Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price -- and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: * Vision Questions: Tap into a customers' needs and desires for the future * Questions to Uncover Problems: Fix something that's not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

    But with its nearly endless possibilities and challenges, it is more than just another game; it is a way of life for tens of millions of players throughout the world. Embodying four thousand years of Oriental thought and culture, go is the oldest game in the world still played in its original form.Go is the kind of game that one can learn in a day--and spend a lifetime perfecting. It is more art than science: in order to surround and capture the opponent's territory, one needs intuition, flexibility, and acute perception combined with a sharp analytical mind. Each player is a partner in an exercise of coexistence; each player needs the other for self-enlightenment and for enjoyment. But then, too, go is a game whose strategy has been compared to the tactics of guerilla warfare. Go can be all things to all people; it is simple, elegant, and unexpectedly beautiful.This book contains an introduction; a brief example game; a clear, leisurely explanation of the rules; and illustrations of the simplest techniques of good play and of some easy and some more difficult problems the player will encounter. The appendixes include a concise list of rules, a glossary of technical terms, and a list of international and American go organizations. Among go players, Go for Beginners is known as the best beginner's book available.

    Database in Depth: The Relational Model for Practitioners goes beyond the hype and gets to the heart of how relational databases actually work.Ideal for experienced database developers and designers, this concise guide gives you a clear view of the technology--a view that's not influenced by any vendor or product. Featuring an extensive set of exercises, it will help you:understand why and how the relational model is still directly relevant to modern database technology (and will remain so for the foreseeable future)see why and how the SQL standard is seriously deficientuse the best current theoretical knowledge in the design of their databases and database applicationsmake informed decisions in their daily database professional activitiesDatabase in Depth will appeal not only to database developers and designers, but also to a diverse field of professionals and academics, including database administrators (DBAs), information modelers, database consultants, and more. Virtually everyone who deals with relational databases should have at least a passing understanding of the fundamentals of working with relational models.Author C.J. Date has been involved with the relational model from its earliest days. An exceptionally clear-thinking writer, Date lays out principle and theory in a manner that is easily understood. Few others can speak as authoritatively the topic of relational databases as Date can.

     Whether you are a rookie or an established Broker, this is the guide you need to lay the foundations for long-term success. Author Dustan Woodhouse has packed this book with dozens of tips and lessons gleaned from personal experience processing over 1,300 mortgage files and taking in over 2,000 applications verbally. You'll learn... - The old-school piece of technology that's every broker's best friend - How to have a complete application built by the time the very first phone call ends - When smart brokers decide to walk away from a file - Where to invest your marketing dollars (and where you'd just be throwing that money away) - How to trade cold-calling for warm-calling - How the "paycheque mentality" can sink your business, and what to do about it Every step, every tip, every process is aimed at building long-term relationships with clients and referral partners alike. It's all designed to get you to the holy grail of a referral-only business. Your mantra? Get the application. Here's how to do it.

    His abrupt style and zero-tolerance policy on nonsense have become the highlights of every series. But what is he like in real business?Single-Minded reveals the story of Claude's varied career and the turbulent years that shaped him. From being told at school that he would never amount to anything to his current status as a boardroom heavyweight both on-screen and off it, success has never come easy. Claude's complex, fascinating work has taken him into many different industries and countries, encompassing retail start-ups; knife-edge company rescue missions; the bruising rough-and-tumble of Premier League football; facing down French trade unions; taking on Texan oil barons in multi-million-dollar deals; and, in the private sphere, conquering life-threatening illness.Told with characteristic candour and disarming modesty, Single-Minded is an unflinching account of a remarkable career in the spotlight.

    Everything you need to know to get the most bang from your Prime bucks.

    Jakes challenges the faithful to be more effective in earning their livelihoods by providing a diverse range of strategies that will turn their work life into an abundant life. While focusing on his core mission to preach the gospel worldwide, T.D. Jakes has seen many good people not spend enough quality time with family, friends, and God. They have gotten so swept up in the daily grind that they have failed to live the rich life that God desires for each of His people. In his new book, Jakes provides readers with strategies that will help them rejuvenate their life and turn their "busyness" into a "business." All readers-not just entrepreneurs-will benefit from Jakes' insightful advice so that they can use the days God has blessed them with wisely and finish each day strong!

    This book talks about how one can acquire the expertise to forge leaders, I have delved deep into my interactions with inspiring leaders/mentors who have carved a niche for themselves & benchmarked their best practices for you to imbibe.There is a lot of Vedic & Greco-Roman cultural influence which you shall find in this book, as it draws a parallel between ancient knowledge & its modern interpretation.Each of the 22 Chapters should be perceived as a tool & this book aspires to serve as a instrument to learn techniques to develop leaders & forge them into champions.

     Through seven deployments commanding sailors in the complex and dangerous world of nuclear submarine warfare, Jon Rennie experienced a deep form of leadership. On a sub, there is no escape. No “after work.” No home to commute to. You live and lead side-by-side with the crew, every day. What Rennie didn’t realize was how much his time underwater prepared him to lead global industrial businesses and startups across multiple industries. Becoming a leader worth following begins—and ends—with people. “This book cuts to the heart of the matter of leadership: it’s all about people.” Says Joshua D. Cotton, PhD, Founder and CEO, VetStoreUSA With a special foreword by John Brubaker, Author of Seeds of Success, Rennie lays out a case for becoming a people-centered leader. Leaders have the watch. They are not only accountable for the results of the organization, but they are also responsible for the people who work for them. Leadership is a people business. The actions of a leader will have a deep impact on the lives and careers of the people they are responsible for. Natasha Goldstein, Founder and CEO, The Accountkeepers says, “As the founder of a fast-growing, people-based business, I could not put this book down. Unlike any other book on leadership I’ve read, Jon boils it down to what really matters: how you treat people.” Great leaders know that employees who are respected, appreciated, and are given the chance to grow will go the extra mile for your organization. This book provides real-world leadership wisdom written from a hands-on perspective. If you want to be a more effective leader, this is the one book you should read this year. “Start becoming a better leader today by reading this book.” Says Heather Eason, Founder and CEO, SELECT Power Systems

    With conventional solutions failing, a new culture of decision-making is called for. Strategic design is about applying the principles of traditional design to "big picture" systemic challenges such as healthcare, education and the environment. It redefines how problems are approached and aims to deliver more resilient solutions. In this short book, Dan Hill outlines a new vocabulary of design, one that needs to be smuggled into the upper echelons of power. He asserts that, increasingly, effective design means engaging with the messy politics – the “dark matter” – taking place above the designer’s head. And that may mean redesigning the organisation that hires you.

    Why did this happen? Based on extensive research, including transcripts of FBI-wiretap conversations, Fallen Angel is an insightful account of a remarkable man and the extraordinary events surrounding him: this is the real story of Rajat Gupta, an orphaned immigrant from India who managed to reach dizzying heights in the US corporate sector. Although the verdict is out, the mystery remains: several jury members were in tears after delivering the verdict, and nearly everyone who has known Gupta believes he is innocent so what really happened? With its almost thriller-like cast of real-life characters, Fallen Angel is a page-turner that explores the complex layers of this human drama.

    The effects have manifested in our news, entertainment, and Google searches, we’re finding that a lot of things we thought were objective aren’t automatically so.Reality is not a concept we want to flush down the toilet with yesterday's food, though. However, we must begin to understand how it works in a world where profit is the driving force.

     Everything in this book is based on real strategies currently used by top-earning bloggers. Whether you're new to blogging or an advanced blogger, if there was some magic pill that could take you from nothing to earning a full-time income from a blog, then this book is the closest thing in existence to that magic pill. If you're serious about earning an income blogging, then this book will be the best book which you've ever read on the subject.

    If you want to achieve maximum success in getting mistakes of the past deleted and restoring your good name so that you can qualify for the best loans at the lowest rates, then you need to follow the same steps taken by attorneys and certified credit consultants. "How do they do that?" people ask. This book reveals the answers, the details, and the steps you can take to repair your own credit in a manner that is legal and effective. Unless you just won the lottery and plan to pay cash for everything for the rest of your life, you need excellent credit and a high FICO score to get respect and the best financing.

    For the political-minded philosopher, the connection between visual art and power was clear: art is not an aesthetic pursuit, but a means to explore and challenge power dynamics. A precursor to Foucault's later work on le regard, or the gaze, the text examines paintings like Un Bar aux Folies-Bergère, where Manet used the mirror to imply the multiple gaze of the waitress, the viewer, and the man at the bar, who may or may not be the artist himself. Foucault used Manet as a basis for a wider exploration of culture.With a new introduction by leading French critic and Tate curator Nicolas Bourriaud and a note on the translation by Matthew Barr, this is a major contribution to the fields of both modern philosophy and art history.