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The 250 Sales Questions To Close The Deal
by Stephan SchiffmanExpert Q&A that wins the deal--every time! The key to more sales is closing more deals--and sales guru Stephan Schiffman knows all the tricks and techniques you need to do just that. Organized in a simple question-and-answer format that allows you to implement new strategies virtually overnight, this new Schiffman classic is a gold mine of practical information for all salespeople--newcomers and veterans alike. The 250 Sales Questions to Close the Deal offers cutting-edge sales questions in six core areas to help you: Initiate contact with prospective clients Build rapport with your customers Help secure the "Next Step" with every prospect Craft customized presentations Cope with setbacks or obstacles Negotiate and finalize the best deals No matter what you're selling--or to whom you're selling it--you'll sell more with Stephan Schiffman by your side!
The 250 Sales Questions To Close The Deal
by Stephan SchiffmanExpert Q&A that wins the deal--every time!The key to more sales is closing more deals--and sales guru Stephan Schiffman knows all the tricks and techniques you need to do just that. Organized in a simple question-and-answer format that allows you to implement new strategies virtually overnight, this new Schiffman classic is a gold mine of practical information for all salespeople--newcomers and veterans alike. The 250 Sales Questions to Close the Deal offers cutting-edge sales questions in six core areas to help you:Initiate contact with prospective clientsBuild rapport with your customersHelp secure the "Next Step" with every prospectCraft customized presentationsCope with setbacks or obstaclesNegotiate and finalize the best dealsNo matter what you're selling--or to whom you're selling it--you'll sell more with Stephan Schiffman by your side!
The 250 Sales Questions to Close the Deal
by Stephan SchiffmanIn the 250 sales questions to close the deal, America's #1 corporate sales trainer provides 250 questions and answers that help win the deal. Written in the quick, easy, accessible style that has become the trademark of bestselling author Stephan Schiffman, the book offers an all-new format and a wealth of practical information for newcomers and veterans alike. Schiffman offers readers cutting-edge sales questions in six core areas: Initiate contact and build rapport Figure out what the other person does Help secure a next step with a prospect Craft the right presentation Cope with setbacks or obstacles Negotiate and finalize the best deal.
26 Steps to Succeed In Hollywood...or Any Other Business: ... Or Any Other Business
by Ben Stein Al Burton"Hollywood is a small town. We don’t like strangers here." So said a character in F. Scott Fitzgerald’s classic novel of Hollywood, The Last Tycoon. And it’s true. Breaking into Hollywood and riding to success there are no easy tasks. But Ben Stein and Al Burton have created a road map for succeeding in Hollywood. Twenty-six simple rules from "There Is No Quitting Time" to "Keep Your Eyes on the Prize" to "Be Seen" tell you how to make it in Tinseltown. Anyone with eyes and ears and discipline can follow them . . . and this advice applies to every other kind of lucrative, difficult business as well—finance, politics, law—everything. These are rules for making it in a difficult world—by two men who know the rules, know the pitfalls, and have climbed the greasy pole to the top rung of success.
2600 Phrases for Effective Performance Reviews: Ready-to-Use Words and Phrases That Really Get Results
by Paul Falcone'No managerial or administrative task is as universally dreaded as the performance review. Supervisors may know the points they need to get across, but putting them on paper is another matter. This book puts the right words at their fingertips, with ready-to-use phrases and words, action items, and descriptions that managers, supervisors, and HR professionals can use to evaluate performance, prepare development plans, and address performance problems. 2600 Phrases for Effective Performance Appraisals covers the 25 most commonly rated factors, including productivity, time management, decision making, and teamwork, as well as specific roles such as customer service, finance, sales, and more. The book provides hundreds of phrases to use in performance improvement plans, plus an appendix of helpful individual words.
2600 Phrases for Setting Effective Performance Goals: Ready-to-Use Phrases That Really Get Results
by Paul FalconeAs a manager, you aren&’t truly successful unless your employees are as well. Helping them establish compelling, actionable performance goals is the first and most important step, and this handbook is there to lend a hand.A follow-up to the bestselling 2600 Phrases for Effective Performance Reviews, HR executive Paul Falcone provides you with ready-to-use performance goals organized by the characteristics and core competencies used most often in the appraisal process. From attendance and attitude to teamwork and time management, managers will find the language they need to inspire exceptional results.In 2600 Phrases for Setting Effective Performance Goals, Falcone shows you how to: Build on individuals&’ strengths rather than compensating for their weaknesses.Help your employees feel engaged and self-motivated.Develop an &“accomplishment mentality&” that encourages your staff to constantly reinvent themselves based on the organization&’s needs.Encourage retention by developing realistic, customized goals that prepare them for their next career move.Determine appropriate follow-up intervals and measurable benchmarks to determine progress throughout the year.2600 Phrases for Setting Effective Performance Goals also shares language tailored to many of the most common positions in sales and marketing, accounting and finance, HR, IT, legal, manufacturing, operations, and more.If your employees don&’t succeed, neither will you. This one-of-a-kind guide enables you to get more done through others and develop your own leadership abilities along the way.
The 27 Challenges Managers Face
by Bruce TulganFor more than twenty years, management expert Bruce Tulgan has been asking, "What are the most difficult challenges you face when it comes to managing people?"Regardless of industry or job title, managers cite the same core issues--27 recurring challenges: the superstar whom the manager is afraid of losing, the slacker whom the manager cannot figure out how to motivate, the one with an attitude problem, and the two who cannot get along, to name just a few.It turns out that when things are going wrong in a management relationship, the common denominator is almost always unstructured, low substance, hit-or-miss communication.The real problem is that most managers are "managing on autopilot" without even realizing it--until something goes wrong. And if you are managing on autopilot, then something almost always does.The 27 Challenges Managers Face shows exactly how to break the vicious cycle and gain control of management relationships. No matter what the issue, Tulgan shows that the fundamentals are all you need. The very best managers hold ongoing one-on-one conversations that make expectations clear, track performance, offer feedback, and hold people accountable.For every workplace problem--even the most awkward and difficult--The 27 Challenges Managers Face shows how to tailor conversations to solve situations familiar to every manager. Tulgan offers clear approaches for turning around bad attitudes, reducing friction and conflict, improving low performers, retaining top performers, and even addressing your own personal burnout.The 27 Challenges Managers Face is an indispensable resource for managers at all levels, one anyone managing anyone will want to keep on hand. One challenge at a time, you'll see how the most effective managers use the fundamentals of management to proactively resolve (nearly) any problem a manager could face.
27 Powers of Persuasion
by St. Hilaire ChrisSuccessful persuasion is about reading your audience-of one or one million-and creating a message that aligns with what they already believe. As a message strategist for some of the most famous names in America, Chris St. Hilaire knows this better than anyone. He has taught politicians how to persuade voters, attorneys how to persuade juries, and executives how to persuade CEOs. Drawing on the techniques St. Hilaire perfected while working with chief figures in the major communications disciplines-politics, marketing, journalism, and the law-27 Powers of Persuasion provides practical strategies that have helped his clients win multimillion-dollar court cases and major political campaigns for the past eighteen years. You'll learn how to: * Persuade people without browbeating them. * Unite with your audience, not conquer them. * Use language that lets people agree with you on their terms. * Get people to see things your way and feel good about it. With provocative excerpts from focus groups and courtroom testimony, behind-the-scenes insights from some of the nation's canniest political operatives, and stories pulled from headlines and corporate hush files, 27 Powers of Persuasion delivers tactics you can start using the moment you close the book. .
27 Técnicas de persuasión: Estrategias para convencer y ganar aliados
by Chris St. HilaireEs posible que los demás olviden lo que usted les ha dicho, pero no cómo les ha hecho sentir. Este es el secreto de la auténtica persuasión. La auténtica persuasión se basa en la capacidad para comprender a la audiencia que uno tiene delante, ya se trate de una persona o de un millón, y en crear un mensaje que esté en línea con lo que piensan de antemano. Chris St. Hilaire le enseña a persuadir sin avasallar, a identificarse con su audiencia y a utilizar un lenguaje que logre que la gente se ponga de su lado, en sus propios términos. Con provocadores ejemplos procedentes tanto del entorno político como empresarial, 27 técnicas de persuasión proporciona estrategias eficaces que se pueden poner en práctica de forma inmediata en cualquier situación. Reseñas:«Este libro contiene las mejores herramientas que le permitirán comunicarse de forma mucho más eficaz. Aplíquelas y ganará inmediatamente influencia sobre los demás.»James W. Robinson, vicepresidente, Cámara de Comercio de Estados Unidos «27 técnicas de persuasión ofrece unos sólidos consejos para lograr que los demás le sigan a usted.»CNBC «Empleando las estrategias que propone 27 técnicas de persuasión usted llegará a ser un comunicador mucho más efectivo en los negocios y en la vida.»Hadi Makarechian, Consejo Rector, Universidad de California
28 Days to Save the World: Crafting Your Culture to Be Ready for Anything
by Dan PurvisIn 2020, engineering firm Velentium faced an unprecedented ask: partner with a small medical device company and a very large vehicle manufacturer to increase emergency ventilator production from hundreds per month to thousands per week—in just 28 days.Serving on the frontlines of pandemic response is enough pressure to cause any size business to buckle, but the small firm thrived and even doubled in size to complete their manufacturing scale-up known as Project V: seven months of work in six weeks. Velentium&’s cofounder Dan Purvis attributes their extraordinary success to their decade-in-the-making company culture, which buoyed them in the face of an unforeseeable crisis. In 28 Days to Save the World, he lays out how to harness the power of organizational culture to prepare your small business to weather any challenges ahead. Every quarter, more than 30 million small-business entrepreneurs face innumerable familiar crises—of management, strategic direction, cashflow and credit, staff, and customers—that can spell their doom. Drawing from his twenty-five years of experience as a small-business leader, and with gripping stories from Project V, Purvis reveals crisis-tested methods for turning challenges into opportunities. He shows how a well-crafted culture:Reveals the right path in a crisisTaps into team members&’ inner motivationUnites leaders and followersCompels action in &“made for you&” momentsEnables you to step up to global challengesCatalyzes deep connections between people inside and outside your organization When a defining moment arrives for your organization, will your team be ready? 28 Days to Save the World is an essential resource for ensuring that you are.
29 días para conectar con tu felicidad económica
by Nieves VillenaCómo reconciliarte con tu dinero y alcanzar la felicidad económica. Tienes ante ti un viaje de 29 días en el que te reconciliarás con tu dinero y tu economía mirando tus números de una manera más humana, más cercana y más alineada contigo. Nieves Villena te ofrece la oportunidad de dedicarte un tiempo para desbloquear límites y creencias que te impiden seguir avanzando de forma saludable hacia tu felicidad económica. Así podrás vivir desde el equilibrio y construir una relación positiva contigo y con las personas que te rodean. El libro está lleno de reflexiones y herramientas que te ayudarán a sanar tu relación con el dinero y a poner en orden tu situación económica en un viaje a través de tu mentalidad, tu consciencia y tu inteligencia financiera y emocional. Reseña:«Una autora que te enseña de una manera fácil cuál es el camino.»Charuca, autora de Jefa de tu vida
, 2nd Edition: Introduction, Methods, and Information Systems (International Handbooks on Information Systems)
by Jan Vom Brocke Michael RosemannBusiness Process Management (BPM) has become one of the most widely used approaches for the design of modern organizational and information systems. The conscious treatment of business processes as significant corporate assets has facilitated substantial improvements in organizational performance but is also used to ensure the conformance of corporate activities. This Handbook presents in two volumes the contemporary body of knowledge as articulated by the world' s leading BPM thought leaders. This first volume focuses on arriving at a sound definition of BPM approaches and examines BPM methods and process-aware information systems. As such, it provides guidance for the integration of BPM into corporate methodologies and information systems. Each chapter has been contributed by leading international experts. Selected case studies complement their views and lead to a summary of BPM expertise that is unique in its coverage of the most critical success factors of BPM.<P><P> The second edition of this handbook has been significantly revised and extended. Each chapter has been updated to reflect the most current developments. This includes in particular new technologies such as in-memory data and process management, social media and networks. A further focus of this revised and extended edition is on the actual deployment of the proposed theoretical concepts. This volume includes a number of entire new chapters from some of the world's leading experts in the domain of BPM.
2nd International Conference on 5G for Ubiquitous Connectivity: 5GU 2018 (EAI/Springer Innovations in Communication and Computing)
by Baoliu Ye Weihua Zhuang Song GuoThe book presents the proceedings of the 2nd International Conference on 5G for Ubiquitous Connectivity (5GU 2018), which took place on December 4-5, 2018 in Nanjing, People’s Republic of China. The aim of this conference is to bring together researchers and developers as well as regulators and policy makers to present their latest views on 5G, including new networking, new wireless communications, resource control & management, future access techniques, new emerging applications, and latest findings in key research activities on 5G. The book is applicable to researchers, academics, students, and professionals.Features practical, tested applications in 5G for ubiquitous connectivity;Includes discussion of 5G for ubiquitous connectivity in relation to wireless communications, resource control & management, and future access techniques;Applicable to researchers, academics, students, and professionals.
2U: Higher Education Rewired
by Karim R. Lakhani Yael Grushka-CockayneIn its 2019 Partner Symposium, 2U, an online program management provider (OPM), showcased its new vision: "Career. Curriculum. Continuum. A construct for lifelong learning in the 21st century". 2U, founded in 2008, and went public in 2014, was looking to expand beyond their current degree offerings to include a wider range of programs, such as short courses, bootcamps, and professional certificates. Led by co-founder and CEO Chip Paucek, 2U believed that they were the strongest partner in the OPM market that could enable universities' digital transformation, allowing them to offer a variety of courses to a changing student profile. The universities, on the other hand, recognized that times were changing and that the appeal of a residential experience might be dwindling. Pressures of offering a more flexible learning format were mounting. Some schools were engaging in partnerships such as with 2U to get themselves online while others saw digital and online as the next evolution of instruction and that it was their responsibility to learn how to master it and own it. The case considers Paucek's challenge of leading a for-profit OPM. Was 2U growing in a way that risked alienating their most important stakeholders, the brand named universities themselves? Were the university leaders going to change their approach and start investing in the digital transformation themselves to avoid giving 2U a cut of their revenues?
3,800 Early Advertising Cuts (Dover Pictorial Archive)
by Deberny Type FoundryHere is a nearly inexhaustible supply of copyright-free graphics filled with late 19th- and early 20th-century charm, ideal for a wide range of arts and crafts projects. Reproduced from the catalog of a famous French type foundry, it is a rich and authoritative source of advertising art of the period--filled with many delightful and arresting images not available elsewhere. An enormous array of objects, activities, and interests are depicted in finely detailed illustrations that lend themselves especially well to reproduction. Motifs include food and drink, domestic furnishings, vehicles, machines, tools and hardware, medical utensils, pharmaceuticals, farm animals and birds, as well as trades, sports, and music. Also included are fencers, golfers, insects, billiard tables, wrought-iron gates, architectural decorations, cows being milked, hunting dogs in the field, crowns and coronets, extravagantly carved breakfronts, elegant presentations of food, and much, much more. In addition, a large section is devoted to ornate banners, mortised cuts, and other line art specifically intended for typographical use. While the cuts in this collection range in style from genre realism to Art Nouveau, the images--beautifully realized in scrupulous and revealing detail--have a timeless appeal ideal for a wide variety of graphic uses.
3 Decisiones que toman las personas exitosas: El mapa para alcanzar el éxito
by John C. MaxwellDurante casi tres décadas, John C. Maxwell ha estado entre las autoridades del éxito y liderazgo más solicitadas y respetadas. Este compendio de su best seller Your Roadmap for Success se enfoca en las tres cosas que crean una fórmula para el éxito. Pero existe algo que hay que ajustar: el modo en que vemos el éxito. Este no es un libro sobre personas exitosas; es un libro para personas exitosas, especialmente quienes no entiendan que ya están en el camino hacia el éxito. Todos tienen el potencial de llegar a ser un éxito hoy. John Maxwell revela los tres puntos esenciales para lograrlo. Usted puede llegar a ser un éxito hoy. El éxito es un viaje. Si sabe hacia dónde va y cómo llegar a ese lugar, va a alcanzar su destino. De hecho, ya lo ha alcanzado. La mentalidad más satisfactoria y transformadora que una persona puede adoptar es que el éxito está en el viaje. Cuando entiende que el proceso diario es lo que hace que sus metas sean reales, no sólo acaba de cambiar el plan del éxito... usted mismo ya ha llegado a ser un éxito. Este libro le enseñará lo que significa estar en el viaje hacia el éxito, le ayudará a descubrir su mapa personal y le equipará con lo que necesitará para cambiar de curso y para seguir creciendo. El camino al éxito le está esperando; es probable que usted ya esté en él.
The 3 Keys to Empowerment: Release the Power Within People for Astonishing Results
by Ken Blanchard Alan Randolph John P. Carlos"Empowerment" can be a mind-numbing topic, but in The 3 Keys to Empowerment, Ken Blanchard and his coauthors use concrete examples, a Q&A format, case histories, and entertaining sidebars to keep the discussion lively. The authors show that empowerment is not about giving people power, it's about releasing the power they already have.
3 Kings: Diddy, Dr. Dre, Jay-Z, and Hip-Hop's Multibillion-Dollar Rise
by Zack O'Malley Greenburg<P> Tracing the careers of hip-hop's three most dynamic stars, this deeply reported history brilliantly examines the entrepreneurial genius of the first musician tycoons: Diddy, Dr. Dre, and Jay-ZBeing successful musicians was simply never enough for the three kings of hip-hop. Diddy, Dr. Dre, and Jay-Z lifted themselves from childhood adversity into tycoon territory, amassing levels of fame and wealth that not only outshone all other contemporary hip-hop artists, but with a combined net worth of well over $2 billion made them the three richest American musicians, period. <P>Yet their fortunes have little to do with selling their own albums: between Diddy's Ciroc vodka, Dre's $3 billion sale of his Beats headphones to Apple, and Jay-Z's Tidal streaming service and other assets, these artists have transcended pop music fame to become lifestyle icons and moguls.Hip-hop is no longer just a musical genre; it's become a way of life that encompasses fashion, film, food, drink, sports, electronics and more - one that has opened new paths to profit and to critical and commercial acclaim. Thanks in large part to the Three Kings-who all started their own record labels and released classic albums before moving on to become multifaceted businessmen-hip-hop has been transformed from a genre spawned in poverty into a truly global multibillion-dollar industry. <P>These men are the modern embodiment of the American Dream, but their stories as great thinkers and entrepreneurs have yet to be told in full. Based on a decade of reporting, and interviews with more than 100 sources including hip-hop pioneers Russell Simmons and Fab 5 Freddy; new-breed executives like former Def Jam chief Kevin Liles and venture capitalist Troy Carter; and stars from Swizz Beatz to Shaquille O'Neal, 3 Kings tells the fascinating story of the rise and rise of the three most influential musicians in America.
The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation
by Brant PinvidicWant to deliver a pitch or presentation that grabs your audience’s ever-shrinking attention span? Ditch the colorful slides and catchy language. And follow one simple rule: Convey only what needs to be said, clearly and concisely, in three minutes or less. That’s the 3-Minute Rule.Hollywood producer and pitch master Brant Pinvidic has sold more than three hundred TV shows and movies, run a TV network, and helmed one of the largest production companies in the world with smash hits like The Biggest Loser and Bar Rescue. In his nearly twenty years of experience, he’s developed a simple, straightforward system that’shelped hundreds—from Fortune 100 CEOs to PTA presidents—use top-level Hollywood storytelling techniques to simplify their messages and say less to get more. Pinvidic proves that anyone can deliver a great pitch, for any idea, in any situation, so your audience not only remembers your message but can pass it on to their friends and colleagues. You’ll see how his methods work in a wide range of situations—from presenting investment opportunities in a biotech startup to pitching sponsorship deals for major sports stadiums, and more. Now it’s your turn. The 3-Minute Rule will equip you with an easy, foolproof method to boil down any idea to its essential elements and structure it for maximum impact.Simplify. Say less. Get More.
The 3 Power Values
by David GeblerGet organizational results by nurturing commitment, integrity, and transparencyA healthy corporate culture is the secret to an organization's performance. The good news is that employees already embody the values needed to propel the organization to its goals, but institutional roadblocks get in the way. All too often leaders don't know how to diagnose their culture in order to clear these roadblocks to performance. The 3 Power Values presents a breakthrough model that permits leaders to measure and manage culture. To create a fully aligned high-performing culture, leaders need only focus on nurturing three catalyst values: Commitment, Integrity, and Transparency.Offers an innovative values-centered model to help organizations achieve short-term goals without sacrificing long-run sustainabilityFilled with lively case studies of major companies including Johnson & Johnson and BoeingDavid Gebler is a recognized thought leader in the field of values-based ethics and culture risk managementThe 3 Power Values offers leaders at all levels a unique and accessible approach to identifying the behavioral challenges that are hindering their corporate culture and to removing them effectively.
3 Seconds: The Power of Thinking Twice
by Les Parrott IIIJust three seconds. The time it takes to make a decision. That’s all that lies between settling for “Whatever” … or insisting on “Whatever it takes.” 3 Seconds shows how to unleash the inner resources that can move you to a whole new level of success. It comes down to six predictable impulses that most of us automatically accept without a second thought. You can replace them with new impulses that lead toward impact and significance. For instance, it takes Three Seconds to … Disown Your Helplessness: The First Impulse: “There’s nothing I can do about it.” The Second Impulse: “I can’t do everything, but I can do something.” Quit Stewing and Start Doing: The First Impulse: “Someday I’m going to do that.” The Second Impulse: “I’m diving in … starting today.” Fuel Your Passion: The First Impulse: “I’ll do what happens to come my way.” The Second Impulse: “I’ll do what I’m designed to do.” Inhale … exhale ... the difference of your lifetime can begin in the space of a single breath. The decision is yours. Start today.
The 3% Signal
by Jason KellyTake the stress out of investing with this revolutionary new strategy from the author of The Neatest Little Guide to Stock Market Investing, now in its fifth edition In today's troubling economic times, the quality of our retirement depends upon our own portfolio management. But for most of us, investing can be stressful and confusing, especially when supposedly expert predictions fail. Enter The 3% Signal. Simple and effective, Kelly's plan can be applied to any type of account, including 401(k)s--and requires only fifteen minutes of strategizing per quarter. No stress. No noise. No confusion. By targeting three percent growth and adjusting holdings to meet that goal, even novice investors can level the financial playing field and ensure a secure retirement free from the stress of noisy advice that doesn't work. The plan's simple technique cuts through the folly of human emotion by reacting intelligently to price changes and automatically buying low and selling high. Relayed in the same easy-to-understand language that has made The Neatest Little Guide to Stock Market Investing such a staple in the investing community, The 3% Signal is sure to become your most trusted guide to investing success.From the Trade Paperback edition.
The 3 Simple Rules of Investing: Why Everything You've Heard About Investing Is Wrong—and What to Do Instead
by Carol Fabbri Michael Edesess George Peacock Kwok L. TsuiManaging your money can be stressful. And confusing and complicated advice from the financial industry just makes it harder. But as the authors of this clear, practical, and enlightening book--part financial guide, part exposé--prove, there are just three simple rules you need to follow and only a few investment products that are necessary for an ideal portfolio. That's it. And the authors dispense with all that "expert" advice by deftly debunking what they call investing's Seven Deadly Temptations. By embracing commonsense solutions and rejecting investments that seem enticing but are needlessly complex, overpriced, and risky, you'll put not only yourself in a stronger position but the entire economy as well.
3 Things Successful People Do
by John C. MaxwellYou have the potential to become a success today. Success is a journey. If you know where you're going and how to get there, you are going to reach your destination. In fact, you already have. The single most fulfilling, game-changing state of mind a person can adopt is the notion that success is in the journey itself. When you surrender superficial notions of "arrival" and realize that the daily process is what makes your goals real, you haven't just changed the game of success . . . you've become a success already. 3 Things Successful People Do will teach you what it means to be on the journey to success, help you discover your personal roadmap, and equip you with what you'll need to change course and keep growing. The path to success is waiting for you--chances are, you're on it already.