In his breakthrough handbook, Ditch the Pitch, Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. Steve’s advice: tear up your sales pitch and instead improvise persuasive conversations.Ditch the Pitch is an essential read for salespeople, business managers, and anyone wishing to persuade those around them. Organized into six habits, with each habit consisting of three practices necessary for mastery, Ditch the Pitch is designed to teach Yastrow's approach to fresh, spontaneous, persuasive conversations. These new skills will show the reader how to identify the details that make each customer unique and subsequently navigate a conversation that focuses on the right message for the right customer at the right time.Throughout the book, the author quotes well-known improv comedians and musicians. He translates the techniques these artists use when improvising to create persuasive situations with customers. With the new confidence Ditch the Pitch offers, you will become master of the art of on-the-spot, engaging, and effective customer interactions. Let go of pre-written scripts and embrace Yastrow's guidelines for effortlessly enabling spontaneous conversations that persuade customers to say "yes."

    It describes how the laws and discoveries of information theory now support controversial revisions to Darwinian evolution, begin to unravel the mysteries of language, memory and dreams, and stimulate provocative ideas in psychology, philosophy, art, music, computers and even the structure of society. Perhaps its most fascinating and unexpected surprise is the suggestion the order and complexity may be as natural as disorder and disorganization. Contrary to the entropy principle, which implies that order is the exception and confusion the rule, information theory asserts that order and sense can indeed prevail against disorder and nonsense. From the simplest forms of organic life to the words used to express our most complex ideas, from our genes to our dreams, from microcomputers to telecommunications, virtually everything around us follows simple rules of information. Life and the material world, like language, remain "grammatical." Grammatical man inhabits a grammatical universe.

    In these ever-chaotic times, you need to protect yourself from those who are a few cards short of a full deck. Unstable people are more likely to try take advantage of you, lie, cheat, abuse, or just plain make your life miserable. Find out if anyone from your date, nanny, coworker, neighbor, potential employee, client, or fiancé-is normal, neurotic, or worse! In person, on line, or over the phone, discover near fool-proof tactics that quickly disclose to you, whether someone in your life is a few fries short of a Happy Meal, or worse and your seemingly normal Dr. Jekyll is really a Mr. Hyde.How close to snapping is she? How will he perform in a crisis? Is she a danger to herself or to others? Am I in a relationship with a stable person? Can she handle this news? Is he going to turn violent? Can I trust her with my kids? Will he make an unfit guardian? Is he unstable or just a bit eccentric? Is he joking or he's serious about the idea? What is she capable of? Is my coworker troubled or just plain moody? Is my friend in danger of hurting herself, or others? Is my date stable? How delicate do I need to be in firing this employee?

    Louis Cardinals for seven years when he quit at the height of his career to tell about the dehumanizing side of the game—about the fraud and the payoffs, the racism, drug abuse, and incredible violence. The original publication of Out of Their League shocked readers and provoked the outraged response that rocked the sports world in the 1970s. But his memoir is also a moving description of a man who struggled for social justice and personal liberation. Meggyesy has continued this journey and remains an active champion for players’ rights through his work with the National Football League Players Association (NFLPA). He provides a preface for this Bison Books edition.

    Among the old chestnuts he cracks wide open are the following classics: Knights and knaves The monk and the mountain The dominoes and the chessboard The unexpected hanging The Tower of HanoiUsing real-world analogies, infectious humor, and a fresh approach, this deceptively simple volume will challenge, amuse, enlighten, and surprise even the most experienced puzzle solver.

    There are usually several ways you can phrase a statement. People will word their statement based on all their knowledge. Therefore, their statement may include information they did not intend to share.聽I Know You Are Lying聽will show you what to look for in a verbal and written statement to determine if a person is telling the truth. The Statement Analysis techniques聽will also聽show you聽how to obtain additional information from a statement. Also included is an analysis of eight high profile cases. An examination of these cases will help you review the Statement Analysis techniques, and it will show you who is being truthful and who is being deceptive in the following cases: - The Oklahoma City Bombing- The O.J. Simpson Murder Trial- Sexual Molestation Allegations Against Michael Jackson- The Assassination of Dr. Martin Luther King, Jr.- The Lindbergh Kidnapping and the Trial of Bruno Richard Hauptmann- President Clinton and Monica Lewinsky Scandal- The Murder of Marylin Sheppard - The JonBenet Ramsey Murder Whether you are conducting an interview or listening to a conversation, when you use聽the Statement Analysis techniques you will be able to determine who is being truthful and who is being deceptive.

    Based on extensive research and analytics, plus years of proven success in the field, the Business Chemistry framework provides a simple yet powerful way to identify meaningful differences between people’s working styles. Who seeks possibilities and who seeks stability? Who values challenge and who values connection? Business Chemistry will help you grasp where others are coming from, appreciate the value they bring, and determine what they need in order to excel. It offers practical ways to be more effective as an individual and as a leader. Imagine you had a more in-depth understanding of yourself and why you thrive in some work environments and flounder in others. Suppose you had a clearer view on what to do about it so that you could always perform at your best. Imagine you had more insight into what makes people tick and what ticks them off, how some interactions unlock potential while others shut people down. Suppose you could gain people’s trust, influence them, motivate them, and get the very most out of your work relationships. Imagine you knew how to create a work environment where all types of people excel, even if they have conflicting perspectives, preferences and needs. Suppose you could activate the potential benefits of diversity on your teams and in your organizations, improving collaboration to achieve the group’s collective potential. Business Chemistry offers all of this--you don’t have to leave it up to chance, and you shouldn’t. Let this book guide you in creating great chemistry!

    A classic text by the author who developed ELIZA, a natural-language processing system.

    Drawing on his breakthrough research in comparative neuroscience, Terrence Deacon offers a wealth of insights into the significance of symbolic thinking: from the co-evolutionary exchange between language and brains over two million years of hominid evolution to the ethical repercussions that followed man's newfound access to other people's thoughts and emotions.Informing these insights is a new understanding of how Darwinian processes underlie the brain's development and function as well as its evolution. In contrast to much contemporary neuroscience that treats the brain as no more or less than a computer, Deacon provides a new clarity of vision into the mechanism of mind. It injects a renewed sense of adventure into the experience of being human.

    Traditional sales and marketing methods have failed to keep pace with the way modern, internet-savvy consumers purchase goods and services. Modern messaging apps, which allow for real-time conversations and instant feedback, have transformed the way we interact in our personal and professional lives, yet most businesses still rely on 20th century technology to communicate with 21st century customers. Online forms, email inquiries, and follow-up sales calls don't provide the immediacy that modern consumers expect. Conversational marketing and sales are part of a new methodology that's centered around having real-time, one-on-one conversations with customers via chatbots and messaging, enabling powerful lead generation and optimal sales conversion. In this book, conversational marketing pioneer David Cancel shares his knowledge and experience to give marketers and sales professionals the innovative tools and proven techniques they need to carve out success in an increasingly dynamic business environment.Effective customer communication is crucial to any business, particularly in sales and marketing. By allowing your business to communicate with customers in real time--when it's most convenient for them--conversational marketing improves the customer experience, generates more leads, and helps you convert more leads into customers.Merge inbound and outbound tactics into a more productive dialogIntegrate conversational marketing techniques into your existing sales and marketing workflowGenerate higher-quality leads and shorten sales cyclesImprove the customer experience with real-time communicationFace-to-face meetings, phone calls, and email exchanges remain important to customer relations, but adding a layer of immediate, individual conversation drives the customer experience--and sales--sky-high. With a multi-layered approach that combines traditional methods and cutting-edge technologies, Conversational Marketing and Sales can help you maximize your business's performance and potential for years to come.

    By going step-by-step from the holistic to the detailed, you'll quickly discover when body language indicates something significant, and when an itch is just an itch. You'll learn how to: -- Identify the basic mechanics of human communication. -- Observe what is culturally normal…and when ""abnormal" matters. -- Read changes in body language. -- Avoid misunderstandings. -- Project the right message. -- Protect yourself from manipulation. The Body Language Handbook will not only teach you how to read the body language of others, it will also make sure you send the signals you want to send. Increase your power of communication at the office, in a courtroom or classroom, at home, and in any social setting, even the poker table!

    Without offense

    Whether you're very shy or you just don t really enjoy small talk situations, this book will deliver all the techniques, tips and know-how you'll need to talk to anyone about anything, at any time and in any situation.

     To be childish is to expect a certain outcome will come your way, that you deserve to hole the putt or that you shouldn’t miss from a certain distance. The Lost Art of Putting will help you become more child-like on the greens and less childish. Leading tour coach Gary Nicol and performance coach Karl Morris have 60 years’ combined coaching experience. It is their belief that the game of golf is not about finding ‘the’ way to do it but more a case of discovering, or perhaps more importantly uncovering, ‘your’ way to do it. The perspective and concepts they share with you in this book have the potential to liberate you so that you can experience what you are truly capable of on the greens.

    Certainly we do not think it is the basis of the mind. We think of stories and parables from Aesop's Fables or The Thousand and One Nights, forexample, as exotic tales set in strange lands, with spectacular images, talking animals, and fantastic plots--wonderful entertainments, often insightful, but well removed from logic and science, and entirely foreign to the world of everyday thought. But Mark Turner argues that this common wisdom iswrong. The literary mind--the mind of stories and parables--is not peripheral but basic to thought. Story is the central principle of our experience and knowledge. Parable--the projection of story to give meaning to new encounters--is the indispensable tool of everyday reason. Literary thoughtmakes everyday thought possible. This book makes the revolutionary claim that the basic issue for cognitive science is the nature of literary thinking.In The Literary Mind, Turner ranges from the tools of modern linguistics, to the recent work of neuroscientists such as Antonio Damasio and Gerald Edelman, to literary masterpieces by Homer, Dante, Shakespeare, and Proust, as he explains how story and projection--and their powerful combination inparable--are fundamental to everyday thought. In simple and traditional English, he reveals how we use parable to understand space and time, to grasp what it means to be located in space and time, and to conceive of ourselves, other selves, other lives, and other viewpoints. He explains the roleof parable in reasoning, in categorizing, and in solving problems. He develops a powerful model of conceptual construction and, in a far-reaching final chapter, extends it to a new conception of the origin of language that contradicts proposals by such thinkers as Noam Chomsky and Steven Pinker.Turner argues that story, projection, and parable precede grammar, that language follows from these mental capacities as a consequence. Language, he concludes, is the child of the literary mind.Offering major revisions to our understanding of thought, conceptual activity, and the origin and nature of language, The Literary Mind presents a unified theory of central problems in cognitive science, linguistics, neuroscience, psychology, and philosophy. It gives new and unexpected answers toclassic questions about knowledge, creativity, understanding, reason, and invention.