The Lost Art of Closing

Winning the Ten Commitments That Drive Sales

Author: Anthony Iannarino

Publisher: Penguin

ISBN:

Category: Business & Economics

Page: 240

View: 416

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 Yet most salespeople are following outdated, incorrect, and harmful advice telling them to aggressively and forcefully go for the hard sell--or else to sell so softly that they are afraid to ask for any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.

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: 139

"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 Handwriting

Rediscover the Beauty and Power of Penmanship

Author: Brenna Jordan

Publisher: Adams Media

ISBN:

Category: Art

Page: 192

View: 380

Revisit the lost art of writing with these fun prompts, worksheets, exercises—and more!—and experience the many benefits of writing by hand, including increased focus and memory, relaxation, and creative expression. Writing by hand may seem passé in the digital age, but it shouldn’t be dismissed as simply an activity for grade schoolers—it offers countless benefits that have been studied by researchers, brain neurologists, therapists, educators, and others who are invested in helping handwriting thrive in an age of advancing technology. Handwriting may be slower than typing—but this gives your brain more time to process information, and stimulates neurological connections that aid in memory, focus, and composition. The process of handwriting can also have a soothing, calming effect and can even serve as a great form of meditation. And of course, it’s a great way of expressing your individuality and personal style. The Lost Art of Handwriting explores the history of writing longhand, and reintroduces proper stroke sequences, letter forms, and techniques for evaluating and improving your handwriting. You will discover how the amazing variety of letter forms provide endless opportunities for making these alphabets your own, and how to choose alternatives that fit your preferences while keeping your writing neat, consistent, and unique to you. You’ll learn how to connect letters in cursive writing to help you write more smoothly, and with practice, more efficiently. Learn how easy it is to apply what you’ve learned into your everyday life with tips for integrating handwriting practice into already jam-packed schedules. Soon, you’ll notice a steady increase in the relaxation, value, and joy that handwriting offers to everyone who persists in putting the pen or pencil to paper.

The Lost Art of Keeping Secrets

Author: Eva Rice

Publisher: Penguin

ISBN:

Category: Fiction

Page: 368

View: 830

"Rice’s remarkable gift for creating singular characters in this memorable story underscores her presence as a fresh new voice in fiction."—Publishers Weekly Set in 1950s London, The Lost Art of Keeping Secrets centers around Penelope, the wide-eyed daughter of a legendary beauty, Talitha, who lost her husband to the war. Penelope, with her mother and brother, struggles to maintain their vast and crumbling ancestral home—while postwar London spins toward the next decade’s cultural revolution. Penelope wants nothing more than to fall in love, and when her new best friend, Charlotte, a free spirit in the young society set, drags Penelope into London with all of its grand parties, she sets in motion great change for them all. Charlotte’s mysterious and attractive brother Harry uses Penelope to make his American ex-girlfriend jealous, with unforeseen consequences, and a dashing, wealthy American movie producer arrives with what might be the key to Penelope’s—and her family’s—future happiness. Vibrant, witty, and filled with vivid historical detail, this is an utterly unique debut novel about a time and place just slipping into history.

Eat Their Lunch

Winning Customers Away from Your Competition

Author: Anthony Iannarino

Publisher: Penguin

ISBN:

Category: Business & Economics

Page: 240

View: 136

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 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: 343

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: 636

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: 274

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.

The lost art of war

Author: Bin Sun

Publisher: Harper San Francisco

ISBN:

Category: Business & Economics

Page: 154

View: 706

The recently discovered companion to the bestselling The Art of War by Sun Tzu, written by his lineal descendant Sun Bin, also known as Sun Tzu II. Like those of his distinguished ancestor, Sun Tzu II's metaphors can be applied to life situations far beyond warfare--including business, government, diplomacy, relationships, and social action.