Closing In

Author : Tim Hurson
Publisher : Penguin
ISBN 13 : 0698151712
Total Pages : 0 pages
Book Rating : 4.10/5 ( download)

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Download or read book Never Be Closing written by Tim Hurson and published by Penguin. This book was released on 2014-07-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Speaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework. This isn't a book full of mundane tactics for cold-calling or techniques for closing a deal. This is a problem-solving approach that is more beneficial for both the seller and the client. Selling better isn't just a one time thing; it's a way to become a more valuable long-term partner. With their "Productive Selling Model," Hurson and Dunne offer business people a set of 15 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way. The authors include practical advice mixed with helpful anecdotes to build mutually productive relationships between seller and client, including: * The Rashomon Effect, which teaches readers how to bridge the gap between different perspectives. * The Hitchcock Method, which offers readers strategies on developing a script about themselves, their company, and their products. * The Sales Conversation, a three step structure to explore the client's needs, establish credibility, and deliver value. Tim Hurson is the founding partner of Manifest Communications, one of North America's leading social marketing agencies. He launched ThinkX Intellectual Capital in 2004 and is the author of Think Better: An Innovator's Guide to Productive Thinking. Tim Dunne is a consulting partner with ThinkX, KnowInnovation, and New & Improved, firms that offer leadership, innovation, and sales training to companies worldwide.

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 :
Publisher :
ISBN 13 :
Total Pages : 60 pages
Book Rating : 4.48/5 ( download)

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Download or read book Closing in on Cancer written by and published by . This book was released on 1998 with total page 60 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Jessica Bayliss
Publisher : Simon and Schuster
ISBN 13 : 151073211X
Total Pages : 328 pages
Book Rating : 4.17/5 ( download)

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Download or read book Ten After Closing written by Jessica Bayliss and published by Simon and Schuster. This book was released on 2018-09-25 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: 10PM: Closing time at Café Flores. The door should be locked, but it isn't, Scott Bradley and Winsome Sommervil are about to become hostages. TEN MINUTES BEFORE CLOSING: Scott's girlfriend breaks up with him in the café's basement storeroom because he's late picking her up for the big end-of-the-year party. Now he can't go to the party, but he can't go home, either?not knowing his dad will still be in a drunken rage. Meanwhile, Winny wanted one night to let loose, away from her mother's crushing expectations. Instead, she's stranded at the café after her best friend ditches her in a misguided attempt at matchmaking. 10PM: Closing time at Café Flores. The door should be locked, but it isn't. Scott Bradley and Winsome Sommervil are about to become hostages. TEN MINUTES BEFORE CLOSING: Scott's girlfriend breaks up with him in the café's basement storeroom because he's late picking her up for the big end-of-the-year party. Now he can't go to the party, but he can't go home, either?not knowing his dad will still be in a drunken rage. Meanwhile, Winny wanted one night to let loose, away from her mother's crushing expectations. Instead, she's stranded at the café after her best friend ditches her in a misguided attempt at matchmaking. TEN MINUTES AFTER CLOSING: The first gunshot is fired. Someone's dead. And if Winny, Scott, and the rest of the hostages don't come up with a plan soon, they may not live to see morning. Told from both Winny and Scott's perspectives, and alternating between the events leading up to and following the hold-up, Ten After Closing is an explosive story of teens wrestling with their own challenges, thrown into circumstances that will test their very limits.

Author : Jeffrey Gitomer
Publisher : John Wiley & Sons
ISBN 13 : 1118986520
Total Pages : 88 pages
Book Rating : 4.23/5 ( download)

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Download or read book The Very Little but Very Powerful Book on Closing written by Jeffrey Gitomer and published by John Wiley & Sons. This book was released on 2015-12-07 with total page 88 pages. Available in PDF, EPUB and Kindle. Book excerpt: A leading authority on sales and customer service reveals how to close the deal on your terms. This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms. The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you’ll master closing the sale in just five steps. • Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership • Contains essential advice from the leading authority in sales and customer service • Teaches you how to ask the right questions to close the sale

Author : Noel T. Boaz
Publisher : Simon and Schuster
ISBN 13 : 9781439119914
Total Pages : 280 pages
Book Rating : 4.10/5 ( download)

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Download or read book Quarry Closing In On the Missing Link written by Noel T. Boaz and published by Simon and Schuster. This book was released on 2010-05-11 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: A leading anthropologist's twenty-year quest in northern and eastern Africa shows how findings from a variety of fields contribute to a holistic picture of human evolution and provide a context for understanding today's problems.

Author : Daniel Petrocelli
Publisher : Graymalkin Media
ISBN 13 : 1631680773
Total Pages : 620 pages
Book Rating : 4.79/5 ( download)

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Download or read book Triumph of Justice written by Daniel Petrocelli and published by Graymalkin Media. This book was released on 2016-05-31 with total page 620 pages. Available in PDF, EPUB and Kindle. Book excerpt: After the white Bronco, after the bloody glove, after the media frenzy and the verdict that set O.J. Simpson free, Daniel Petrocelli came to pick up the pieces. Outraged by the disastrous miscarriage of justice, the family of murder victim Ronald Goldman sought justice in civil court—their last chance to go after Simpson. To represent them, they hired Petrocelli, a respected attorney who had never before tried a criminal case. In order to win the case, Petrocelli would have to prove that O.J. Simpson was a killer. The physical evidence connecting Simpson to the murders was rock solid, but in the criminal trial, evidence was not enough. To bring the families justice, Petrocelli would have to do something that the District Attorney had not been able to do: confront O.J. Simpson face-to-face. Called “the best book on the subject” by the San Francisco Chronicle, Triumph of Justice is the definitive account of the Simpson murders and their aftermath. In the long, twisted history of the trial of the century, Daniel Petrocelli has the final word.

Author : Martha Joanna Lamb
Publisher :
ISBN 13 :
Total Pages : 870 pages
Book Rating : 4.91/5 ( download)

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Download or read book Embracing the century of national independence, closing in 1876 written by Martha Joanna Lamb and published by . This book was released on 1880 with total page 870 pages. Available in PDF, EPUB and Kindle. Book excerpt:

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 : Steven M. Bragg
Publisher : John Wiley & Sons
ISBN 13 : 0470480769
Total Pages : 229 pages
Book Rating : 4.62/5 ( download)

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Download or read book Fast Close written by Steven M. Bragg and published by John Wiley & Sons. This book was released on 2009-03-16 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Fast Close: A Guide to Closing the Books Quickly "Steve captures the essence of the problems affecting the financial close process within corporations of all sizes; from the period close of subledgers and general ledger through financial reporting, and the relationship and interdependencies of governance, people and technology. A must-read for the corporate controller." —David Taylor, ACMA, MBA, VP Strategy, Trintech Inc. "Fast Close: A Guide to Closing the Books Quickly, Second Edition is a must-read for today's busy controllers. Steven Bragg points out everything that can be done outside the close that you just never realized didn't actually have to be part of the month-end close process! Very commonsensical approach!" —Kathleen Schneibel, mba, cpa, Controller/CFO for Hire, KMAS Consulting LLC "A well-executed 'fast close' can bring many valuable benefits to any company, from improving organizational performance to transforming accounting executives from financial historians to trusted advisors. In Fast Close, Second Edition, Steve systematically breaks down the steps required to achieve a fast close in both public and private companies, providing financial executives with tips, checklists, and a cost-effective road map to implement fast close procedures in virtually any company." —Matthew Posta, Esq., CPA, Vice President of Finance, Key Air, LLC FROM THE FIRST EDITION "This is an outstanding book in which Steve reveals his secrets to a fast close. Having personally experienced his (one-day) fast close for years and enjoyed the beneficial impact on my company, I highly recommend this book for all financial officers who desire to have a large, favorable impact on their company." —Richard V. Souders, President and CEO, Kaba Workforce Solutions