Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales but fail in larger ones?"You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

    Whether you email just a little or never stop, here, at last, is an authoritative and delightful audiobook that shows how to write the perfect email anywhere. Send also points out the numerous (but not always obvious) times when email can be the worst option and might land you in hot water (or even jail!). The secret is, of course, to think before you click. Send is nothing short of a survival guide for the digital age–wise, brimming with good humor, and filled with helpful lessons from the authors’ own email experiences (and mistakes). In short: absolutely e-ssential.

    He has worked with authors across all fiction and non-fiction genres. Along with his client work, he has studied many other successful authors to learn what works and what doesn't.The result is Your First 1000 Copies where he walks you through the Connection System, a plan that every author can immediately start using. The plan looks like this: Permission - How to open up communication with your readers where you can reliably engage them and invite them to be involved. Content - How to use content to engage with current readers and connect with new ones. Outreach - How to ethically and politely introduce yourself to new readers. Sell - How all of these steps can naturally lead to book sales without being pushy or annoying Track - How to use modern online tools to see what's working and what's not working, and how to make decisions based on data.This is a system that any author can immediately put in place to start building their platform. Whether you're a seasoned author looking to step into the new publishing landscape, or you're a brand new author, Your First 1000 Copies will give you the tools to connect with readers and sell more books.

    A favourite of job hunters and career changers for more than three decades, it continues to be a mainstay on best-seller lists, from Amazon.com to BusinessWeek to the New York Times, where it has spent five and a half years.

    for your own business. You?ll get the low-down on pre-employment research, tenant screening, adoption searches, safeguarding yourself from investigation, and much more. ?Completely revised with all-new chapters on skip tracing and due diligence searches ?Skills and techniques for average citizens, as well as professionals ?Includes the most useful?and little-known?databases

    Today's environment is similarly chaotic, turbulent, and uncertain. On Becoming a Leader has served for nearly fifteen years as a beacon of insight, delving into the qualities that define leadership, the people who exemplify it, and the strategies that anyone can apply to become an effective leader. This new edition features a provocative introduction on the challenges and opportunities facing leaders today, with additional updates and current references throughout.

    "This book clearly illustrates the true nature of disturbed characters, exposes the tactics the most manipulative characters use to pull the wool over the eyes of others, and outlines powerful, practical ways to deal more effectively with manipulative people."

    We all have a duty to affect others—from the classroom to the boardroom to social media. But how skilled are we at this role, and can we become better? It turns out that many of our instincts—from relying on facts and figures to shape opinions, to insisting others are wrong or attempting to exert control—are ineffective, because they are incompatible with how people’s minds operate. Sharot shows us how to avoid these pitfalls, and how an attempt to change beliefs and actions is successful when it is well-matched with the core elements that govern the human brain. Sharot reveals the critical role of emotion in influence, the weakness of data and the power of curiosity. Relying on the latest research in neuroscience, behavioral economics and psychology, the book provides fascinating insight into the complex power of influence, good and bad.

    Why? Because your words are powerful and the words you speak about yourself are even more powerful. Discover what to say from God’s Word about your freedom, faith, finances, family, fitness, and your future dreams and goals. Use the sample declarations, including Terri’s personal daily pep talk, to unlock your potential and rise to new levels. Program your mind for success through positive declarations and become happier, healthier, and more productive today!

    Here's how to apply the marketing savvy you already have to the social media your prospects are using, helping you get and keep more customers, make more sales, and boost your bottom line.Find the business side -- explore the variety of social media options and research where your target audience hangs outCollect your tools -- discover ways to simplify posting in multiple locations and how to monitor activityEstablish your presence -- start a blog or podcast to build a followingFollow and be followed -- find the right people to follow on Twitter and get them to follow youFan out -- showcase your company with a customized Facebook business pageFollow up -- use analytics to assess the success of your social media campaignOpen the book and find:Tips for finding your target marketImportant legal considerationsStep-by-step guidance for setting up a campaignLots of helpful technology toolsBlogging and podcasting adviceHow to make Twitter pay off for your businessTools for analyzing your success in each mediumWhen to move forward and when to pull back

    She uses a highly instructive and entertaining story to show how to quickly recognize any undermining questions that pop into your mind--or out of your mouth--and reframe them to achieve amazingly positive and practical results. The third edition includes a new introduction and epilogue and two powerful new tools that show how Question Thinking can dramatically improve coaching and leadership. Based on Adams's decades of research and experience, this book can make a life-transforming difference--as it already has for many thousands of people around the world.

    As a Special Agent for the FBI’s National Security Division’s Behavioral Analysis Program, Dr. Jack Schafer developed dynamic and breakthrough strategies for profiling terrorists and detecting deception. Now, Dr. Schafer has evolved his proven-on-the-battlefield tactics for the day-to-day, but no less critical battle of getting people to like you. In The Like Switch, he presents these techniques for how you can influence, attract, and win people over. Learn how to think and react like your favorite TV investigators from Criminal Minds or CSI as Dr. Schafer shows you how to improve your LQ (Likeability Quotient), “spot the lie” both in person and online, master nonverbal cues that influence how people perceive you, and turn up or turn down the intensity of a relationship. Dr. Schafer cracks the code on making great first impressions, building lasting relationships, and understanding others’ behavior to learn what they really think about you. With tips and techniques that hold the key to taking control of your communications, interactions, and relationships, The Like Switch shows you how to read others and get people to like you for a moment or a lifetime.

    This book makes it easy From how to install and run Java to understanding classes and objects and juggling values with arrays and collections, you will get up to speed on the new features of Java 6 in no time.Discover how toUse object-oriented programmingWork with the changes in Java 6 and JDK 6Save time by reusing codeMix Java and Javascript with the new scripting toolsTroubleshoot code problems and fix bugsAll on the bonus CD-ROMCustom build of JCreator and all the code files used in the bookBonus chapters not included in the bookTrial version of Jindent, WinOne, and NetCaptor freewareSystem Requirements: For details and complete system requirements, see the CD-ROM appendix.Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.

    - Quick, easy approach and a wealth of case studies give readers a crash course in the difference between good and bad branding. - Tons of tips and real-world advice plus a new branding dictionary help readers turn brand strategy into brand design and execution.

    In this practical introduction, you will learn the empowering techniques essential to life coaching-including putting together an action plan, getting your priorities straight, staying focused, defining true success, overcoming common obstacles, and coaching yourself to happiness.With more information than ever before, this new updated edition includes material on emotional intelligence and active listening With insights on what to expect from life coaching and how to develop your own life coaching techniques, the book offers sound advice on what it takes to become a professional life coach. If you simply want to create more balance in your life, become more productive, and enjoy a more fulfilling existence, Life Coaching For Dummies holds the answer.