, and two religions battle for control. A monk, Bran Dynard, returns from his mission in a far-off land with two prizes: a book of mystical knowledge and a new wife, the beautiful and mystical Sen Wi. But the world he left behind has changed, and Bran must now decide who he can trust, and where he should place his faith . . .
Description : In the run up to the June 8th General Election, Raoul Martinez and his publisher have decided to make the ebook of his book Creating Freedom free to readers in the UK so that the ideas and knowledge contained within it can be as widely disseminated as possible. We are far less free than we like to think. In Creating Freedom, Raoul Martinez exposes the mechanisms of control that pervade our lives and the myths on which they depend. Exploring the lottery of our birth, the coercive influence of concentrated wealth, and the consent-manufacturing realities of undemocratic power, he shows that our faith in free media, free markets, free elections and free will is dangerously misplaced. Written with empathy and imagination, this scholarly, fierce and profoundly hopeful manifesto makes a dazzling case for creating freedom on our own terms.
Description : WHAT’S THE KEY TO SALES SUCCESS? BOLDNESS. "Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling "This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." -- Brian Tracy, bestselling author of Unlimited Sales Success Includes interviews with Daniel Pink, Larry Winget, Linda Richardson, and many others The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It's the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale. And it is a skill that can be learned. In this inspiring, humor-filled guide, he teaches you: How to figure out exactly what inhibits you Why you make certain decisions in moments of discomfort How to train your brain to prepare for uncomfortable moments How your customer's own discomforts affect his or her purchase decisions Featuring self-assessment tools, hands-on exercises, and case studies showing Shore's methods in action, Be Bold and Win the Sale is an indispensable resource for any sales professional.
Description : Her story started long before she started working at The Sky Launch... Screw fairytales. The only reward Gwen Anders got from her rough childhood was a thick skin and hard heart. She’s content with her daily grind managing a top NYC nightclub—Eighty-Eighth Floor. So hers isn’t a happily ever after. She doesn’t believe in those anyway. Then she meets J.C. The rich, smooth talking playboy is the sexiest thing that Gwen has ever encountered, but she’s not interested in a night-in-shining latex. But when a family tragedy pushes her to the brink, it’s J.C. who’s there to teach her a new method of survival, one based on following primal urges and desires. His no-strings-attached lessons require her to abandon her constant need for control. Her carefully built walls are obliterated. Gwen discovers there’s a beautiful world outside her prison. Freedom is exhilarating—and terrifying. When she starts to feel something for J.C., she fears for her heart. Especially as she realizes that he has secrets of his own. Secrets that don't want to set him free. This series can be read as a standalone novel or as part of the Fixed Trilogy.
Description : "Near an isolated mansion a beautiful garden is discovered with luscious flowers, shady trees...and a collection of 'butterflies'--young women who have been kidnapped and intricately tattooed by the Gardener, a twisted man obsessed with preserving his lovely specimens. When a survivor is questioned, the more she shares, the more agents wonder what she is hiding"--
Description : Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Description : Springtime in Styria. And that means war. There have been nineteen years of blood. The ruthless Grand Duke Orso is locked in a vicious struggle with the squabbling League of Eight, and between them they have bled the land white. While armies march, heads roll and cities burn, and behind the scenes bankers, priests and older, darker powers play a deadly game to choose who will be king. War may be hell but for Monza Murcatto, the Snake of Talins, the most feared and famous mercenary in Duke Orso's employ, it's a damn good way of making money too. Her victories have made her popular - a shade too popular for her employer's taste. Betrayed, thrown down a mountain and left for dead, Murcatto's reward is a broken body and a burning hunger for vengeance. Whatever the cost, seven men must die. Her allies include Styria's least reliable drunkard, Styria's most treacherous poisoner, a mass-murderer obsessed with numbers and a Northman who just wants to do the right thing. Her enemies number the better half of the nation. And that's all before the most dangerous man in the world is dispatched to hunt her down and finish the job Duke Orso started... Springtime in Styria. And that means revenge. First Law Trilogy The Blade Itself Before They Are Hanged Last Argument of Kings Novels in the First Law world Best Served Cold The Heroes Red Country