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Скачивание или чтение онлайн электронных книг.Heavy Hitter Selling. How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy
What separates ordinary salespeople from Heavy Hitters? The best salespeople are those «Heavy Hitters» who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that high level of sales success. Using real-world case studies, examples, and exercises, Martin provides the psychological, physical, and language-based tactics you need to turn yourself into a Heavy Hitter. Inside, you'll find proven guidance and expert tips on: Understanding how people think and communicate Finding the right words at the right time Predicting a customer's behavior and influencing his thoughts Building customer rapport and understanding their motivations Persuading both the customer's rational mind and his emotional subconscious side «Like other sales books published recently, this one stresses the importance of human behavior. But unlike the others, it puts an emphasis on language. Salespeople could well benefit by exploring scientific models of language. Practical exercises make the book useful for everyone.» —Harvard Business School Review «This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market.» —Brian Tracy, author, Million Dollar Habits «Traditional selling focuses on product, price, and competition and misses the most important reason people buy-people and emotion. Heavy Hitter Selling offers a different perspective that is valuable in understanding how to win.» —Jay Fulcher, President and COO, Agile Software «Heavy Hitter Selling is different-[a book that] will help you make lots of money.» —Gerald D. Cohen, CEO, Information Builders, Inc.
Breaking Through the Project Fog. How Smart Organizations Achieve Success by Creating, Selecting and Executing On-Strategy Projects
A trail of mismanaged or terminated projects in recent years has cost the North American economy $100 to $150 billion dollars annually in lost productivity and shareholders capital. Unfortunately, the gap between project selection and project execution is often symptomatic of the onset of Project Fog, an all too familiar business situation in which projects are started and stopped constantly; resources fall short of the project workload to be executed; and, in the end, the entire effort is seen as a failure. A guide to sidestepping the usual hazards that often spell Project Fog, this book bridges the gap between executives who develop strategy and decide what projects get approved, and the project managers who have to execute those projects flawlessly. It provides a roadmap so that project managers can partner with executives to align their portfolio of projects with overall business strategy, ensuring that things get done right.
Sparks. How Parents Can Ignite the Hidden Strengths of Teenagers
In this practical book, Dr. Peter Benson, a leading authority on childhood and adolescence, describes a simple yet powerful plan for awakening the spark that lives inside each and every young person. Sparks—when illuminated and nurtured—give young people joy, energy, and direction. They have the power to change a young person’s life from one of “surviving” to “thriving.” Grounded in new research with thousands of teenagers and parents, Sparks offers a step-by-step approach to helping teenagers discover their unique gifts, and works for all families, no matter their economic status, parenting situation, or ethnic background.
The Truth About Burnout. How Organizations Cause Personal Stress and What to Do About It
Today's workforce is experiencing job burnout in epidemic proportions. Workers at all levels, both white- and blue-collar, feel stressed out, insecure, misunderstood, undervalued, and alienated at their workplace. This original and important book debunks the common myth that when workers suffer job burnout they are solely responsible for their fatigue, anger, and don't give a damn attitude. The book clearly shows where the accountability often belongs. . . .squarely on the shoulders of the organization.
Charles Schwab. How One Company Beat Wall Street and Reinvented the Brokerage Industry
Schwab's revolutionary approach to success in the face of adversity Since its founding in 1973, Schwab has led the full-brokerage market by stressing customer service. Today, Schwab has established itself as a company with a unique identity: old-fashioned integrity meets technology-empowered financial services. Charles Schwab tells the compelling story of this organization's uncanny ability to reinvent itself around an unchanging set of core values. This book is organized into five sections, each representing a critical juncture for the company when it was forced to reinvent itself or be consumed. Along the way, Kador highlights Schwab's immutable laws, direct from the Chairman and CEO: 1) Create a cause, not a business; 2) the corporate vision is only as good as the values of its culture; 3) welcome upheaval. In the whirlwind economic environment we currently face, Charles Schwab provides readers with valuable lessons on how businesses can survive and thrive in any situation.
Real Traders II. How One CFO Trader Used the Power of Leverage to make $110k in 9 Weeks
The follow-up to Real Traders, Real Lives, Real Money, this book explains how a landscape gardener turned full-time trader transformed $32 000 into $110 000 in nine weeks trading contracts for difference (CFDs). Other top Australian traders' secrets for making profi table returns from CFD trading are also shared, including their trading strategies and tactics, trading routines and psychology, tips, mistakes and lessons learnt.
Re-energizing the Corporation. How Leaders Make Change Happen
Re-energizing The Corporation is built on the groundbreaking 3e leadership model which makes sense of the three Es of Envisioning, Engaging and Executing. By understanding and following the model, you will be able to create compelling pictures of the future of your organization; build a following of individuals committed to getting the vision into reality; and maximize team performance to deliver on your dream.
Relational Intelligence. How Leaders Can Expand Their Influence Through a New Way of Being Smart
An insightful and practical guide for developing relational leadership skills and engaging new paradigms of influence Relational Intelligence reveals how leaders can become smarter in the way they conduct their relationships, and as a result, catalyze their impact. This book unwraps the hidden power of a relational genius and the practical pursuits that contribute to increasing one's relational quotient (RQ). Steve Saccone offers thought-provoking and compelling pathways into understanding the synergistic effect of relational intelligence, mission, and influence. He demonstrates how critical the art of relational intelligence is for leaders who desire to better serve those they lead, as well as the organizations and communities they love. Offers practical wisdom, engaging anecdotes, and compelling stories that show leaders how to develop relational intelligence Delineates the essential skills that make leaders relationally intelligent Unwraps six roles of a relational genius and how these transform our approaches to influence Includes Foreword by Erwin Raphael McManus A new book in the popular Leadership Network Series The author reveals how to increase one's awareness of the nuances in relational dynamics and suggests ways to help navigate relationships more intelligently and productively.
The House of Dimon. How JPMorgan's Jamie Dimon Rose to the Top of the Financial World
A behind-the-scenes look at Wall Street's top banker Following the eleventh-hour rescue of Bear Stearns by JP Morgan, Jamie Dimon's profile reached stratospheric levels. And while the deals and decisions he's made have usually turned out to be the right ones, his journey to the top of the financial world has been anything but easy. Now, in The House of Dimon, former business journalist Patricia Crisafulli goes behind the scenes to recount the amazing events that have shaped Dimon's career, from his rise to prominence as Sandy Weill's protŽgŽ at Citigroup to the drama surrounding his purchase of Bear Stearns and Washington Mutual. Each step of the way, this engaging book provides insider accounts of how Dimon successfully acquired and integrated companies, created efficiencies, and grew bottom-line results as the consummate hands-on manager. Includes interviews with Dimon himself, Sandy Weill, and colleagues who've known Dimon over the course of his career Shows how Dimon's management style and talent for taking calculated risks have allowed him to excel where many others have failed Places Dimon in the context of contemporary Wall Street, an environment that has destroyed several top CEOs During one of the most difficult and tumultuous periods in Wall Street history, Jamie Dimon has survived and thrived. The House of Dimon reveals how he's done it and explores what lies ahead for Dimon, as he attempts to grow JPMorgan in the face of the unrelenting pressures of Wall Street.
The Orange Code. How ING Direct Succeeded by Being a Rebel with a Cause
How championing consumers led to ING Direct's revolutionary rise in the banking industry In an industry dominated by big banks with little patience for their customers, ING Direct has always strived to be different-a rebel with a cause, if you will-and in doing so, they've become the most successful online banking venture in history. The Orange Code recounts ING Direct's intriguing story, explaining the philosophy of its founder Arkadi Kuhlmann-who believes in the power of individuals to control their financial destiny-and his long-running partnership with Bruce Philp, the branding consultant who helped him make ING Direct a cause to its own people and a household name across North America. Discusses the unconventional approach to business strategy, leadership, and management that built ING Direct Written by the company's CEO, Arkadi Kuhlmann, the driving force behind this unique company and its approach and Bruce Philp, the branding expert who has worked with some of the world's most well-known and valuable brands Reveals how the cause of personal financial empowerment has made everyone a winner in the ING Direct story The level of success achieved by ING Direct holds some important lessons and offers some much-needed inspiration to a business world that could use a little of both right now.