Never ask for the order. Get an I.O.U. for everything you do. Don t spill your candy in the lobby.Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results?Are great salespeople born with a special gift--perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships.Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.In the first week of release, the Amazon ranking of The Sandler Rules shot to:#1 in the Sales and Selling category#2 in Hot New Releases--business books#3 in business books#23 worldwide!

     But Charles Goodrich does not just focus upon the more famous of the fifty-signers as he draws evidence from a wide variety of sources to shine light upon even the most obscure of the Declaration’s signatories. Indeed some of the most fascinating of the lives within this work are those that have more frequently been forgotten. Goodrich begins the work with a short history of why the Declaration of Independence came into being. It provides an excellent grounding for his biographies of all fifty-six signers and lives that they led, both before and after they had added their names to this famous document. “The same intrepidity and genius which had raised them to be leaders of the nation at that crisis, carried them forward in the career of glory through a long period of public life. … we are convinced these biographies will be read with pleasure.” The North American Review This book is worthy reading for anyone interested in how the United States was founded and for people wishing to learn more about the figures that shaped its history in those early years. Charles Augustus Goodrich was an American author and Congregational minister, who popularized the motto "a place for everything and everything in its place". His book Lives of the Signers to the Declaration of independence was first published in 1829 and he passed away in 1862.

    John Bell Hood and his Army of Tennessee had dreams of capturing Nashville and marching on to the Ohio River, but a small Union force under Hood's old West Point roommate stood between him and the state capital. In a desperate attempt to smash John Schofield's line at Franklin, Hood threw most of his men against the Union works, centered on the house of a family named Carter, and lost 30 percent of his attacking force in one afternoon, crippling his army and setting it up for a knockout blow at Nashville two weeks later. With firsthand accounts, letters and diary entries from the Carter House Archives, local historian James R. Knight paints a vivid picture of this gruesome conflict.

    The first biography of Pretty Boy Floyd, one of America's most notorious criminals, is a sweeping social history as well as a biography of this Depression-era, Robin Hood-like figure. 125 illustrations.

    He more or less invented modern politi­cal consulting and helped Richard Nixon, Ronald Reagan, and George H. W. Bush win their races for the White House. Then he reinvented himself as a master of cable television, first as the head of CNBC and, since 1996, as the creator and leader of Fox News, the most influential news network in the country. To liberals, Ailes is an evil genius who helped polarize the country by breaking the mainstream media’s long monopoly on what constitutes news. To conservatives, he’s a champion of free speech and fair reporting whose values and view of Amer­ica reflect their own. But no one doubts that Ailes has transformed journalism. Barack Obama once called him “the most powerful man in America”— and given that Fox News has changed the way millions understand the world, it may be true. Yet for all that fame and infamy, very few people know the real person behind the headlines. Journalist Zev Chafets received unprecedented access to Ailes and his family, friends, and Fox News colleagues. The result is a candid, compelling portrait of a fascinating man. We see Ailes in action at Fox News and hear him reflect on personal mat­ters he has never before discussed publicly. And we discover the heart of his sometimes surprising political beliefs: his profane piety and his unwav­ering belief in the values of his small-town Ohio boyhood. Ailes loves to fight, but he is a happy warrior who has somehow managed to charm and befriend many of the people he has defeated in political campaigns and television wars. Barbara Walters, Rachel Maddow, Jesse Jackson, the Kennedy clan— all are unexpected Ailes fans. Chafets also gives us an unprecedented look at the inner workings of Fox News and explores Ailes’s relationships with Bill O’Reilly, Sean Hannity, Megyn Kelly, Neil Cavuto, Chris Wallace, and the other stars he has nurtured. Ultimately, Ailes is neither villain nor hero but a man full of contradictions and surprises. As Chafets writes, “What will he do next? What stokes his competitive fires and occasional rages? How to reconcile his acts of exceptional loyalty and pri­vate generosity (even to rivals) with his impulse to present himself to the world as a ruthless leg breaker? What makes Roger run—and where, if anywhere, is the finish line? As Ailes himself might say: I report, you decide.”

    He explains how bankers worldwide created a secret trillion-dollar machine that delivered cheap mortgages to the masses and riches beyond dreams to the financial innovators.Fundamental to this saga is how “the people who hated to lose” were persuaded to accept risk by “the people who loved to win.” Why did people come to trust and respect arcane financial tools? Who were the bankers competing to assemble the basic components into increasingly intricate machines? How did this process achieve its own unstoppable momentum—ending in collapse, bailouts, and a public outcry against the giants of finance?Provocative and intriguing, The Devil’s Derivatives sheds much-needed light on the forces that fueled the most brutal economic downturn since the Great Depression.

    What he’s found is that the secret ingredient for getting into the winner’s circle is simply the discipline of methodical preparation: that old-school, step-by-step way of having all your ducks in a row, whether you are an executive getting ready to do a deal or make a speech; a pitcher studying the traits of opposing hitters and keeping a meticulous notebook of their strengths and weaknesses; an international trade negotiator who knows all about the issues and the people on the other side before sitting down at the table; or a surgeon who rehearses like a classical musician.Deep down, you know you should do it. But how often do you wing it and fly by the seat of your pants because “Gosh, I don’t have time . . . I’ve done this before . . . I know what I’m doing”? It is obvious that you have to get ready for whatever game you’re playing, but all too frequently methodical preparation is the missing ingredient in today’s world of instant analysis, easy access to information, and glibness that sounds good at first but is unconnected with the reality at hand. In Dare to Prepare, successful people such as wine guru Robert Parker, investment legend Bill Miller, pianist Leon Fleisher, Goldman Sachs partner Lisa Fontenelli, broadcaster Bob Costas, firefighter Ann Marie Tierney, New York Mets manager Willie Randolph, and many others share the way they apply discipline in preparing for career-changing games, deals, meetings, and interviews. Cal Ripken Jr. played thousands of games in the major leagues but prepared for each like it was his first. NPR host Liane Hansen has interviewed countless people but approaches each interview with the same meticulous research time and time again.Make sure there are no slips “twixt cup and lip” as you get ready for your next personal or professional challenge by daring to prepare.

    An account of what it was like to grow up a White Sox fan in a Cubs nation, this title covers the history of the organisation, from the heartbreak of 1967 and the South-Side Hit Men to the disco demolition and the magical 2005 season when they became world champions.

    His career in baseball spanned forty years and two eras—from the game’s raucous early days to its emergence as big business.Charles C. Alexander, a professor of history at Ohio University, Athens, and the author of Ty Cobb, calls John McGraw “perhaps the single most significant figure in baseball’s history before Babe Ruth transformed the game with his mammoth home runs and unparalleled showmanship.”

    The most trusted sources in the auto industry have called its Model S the most advanced, safest and best-performing car ever built - and it doesn’t use a drop of gasoline. Tesla has changed the way the public perceives electric vehicles, and inspired the major automakers to revive their own dormant efforts to sell EVs. However, even amidst the avalanche of media coverage that followed the triumph of the Model S, few have grasped the true significance of what is happening. Tesla has redefined the automobile, sparked a new wave of innovation comparable to the internet and mobile computing revolutions, and unleashed forces that will transform not just the auto industry, but every aspect of society. The Tesla story is one part of an ongoing tide of change driven by the use of information technology to eliminate “friction” such as geographic distance, middlemen and outdated regulations. Tesla is simply applying the new order to the auto industry, but the automobile is such a pervasive influence in our lives that redefining how it is designed, built, driven and sold will have sweeping effects in unexpected areas. Just as Tesla built the Model S as an electric vehicle “from the ground up,” it has taken an outsider’s approach to the way it markets its cars. Its direct sales model has drawn legal challenges from entrenched auto dealers, who fear that their outdated business model will be destroyed. Its systems approach to the software and electronics in its cars has highlighted how far behind the technological times the major automakers are. It’s easy to see why readers find Tesla irresistible. CEO Elon Musk is a superstar entrepreneur, a “nauseatingly pro-US” immigrant and the leader of two other cutting-edge companies. Tesla dares to challenge the establishment behemoths and, so far at least, has handily beaten them at their own game. In this history of the 21st century’s most exciting startup, Charles Morris begins with a brief history of EVs and a biography of Tesla’s driving force, Elon Musk. He then details the history of the company, told in the words of the Silicon Valley entrepreneurs who made it happen. There are many fascinating stories here: Martin Eberhard’s realization that there were many like himself, who loved fast cars but wanted to help the environment and bring about the post-oil age; the freewheeling first days, reminiscent of the early internet era; the incredible ingenuity of the team who built the Roadster; Tesla’s near-death experience and miraculous resurrection; the spiteful split between the company’s larger-than-life leaders; the gloves-off battles with hostile media such as Top Gear and the New York Times; and the media’s ironic about-face when the magnificent Model S won the industry’s highest honors, and naysayers became cheerleaders overnight. And the story is just beginning: Tesla has breathtakingly ambitious plans for the future.This book was updated May 1, 2015 to include the latest on the Gigafactory and the D package.

    Her story is unparalleled—and offers fascinating insights into the earliest days of the emigrants. Eliza’s parents launched the Oregon Trail era with the original covered wagon trek in 1836. Settling in the region that is now the junction of Oregon, Washington, and Idaho, Eliza grew up among native peoples. She learned their language and understood their culture better than any pioneer girl of the era. Eliza was at the Whitman Mission on the day of the fateful attacks that so profoundly changed the course of western history. Her telling of that story is uniquely valuable—even though she was just 10 years old—because she was the only survivor who spoke the language of the attackers. This first-person account is an eye-opening look at life in the early West.Eliza’s story is as fresh and readable today as the day it was written—a rare example of a historic document that can still engage modern readers, even children. This enhanced edition adds dozens of photos, maps, graphics, and notes to the original manuscript. The bonus material provides a layer of context that gives readers deeper insight into her compelling story.

     During a single historic weekend (September 12-14, 2008) the fate of Lehman Brothers was sealed, Merrill Lynch barely survived, and AIG became a ward of the federal government. Top CNBC anchor Maria Bartiromo spent the entire weekend taking frantic phone calls from the most powerful players on Wall Street and in Washington, as they toiled to keep the economy from complete collapse. Those CEOs and dozens of other sources gave Bartiromo behind-the-scenes details unavailable to other members of the media, of the crisis and its aftermath. Now she draws on her high-level network to provide an eyewitness account of the biggest events of the financial crisis including at length interviews with former treasury secretary Henry Paulson, former AIG chairman Hank Greenberg, former Merrill Lynch CEO John Thain, and JP Morgan CEO Jamie Dimon, among many others. Writing with both authority and dramatic flair, Bartiromo weaves a thrilling narrative that will make news. She also tackles the big questions: how did an unmatched period of market euphoria and growth turn sour, catapulting the economy into a dangerous slide? And in the long run, how will the near-catastrophe really change Wall Street?

    From its humble beginnings in Canton, Ohio, to its emergence as a sport cherished by millions, all the key moments and famous athletes are honored within the pages of this handsomely produced book. In addition to the lively text, and action and portrait photography, the story of the game and the context in which it grew are animated by original lists, charts, creative statistics, and infographics, along with beautiful photos of the evolving equipment and artifacts essential to the story of the sport. A perfect gift, NFL: 100 Years will be cherished by every football fan, new or old.

    Robert J. Darling organizes President Bush's trip to Florida on Sept. 10, 2001, he believes the next couple of days will be quiet. He has no idea that a war is about to begin. The next day, after terrorists crash airliners into the World Trade Center towers and the Pentagon, Maj. Darling rushes to the president's underground chamber at the White House. There, he takes on the task of liaison between the vice president, national security advisor and the Pentagon. He works directly with the National Command Authority, and he's in the room when Vice President Cheney orders two fighter jets to get airborne in order to shoot down United Flight 93. Throughout the attacks, Maj. Darling witnesses the unprecedented actions that leaders are taking to defend America. As Vice President Cheney, Secretary of State Condoleezza Rice, and others make decisions at a lightning pace with little or no deliberation, he's there to lend his support. Follow Darling's story as he becomes a Marine Corps aviator and rises through the ranks to play an incredible role in responding to a crisis that changed the world in 9-11-01: The White House: Twenty-Four Hours inside the President's Bunker.

    Defence, internal security and terrorism are important yet closely guarded issues. Even as outrage over safety of women and rising terror take centrestage, there continues to be limited access to information on the subjects of national defence and security - especially in a language that a layman can understand. Raghu Raman, an expert on security and terrorism, presents issues of defence, strategy and national security in an engaging narrative, with historical and contemporary examples. He recalibrates the great ‘India rising’ story with its real and present dangers and the role of a regular citizen in this everyman’s war.