Closing Chapter

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0735211698
Total Pages : 241 pages
Book Rating : 4.98/5 ( download)

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Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Author : Bella
Publisher : iUniverse
ISBN 13 : 1491788976
Total Pages : 134 pages
Book Rating : 4.74/5 ( download)

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Download or read book Closing Chapter written by Bella and published by iUniverse. This book was released on 2016-03-11 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bella gets the call early in the morning: Its her sister Cicely, telling her that Mama has died. Mama had been confined to the Edgewood Nursing Home, and Bella had visited her every few months even though theyd almost always end up fighting. Throughout Mamas time at the nursing home, Bellas sisters and brothers didnt visit Mama much. Some of them were just thirty minutes away but only saw her once a year. In this memoir, Bella looks back with regret at Mamas last days in the nursing home as well as the relationship they had growing up. She also offers a sad thought: If one can care for six, how is it six cannot care for one? She also explores the relationship Mama had with her own mother. They were the best of friends, and she thinks one of the reasons Mama fell ill is because of her own mothers death. Bravely opening up old wounds, Bella seeks to break a cycle of family dysfunction to achieve something better for future generations in Closing Chapter.

Author : Patrick Dunleavy
Publisher : Bloomsbury Publishing
ISBN 13 : 0230802087
Total Pages : 311 pages
Book Rating : 4.87/5 ( download)

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Download or read book Authoring a PhD written by Patrick Dunleavy and published by Bloomsbury Publishing. This book was released on 2017-04-28 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: This engaging and highly regarded book takes readers through the key stages of their PhD research journey, from the initial ideas through to successful completion and publication. It gives helpful guidance on forming research questions, organising ideas, pulling together a final draft, handling the viva and getting published. Each chapter contains a wealth of practical suggestions and tips for readers to try out and adapt to their own research needs and disciplinary style. This text will be essential reading for PhD students and their supervisors in humanities, arts, social sciences, business, law, health and related disciplines.

Author : Allan Bloom
Publisher : Simon and Schuster
ISBN 13 : 1439126267
Total Pages : 403 pages
Book Rating : 4.64/5 ( download)

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Download or read book Closing of the American Mind written by Allan Bloom and published by Simon and Schuster. This book was released on 2008-06-30 with total page 403 pages. Available in PDF, EPUB and Kindle. Book excerpt: The brilliant, controversial, bestselling critique of American culture that “hits with the approximate force and effect of electroshock therapy” (The New York Times)—now featuring a new afterword by Andrew Ferguson in a twenty-fifth anniversary edition. In 1987, eminent political philosopher Allan Bloom published The Closing of the American Mind, an appraisal of contemporary America that “hits with the approximate force and effect of electroshock therapy” (The New York Times) and has not only been vindicated, but has also become more urgent today. In clear, spirited prose, Bloom argues that the social and political crises of contemporary America are part of a larger intellectual crisis: the result of a dangerous narrowing of curiosity and exploration by the university elites. Now, in this twenty-fifth anniversary edition, acclaimed author and journalist Andrew Ferguson contributes a new essay that describes why Bloom’s argument caused such a furor at publication and why our culture so deeply resists its truths today.

Author : Diana Todd-Banks
Publisher :
ISBN 13 : 9780992437404
Total Pages : pages
Book Rating : 4.07/5 ( download)

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Download or read book Closing the Final Chapter written by Diana Todd-Banks and published by . This book was released on 2014-02-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : L.J. Denning
Publisher :
ISBN 13 :
Total Pages : 293 pages
Book Rating : 4.88/5 ( download)

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Download or read book The Closing Chapter written by L.J. Denning and published by . This book was released on 1983 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Tom Hopkins
Publisher : John Wiley & Sons
ISBN 13 : 0764550632
Total Pages : 299 pages
Book Rating : 4.38/5 ( download)

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Download or read book Sales Closing For Dummies written by Tom Hopkins and published by John Wiley & Sons. This book was released on 1998-04-30 with total page 299 pages. Available in PDF, EPUB and Kindle. Book excerpt: Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work – the prospecting, preparation, planning, and practice – done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now Sales Closing For Dummies shows you how. Packed with powerful principles that can help you become a top-producing salesperson, Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation’s leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to: Lead a sale without being pushy Read the signs of an interested potential buyer Use questioning methods that close sales, time and again Help clients feel good about their buying decisions Keep your clients’ business and build their loyalty Build long-term relationships and watch your sales grow With the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on: Verbal and visual buying cues and how to recognize them Choosing the best location for closing Addressing concerns and creating a sense of urgency Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more The ten biggest closing mistakes and how to avoid them Add-on selling and other ways of getting your clients to help you to build your business Featuring Tom’s Hopkins’ trademark “Red Flag” key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you’ll need to become a world-class closer.

Author : Center for Science, Mathematics, and Engineering Education
Publisher : National Academies Press
ISBN 13 : 0309522455
Total Pages : 206 pages
Book Rating : 4.58/5 ( download)

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Download or read book The Nature and Role of Algebra in the K-14 Curriculum written by Center for Science, Mathematics, and Engineering Education and published by National Academies Press. This book was released on 1998-10-07 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: With the 1989 release of Everybody Counts by the Mathematical Sciences Education Board (MSEB) of the National Research Council and the Curriculum and Evaluation Standards for School Mathematics by the National Council of Teachers of Mathematics (NCTM), the "standards movement" in K-12 education was launched. Since that time, the MSEB and the NCTM have remained committed to deepening the public debate, discourse, and understanding of the principles and implications of standards-based reform. One of the main tenets in the NCTM Standards is commitment to providing high-quality mathematical experiences to all students. Another feature of the Standards is emphasis on development of specific mathematical topics across the grades. In particular, the Standards emphasize the importance of algebraic thinking as an essential strand in the elementary school curriculum. Issues related to school algebra are pivotal in many ways. Traditionally, algebra in high school or earlier has been considered a gatekeeper, critical to participation in postsecondary education, especially for minority students. Yet, as traditionally taught, first-year algebra courses have been characterized as an unmitigated disaster for most students. There have been many shifts in the algebra curriculum in schools within recent years. Some of these have been successful first steps in increasing enrollment in algebra and in broadening the scope of the algebra curriculum. Others have compounded existing problems. Algebra is not yet conceived of as a K-14 subject. Issues of opportunity and equity persist. Because there is no one answer to the dilemma of how to deal with algebra, making progress requires sustained dialogue, experimentation, reflection, and communication of ideas and practices at both the local and national levels. As an initial step in moving from national-level dialogue and speculations to concerted local and state level work on the role of algebra in the curriculum, the MSEB and the NCTM co-sponsored a national symposium, "The Nature and Role of Algebra in the K-14 Curriculum," on May 27 and 28, 1997, at the National Academy of Sciences in Washington, D.C.

Author : Thomas G. Welsh
Publisher : Lexington Books
ISBN 13 : 0739165941
Total Pages : 341 pages
Book Rating : 4.42/5 ( download)

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Download or read book Closing Chapters written by Thomas G. Welsh and published by Lexington Books. This book was released on 2011 with total page 341 pages. Available in PDF, EPUB and Kindle. Book excerpt: Closing Chapters attempts to explain the disintegration of urban parochial schools in Youngstown, Ohio, a onetime industrial center that lost all but one of its eighteen Catholic parochial elementary schools between 1960 and 2006. Through this examination of Youngstown, Welsh sheds light on a significant national phenomenon: the fragmentation of American Catholic identity.

Author : Peter Hannah
Publisher : Lulu.com
ISBN 13 : 1257076027
Total Pages : 138 pages
Book Rating : 4.24/5 ( download)

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Download or read book Open for Closing written by Peter Hannah and published by Lulu.com. This book was released on 2011-04 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt: Peter Hannah and PaulJamesconsider themselves, first and foremost, Sales Professionals. Between them, they have 30+ years ofsuccessful, internationalsales experience for Fortune 500 companies like American Express, France Telecom, Starwood Hotels, QinetiQ, Merrill Lynch and The Mirror Group. As consultants they have deployed their skills everywhere from London to continental Europe, the Middle East, the USA and the Far East, making them truly global experts. If people need it, Peter and Paul have sold it and in this book they share with you the fundamentals that exist within any sales environment. OPEN FOR CLOSING illustrates universal truths found throughout the world of Sales and seeks to catalyze the sales process of those just starting out through to the most seasoned veteran. The aim? Tohelp sales forces everywhere analyse and evaluate how they work and illustrate how they can work smarter, which ultimately leads to why we all do this in the first place, being successful!