DISCOVER Questions(tm) That Get You Connected PDF Download

Author: Deb Calvert
Publisher:
ISBN: 9780989737906
Category : Customer relations
Languages : en
Pages : 245

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Book Description
Make every sales call count and be the ONE seller buyers want to talk to! The DISCOVER Questions(tm) model for professional sellers is introduced and teaches them how to differentiate themselves from the pack with this revolutionary new model for asking questions. Sellers will learn how to use questions to open sales, assess customer needs, negotiate, invalidate objections and close. With DISCOVER Questions(tm), sellers can amplify their effectiveness and connect with customers on a deeper level in order to advance the sale.

Author: Teresa Torres
Publisher: Product Talk LLC
ISBN: 1736633317
Category : Design
Languages : en
Pages : 201

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Book Description
"If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you.

Author: Debra Calvert
Publisher:
ISBN: 9780989737913
Category :
Languages : en
Pages :

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Book Description
The accompanying workbook for the DISCVOER Questions(tm) Workshop for selling professionals.

Author: Deborah Harkness
Publisher: Penguin
ISBN: 0143127527
Category : Fiction
Languages : en
Pages : 577

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Book Description
The #1 New York Times bestselling third installment in the All Souls series, from the author of The Discovery of Witches and The Black Bird Oracle. Look for the hit series “A Discovery of Witches,” now streaming on AMC+, Sundance Now, and Shudder! Bringing the magic and suspense of the All Souls Trilogy to a deeply satisfying conclusion, this highly anticipated finale went straight to #1 on the New York Times bestseller list. In The Book of Life, Diana and Matthew time-travel back from Elizabethan London to make a dramatic return to the present—facing new crises and old enemies. At Matthew’s ancestral home, Sept-Tours, they reunite with the beloved cast of characters from A Discovery of Witches—with one significant exception. But the real threat to their future has yet to be revealed, and when it is, the search for Ashmole 782 and its missing pages takes on even more urgency.

Author: Anthony Doerr
Publisher: Simon and Schuster
ISBN: 1476746605
Category : Fiction
Languages : en
Pages : 560

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Book Description
*NOW A NETFLIX LIMITED SERIES—from producer and director Shawn Levy (Stranger Things) starring Mark Ruffalo, Hugh Laurie, and newcomer Aria Mia Loberti* Winner of the Pulitzer Prize and National Book Award finalist, the beloved instant New York Times bestseller and New York Times Book Review Top 10 Book about a blind French girl and a German boy whose paths collide in occupied France as both try to survive the devastation of World War II. Marie-Laure lives with her father in Paris near the Museum of Natural History where he works as the master of its thousands of locks. When she is six, Marie-Laure goes blind and her father builds a perfect miniature of their neighborhood so she can memorize it by touch and navigate her way home. When she is twelve, the Nazis occupy Paris, and father and daughter flee to the walled citadel of Saint-Malo, where Marie-Laure’s reclusive great uncle lives in a tall house by the sea. With them they carry what might be the museum’s most valuable and dangerous jewel. In a mining town in Germany, the orphan Werner grows up with his younger sister, enchanted by a crude radio they find. Werner becomes an expert at building and fixing these crucial new instruments, a talent that wins him a place at a brutal academy for Hitler Youth, then a special assignment to track the Resistance. More and more aware of the human cost of his intelligence, Werner travels through the heart of the war and, finally, into Saint-Malo, where his story and Marie-Laure’s converge. Doerr’s “stunning sense of physical detail and gorgeous metaphors” (San Francisco Chronicle) are dazzling. Deftly interweaving the lives of Marie-Laure and Werner, he illuminates the ways, against all odds, people try to be good to one another. Ten years in the writing, All the Light We Cannot See is a magnificent, deeply moving novel from a writer “whose sentences never fail to thrill” (Los Angeles Times).

Author: Nicholas A. Christakis
Publisher: Little, Brown Spark
ISBN: 031607134X
Category : Psychology
Languages : en
Pages : 316

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Book Description
Celebrated scientists Nicholas Christakis and James Fowler explain the amazing power of social networks and our profound influence on one another's lives. Your colleague's husband's sister can make you fat, even if you don't know her. A happy neighbor has more impact on your happiness than a happy spouse. These startling revelations of how much we truly influence one another are revealed in the studies of Dr. Christakis and Fowler, which have repeatedly made front-page news nationwide. In Connected, the authors explain why emotions are contagious, how health behaviors spread, why the rich get richer, even how we find and choose our partners. Intriguing and entertaining, Connected overturns the notion of the individual and provides a revolutionary paradigm-that social networks influence our ideas, emotions, health, relationships, behavior, politics, and much more. It will change the way we think about every aspect of our lives.

Author: Simon Sinek
Publisher: Penguin
ISBN: 0143111728
Category : Business & Economics
Languages : en
Pages : 258

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Book Description
Start With Why has led millions of readers to rethink everything they do – in their personal lives, their careers and their organizations. Now Find Your Why picks up where Start With Why left off. It shows you how to apply Simon Sinek’s powerful insights so that you can find more inspiration at work -- and in turn inspire those around you. I believe fulfillment is a right and not a privilege. We are all entitled to wake up in the morning inspired to go to work, feel safe when we’re there and return home fulfilled at the end of the day. Achieving that fulfillment starts with understanding exactly WHY we do what we do. As Start With Why has spread around the world, countless readers have asked me the same question: How can I apply Start With Why to my career, team, company or nonprofit? Along with two of my colleagues, Peter Docker and David Mead, I created this hands-on, step-by-step guide to help you find your WHY. With detailed exercises, illustrations, and action steps for every stage of the process, Find Your Why can help you address many important concerns, including: * What if my WHY sounds just like my competitor’s? * Can I have more than one WHY? * If my work doesn’t match my WHY, what should I do? * What if my team can’t agree on our WHY? Whether you've just started your first job, are leading a team, or are CEO of your own company, the exercises in this book will help guide you on a path to long-term success and fulfillment, for both you and your colleagues. Thank you for joining us as we work together to build a world in which more people start with WHY. Inspire on! -- Simon

Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253

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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Author: Amor Towles
Publisher: Penguin
ISBN: 0735222371
Category : Fiction
Languages : en
Pages : 593

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Book Description
#1 NEW YORK TIMES BESTSELLER More than ONE MILLION copies sold A TODAY Show Read with Jenna Book Club Pick A New York Times Notable Book, and Chosen by Oprah Daily, Time, NPR, The Washington Post, Bill Gates and Barack Obama as a Best Book of the Year “Wise and wildly entertaining . . . permeated with light, wit, youth.” —The New York Times Book Review “A classic that we will read for years to come.” —Jenna Bush Hager, Read with Jenna book club “Fantastic. Set in 1954, Towles uses the story of two brothers to show that our personal journeys are never as linear or predictable as we might hope.” —Bill Gates “A real joyride . . . elegantly constructed and compulsively readable.” —NPR The bestselling author of A Gentleman in Moscow and Rules of Civility and master of absorbing, sophisticated fiction returns with a stylish and propulsive novel set in 1950s America In June, 1954, eighteen-year-old Emmett Watson is driven home to Nebraska by the warden of the juvenile work farm where he has just served fifteen months for involuntary manslaughter. His mother long gone, his father recently deceased, and the family farm foreclosed upon by the bank, Emmett's intention is to pick up his eight-year-old brother, Billy, and head to California where they can start their lives anew. But when the warden drives away, Emmett discovers that two friends from the work farm have hidden themselves in the trunk of the warden's car. Together, they have hatched an altogether different plan for Emmett's future, one that will take them all on a fateful journey in the opposite direction—to the City of New York. Spanning just ten days and told from multiple points of view, Towles's third novel will satisfy fans of his multi-layered literary styling while providing them an array of new and richly imagined settings, characters, and themes. “Once again, I was wowed by Towles’s writing—especially because The Lincoln Highway is so different from A Gentleman in Moscow in terms of setting, plot, and themes. Towles is not a one-trick pony. Like all the best storytellers, he has range. He takes inspiration from famous hero’s journeys, including The Iliad, The Odyssey, Hamlet, Huckleberry Finn, and Of Mice and Men. He seems to be saying that our personal journeys are never as linear or predictable as an interstate highway. But, he suggests, when something (or someone) tries to steer us off course, it is possible to take the wheel.” – Bill Gates

Author: Anthony Iannarino
Publisher: Penguin
ISBN: 073521168X
Category : Business & Economics
Languages : en
Pages : 242

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Book Description
The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.