The Lost Art of Closing

Winning the Ten Commitments That Drive Sales

Author: Anthony Iannarino

Publisher: Penguin

ISBN:

Category: Business & Economics

Page: 240

View: 683

If you want to succeed in sales, you need to know how to close. Anthony Iannarino, star sales blogger, consultant, speaker, and author of the national bestseller The Only Sales Guide You'll Ever Need, lays out the new rules of closing. Closing the deal is the most crucial step in the sales process. Yet most salespeople are following outdated, incorrect, and harmful advice telling them to aggressively and forcefully go for the hard sell--or else to sell so softly that they are afraid to ask for any commitments at all! They've heard "Always Be Closing" and "Never Be Closing." But neither of those mantras are true in the complex sales landscape we have today. Closing now is all about building trust with your clients and moving them down the path of 10 commitments....all the way to the dotted line. Iannarino argues that in a world with many competitors vying for the same clients and with clients who can do their own research, closing a sale is really about gaining commitments and doing all you can to build a relationship with your prospective client. In his rebuttal to conventional and disappointing "sales wisdom", Iannarino will teach readers to: · Develop deep relationships with clients by implementing closing strategies that build trust and help prospective clients understand the value of committing to move forward in the process. · Proactively, but not aggressively, ask for commitments without guilt or embarrassment about being pushy, manipulative, or self-oriented--all things that destroy trust. In a field rife with misperceptions about how to close a deal, Iannarino's book will be necessary reading for all sales people--to help them streamline the sales process and win more deals, faster.

NEGOCIOS SIN FRONTERAS

Author: Karoline Manny

Publisher: Pearson College Division

ISBN:

Category: Business & Economics

Page: 270

View: 499

Using a proficiency-based approach, this intermediate-level book teaches the vocabulary and grammar necessary to conduct basic business activities in Spanish speaking countries. It encourages the development of all four language skills--listening, speaking, reading, and writing--through a variety of exercises all focused on the ability to communicate and perform specific business-related tasks that readers will encounter in the real business world. Content revolves around a wide variety of business themes--e.g., business travel, employment interviews, information technology, management, imports/exports, economics, advertising, marketing, finance, taxes, insurance, environmental/ethical issues, and business/corporate law. Each chapter contains 3 pasos, each consisting of six major sections--Empecemos (a dialogue or paragraph used to introduce the new vocabulary in a contextualized manner); Charlemos un poco (activities that provide more basic input or require sentence-level output);Entrevista (a structured activity in which readers obtain information from others and present it to someone else); Situaciones (an unstructured activity in readers work together in an imaginary situation to solve a problem); Repaso de gramática (a basic grammar explanation in English, followed by activities); Escribamos (a writing activity). Other features include: Una vez más (readings taken from an authentic Spanish source, such as a newspaper or magazine, on topics of interest to businessmen and women); Carta de negocios (sample business letters); and and Panorama Cultural (computer-based activities in which readers use the Internet to explore aspects of Hispanic business culture topics). For anyone who wants to develop proficiency in using Spanish in a broad range of business situations.

Eat Their Lunch

Winning Customers Away from Your Competition

Author: Anthony Iannarino

Publisher: Penguin

ISBN:

Category: Business & Economics

Page: 240

View: 920

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: * ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. * understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. * developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

The Lost Art of the Great Speech

How to Write One--How to Deliver It

Author: Richard Dowis

Publisher: AMACOM

ISBN:

Category: Business & Economics

Page: 288

View: 766

"Splashy slides, confident body language, and a lot of eye contact are fine and well. But if a speech is rambling, illogical, or just plain boring, the impact will be lost. Now everyone can learn to give powerful, on-target speeches that capture an audience's attention and drive home a message. The key is not just in the delivery techniques, but in tapping into the power of language. Prepared by an award-winning writer, this authoritative speech-writing guide covers every essential element of a great speech, including outlining and organizing, beginning with a bang, making use of action verbs and vivid nouns, and handling questions from the audience. Plus, the book includes excerpts from some of history's most memorable speeches--eloquent words to contemplate and emulate."

The Lost Art of Keeping Secrets

Author: Eva Rice

Publisher: Hachette UK

ISBN:

Category: Fiction

Page: 311

View: 292

Miranda Hart contributes a fabulous foreword to this beautiful new edition of the beloved bestseller, published to celebrate its ten year anniversary. Hailed a 'modern vintage classic', The Lost Art of Keeping Secrets was a Richard and Judy Book Club Choice. This special edition also includes a brand new exclusive short story from Eva Rice, The Moth Trap, which offers a glimpse into the cocktail party where Penelope's parents, Archie and Talitha, first met. Set in the 1950s, in an England still recovering from the Second World War, this is the enchanting story of Penelope Wallace and her eccentric family at the start of the rock'n'roll era. Penelope longs to be grown-up and to fall in love, but various rather inconvenient things keep getting in her way. Like her mother, a stunning but petulant beauty widowed at a tragically early age, her younger brother Inigo, currently incapable of concentrating on anything that isn't Elvis Presley, a vast but crumbling ancestral home, a severe shortage of cash, and her best friend Charlotte's sardonic cousin Harry...

The Lost Art of Scripture

Author: Karen Armstrong

Publisher: Random House

ISBN:

Category: Religion

Page: 560

View: 319

'One of our best living writers on religion' Financial Times 'Karen Armstrong is a genius' A.N. Wilson 'Karen Armstrong is one of the handful of wise and supremely intelligent commentators on religion' Alain De Botton In our increasingly secular world, holy texts are at best seen as irrelevant, and at worst as an excuse to incite violence, hatred and division. So what value, if any, can scripture hold for us today? And if our world no longer seems compatible with scripture, is it perhaps because its original purpose has become lost? Today we see the Quran being used by some to justify war and terrorism, the Torah to deny Palestinians the right to live in the Land of Israel, and the Bible to condemn homosexuality and contraception. The holy texts at the centre of all religious traditions are often employed selectively to underwrite arbitrary and subjective views. They are believed to be divinely ordained; they are claimed to contain eternal truths. But as Karen Armstrong, a world authority on religious affairs, shows in this fascinating journey through millennia of history, this narrow reading of scripture is a relatively recent phenomenon. For hundreds of years these texts were instead viewed as spiritual tools: scripture was a means for the individual to connect with the divine, to transcend their physical existence, and to experience a higher level of consciousness. Holy texts were seen as fluid and adaptable, rather than a set of binding archaic rules or a ‘truth’ that has to be ‘believed’. Armstrong argues that only by rediscovering an open engagement with their holy texts will the world’s religions be able to curtail arrogance, intolerance and violence. And if scripture is used to engage with the world in more meaningful and compassionate ways, we will find that it still has a great deal to teach us.

The Lost Art of the Good Schmooze

Building Rapport and Defusing Conflict in Everyday and Public Talk

Author: Diana Boxer

Publisher: ABC-CLIO

ISBN:

Category: Language Arts & Disciplines

Page: 203

View: 704

This book shows how a good schmooze can be turned to social benefit, without the humiliation of "sucking up" or the hypocrisy of the "the hard sell." * Conversational exchanges in social life, family life, workplace talk, educational interaction, and cross-cultural sequences * Excerpts from interviews, media, and ordinary verbal interactions * Examples of personalities schmoozing well, and badly * A glossary of sociolinguistic terminology * A bibliography of sources about discourse analysis

The Lost Art of the Good Schmooze: Building Rapport and Defusing Conflict in Everyday and Public Talk

Building Rapport and Defusing Conflict in Everyday and Public Talk

Author: Diana Boxer

Publisher: ABC-CLIO

ISBN:

Category: Philosophy

Page: 203

View: 437

This book shows how a good schmooze can be turned to social benefit, without the humiliation of "sucking up" or the hypocrisy of the "the hard sell." • Conversational exchanges in social life, family life, workplace talk, educational interaction, and cross-cultural sequences • Excerpts from interviews, media, and ordinary verbal interactions • Examples of personalities schmoozing well, and badly • A glossary of sociolinguistic terminology • A bibliography of sources about discourse analysis

The Lost Art of a Dying Breed

Author: Matthew Jackson

Publisher: Xlibris Corporation

ISBN:

Category: Fiction

Page: 294

View: 890

The Lost Art of a Dying Breed features 4 short stories and a myriad of poetry blended throughout. The Guardian is a story of a young man attempting to rescue a young woman from a rapidly hope fading situation. The Big Hurt is a science fiction tale of revenge, sacrifice and forgiveness, as the hero attempts to thwart the birth of an evil galactic government. Dialogue is a romantic drama about pain and love. Agent Zero is on the trail of a serial killer in the fourth tale. Completing the series is my rules on surviving the Zombie Apocalypse, pure stereotypical satire and comedy.