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Author: Anthony Iannarino Publisher: Penguin ISBN: 0735211701 Category : Business & Economics Languages : en Pages : 241
Book Description
“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: Anthony Iannarino Publisher: Penguin ISBN: 0735211701 Category : Business & Economics Languages : en Pages : 241
Book Description
“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: Steven M. Bragg Publisher: ISBN: 9781938910142 Category : Business & Economics Languages : en Pages : 242
Book Description
Closing the Books gives you a complete understanding of how information is summarized into the financial statements, as well as the closing steps needed to create financial statements. It shows how to fine-tune the closing process to achieve a shorter close, and describes the variety of financial statement formats that are available. It even addresses financial statement disclosures, the soft close, public company reporting, and the controls and record keeping needed for the closing process.
Author: Allan Bloom Publisher: Simon and Schuster ISBN: 1439126267 Category : Social Science Languages : en Pages : 403
Book Description
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: Patrick Dunleavy Publisher: Bloomsbury Publishing ISBN: 0230802087 Category : Education Languages : en Pages : 311
Book Description
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: Andrew Maynard Publisher: Mango Media Inc. ISBN: 1633539067 Category : Performing Arts Languages : en Pages : 246
Book Description
“Deftly shows how a seemingly frivolous film genre can guide us in shaping tomorrow’s world.” —Seth Shostak, senior astronomer, SETI Institute Artificial intelligence, gene manipulation, cloning, and interplanetary travel are all ideas that seemed like fairy tales but a few years ago. And now their possibilities are very much here. But are we ready to handle these advances? This book, by a physicist and expert on responsible technology development, reveals how science fiction movies can help us think about and prepare for the social consequences of technologies we don’t yet have, but that are coming faster than we imagine. Films from the Future looks at twelve movies that take us on a journey through the worlds of biological and genetic manipulation, human enhancement, cyber technologies, and nanotechnology. Readers will gain a broader understanding of the complex relationship between science and society. The movies mix old and new, and the familiar and unfamiliar, to provide a unique, entertaining, and ultimately transformative take on the power of emerging technologies, and the responsibilities they come with.
Author: Peter Hannah Publisher: Lulu.com ISBN: 1257076027 Category : Business & Economics Languages : en Pages : 138
Book Description
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!
Author: Candy Arrington Publisher: Harvest House Publishers ISBN: 0736947353 Category : Family & Relationships Languages : en Pages : 305
Book Description
In nearly a quarter of households in the US, someone is caring for an elderly parent. Authors Candy Arrington and Kim Atchley draw from their personal experiences to speak to and support those who face the challenges of caring for a parent. With compassion and guidance, Arrington and Atchley partner with readers to help a parent with limited mobility, memory, ability, and resources draw from the wisdom of Scripture for sustenance understand the elderly parent's perspective on giving up control, illness, and aging effectively organize forms, prescriptions, care, housing, and finances find personal balance by nurturing their own health, faith, and family What begins as a way to honor those they love becomes, for many, a confusing and stressful time. This resource of hope provides caregivers with the support and direction they need to be spiritually, physically, and emotionally prepared for what they face day by day.
Author: Kazuo Ishiguro Publisher: Vintage ISBN: 0385353227 Category : Fiction Languages : en Pages : 283
Book Description
NATIONAL BESTSELLER • From the winner of the Nobel Prize in Literature and author of Never Let Me Go and the Booker Prize–winning novel The Remains of the Day comes a luminous meditation on the act of forgetting and the power of memory. In post-Arthurian Britain, the wars that once raged between the Saxons and the Britons have finally ceased. Axl and Beatrice, an elderly British couple, set off to visit their son, whom they haven't seen in years. And, because a strange mist has caused mass amnesia throughout the land, they can scarcely remember anything about him. As they are joined on their journey by a Saxon warrior, his orphan charge, and an illustrious knight, Axl and Beatrice slowly begin to remember the dark and troubled past they all share. By turns savage, suspenseful, and intensely moving, The Buried Giant is a luminous meditation on the act of forgetting and the power of memory.
Author: Alfred Denning Publisher: OUP ISBN: 9780406176127 Category : Law Languages : en Pages : 312
Book Description
The Closing Chapter contains, in Book One, a sequel to Lord Denning's autobiography, The Family Story. In it he tells with disarming and touching candour of the circumstances of the publication and withdrawal of What Next in the Law and of his decision to retire from the Master of the Rolls. Book Two contains a fascinating account of some of the leading contentious legal issues of the day, in which he has played a singular part.
Author: Anthony Iannarino
Author: Anthony Iannarino
Author: Steven M. Bragg
Author: Allan Bloom
Author: Patrick Dunleavy
Author: Andrew Maynard
Author: David W. Cox
Author: Peter Hannah
Author: Candy Arrington
Author: Kazuo Ishiguro
Author: Alfred Denning