The more you sell, the less inclined the client is to listen. The more you sell, the more you tend to look (and act) like a hammer looking for a nail – where any nail will do. In reality, the more you sell, the less you win.This is entirely counter-intuitive to the average sales person, mostly because we are taught from the first day of sales training that the key to success is great sales techniques. You can find thousands of books on the art and science of selling – techniques, tricks, even scripts to “sell” the prospect. Our corporate sales training classes always insisted that sales is about understanding the prospect’s needs and then articulating your solution so that the prospect was compelled to choose your obviously-superior solution – right? Not so fast! The problem: most prospects don’t want to be sold. This book on UnSelling is designed to shift the buyer-seller relationship from subservient (they say, “Jump,” we say, “How high?”) to collaborative and does so by having the seller resist the temptation to “sell” (or tell). UnSelling is focused on the more consultative approach of understanding the problem the client is intent on solving. The better we understand the client’s problem, the less we have to sell (if at all). This eBook will outline an approach to control and win the most complex deals that includes:• Qualifying new clients that requires no “selling” – period!• Understanding how to create a collaborative relationship with the prospect so that your sales teams can understand the truth from the client – not what they want you to believe• Contrasting the difference between traditional selling and this unique approach to UnSelling• And understanding what to say and how to say itYour sales people and leaders will never “sell” the same way again – and will win more as a result.

    From The Wire: "Matthew Ingram, aka Woebot, has published a book titled 100 Lost Rock Albums From The 1970s. The book takes in strands of metal, glam rock, French artists, punk and pub rock, and is released digitally as a self-published eBook via Amazon. Ingram says: 'Last year I started writing an article on the 100 Lost Rock Albums From The 1970s but it ballooned out of all proportions and I decided to turn it into an eBook.''Over time we have lost touch with the original character of the 70s. Using 'lost' records I've attempted to re-examinine the decade and redress what I see as imbalance. Beyond small reviews of a meticulously-selected 100 albums there's quite a lot of contemporary history, much theorising and lots of gags.'"

    For the next generation of players and downloaders, a provocative scenario from a music industry think tank. From the Music Research Institute at Berklee College of Music comes a manifesto for the ongoing music revolution. Today, the record companies may be hurting but the music-making business is booming, using non-traditional digital methods and distribution models. This book explains why we got where we are and where we are heading. For the iPod, downloading market, this book will explain new ways of discovering music, new ways of acquiring it and how technology trends will make music "flow like water," benefiting the people who love music and make music.

    If all that has ever been said and written about the art and science of fundraising could be distilled down to just what really matters--what fundraisers everywhere need to know--there would be only a small number of true gems deserving of the description, "nuggets of information." Leading international fundraiser Ken Burnett, author of the classic Relationship Fundraising, has identified and defined 89 such nuggets which he presents here as The Zen of Fundraising, a fun read, one-of-a-kind look into what makes donors tick and-more importantly-what makes them give.

    Now in book form for the first time, their simple method will teach you how to use basic design tools to create a life that will work for you.Using real-life stories and proven techniques like reframing, prototyping and mind-mapping, you will learn how to build your way forwards, step-by-positive-step, to a life that’s better by a design of your own making.Because a well-designed life means a life well-lived.

    Rather than a step-by-step method book, the information is presented in a general essay format, discussing ways that the various techniques covered may be applied by the advancing guitarist to enhance his/her own style of playing, some of the areas discussed include: basic fingerboard mechanics - modes, scales and chords - contemporary harmony, - harmonica and overtone influences - being self-critical - improvising short pieces - different playing situations.

    In the insightful How Music Works, Byrne offers his unique perspective on music - including how music is shaped by time, how recording technologies transform the listening experience, the evolution of the industry, and much more.

    Her best advice? Take your time, trust your maternal instincts, and choose a course that fits your needs—and your baby’s personality. For thirty years, Luiza has been helping new mothers navigate the skills, practices, and support it takes to start a family. For her, mothering is not about programs or techniques. Rather, it is about the connection between you and your new child. And for that reason, she believes that attitude is more important than approach. All mothers are different, but the three most important qualities remain the same for everyone: patience, openness, and attentiveness. Can being patient, open, and attentive guarantee that your baby will be a good sleeper or easy to feed? Of course not! But no matter what challenges your newborn brings, these three key qualities will help you rise to meet them. Like having your very own baby nurse right at your side, Eat, Play, Sleep is an indispensable guide to a good start and a happy, healthy first three months. —Learn the best methods for feeding your infant —Discover the secrets of “good sleepers” —Understand the importance of a predictable routine —How to use “play” to help establish a routine —Tips for introducing bathing and massage —How to deal with crying, especially if you have a “difficult-to-calm” baby And much more!

    In this, his first book, Steve shares his phenomenally successful mind-management programme that has been used to help elite athletes and senior managers alike to conquer their fears and operate with greater control, focus and confidence.

    Each insightful entry contains pungent critical analysis, biographical information and a complete album disography.Selected praise for "The Trouser Press Record Guide to '90's Rock""My trustworthy fact checker, be-all-and-end-all arguement settler and the last word on modern rock. I don't go on the air without it." -- Gary Cee, WLIR-FM"Still the most comprehensive guide through the labryrinth of indie and alternative rock. WHen you need a refresher course on all of Steve Albini's bands, or if you just wan tto know what Boy George did after Cultrue Club, this is the book to grab." -- David Browne, "Entertainment Weekly"

    Now you can benefit from their hard work and publishing savvy. In this new edition, they offer guidance and advice that will inspire, educate, and, most importantly, give you the necessary edge to get your book published. They explain:* How to shape your idea and create a title* Ways to get to know the market and competition* Tips on writing an effective outline, query letter, and sample chapter* The art and science of fiction and nonfiction book proposals* How ten actual proposals (included here) were successfully sold to publishers--and why""A submission from Jeff Herman always gets moved to the top . . . his new book will show you how to move to the top.""--Frederic W. Hills Vice President, Simon & Schuster""This book will take writers to the highest level of proposal writing and success.""--Roger Cooper Quality Paperback Book Club""If you want your proposal to ignite a busy editor's interest, read this book.""--Adrienne Hickey Senior Acquisitions Editor, AMACOM Books

    Written by a group of music industry pros, this practical guide shows you how to develop your songwriting skills and successfully utilize the Internet to promote and market your work!Whether you?re a first-time songwriter or songwriting vet looking for a fast-track into the recording industry, this friendly, easy-to-follow guide is the source for you. Using well-known tunes as examples, the authors walk you through everything you need to know to write hit singles, catchy jingles, and everything in between.25% new and updated content, including information on social media networks YouTube, Twitter, Viddler, and Digg Coverage of the latest music industry trends and techniques Tips and tricks to combat songwriter's block Whether you want to know how to compose a love song for that special someone or you?re looking break into the industry Songwriting For Dummies, 2nd Edition is a gold mine of inspiration and how-to information.

    If you suspect there could be more to life than what you're getting...if you always knew you could do anything if you only knew what it was, this extraordinary book is about to prove you right!A life without direction is a life without passion.  The dynamic follow-up to the phenomenal best-seller Wishcraft, I Could Do Anything If I Only Knew What It Was (the New York Times Bestseller) guides you, not to another unsatisfying job, but to a richly rewarding career rooted in your heart's desire.  And in a work of true emancipation, this life-changing sourcebook reveals how you can recapture "long lost" goals, overcome the blocks that inhibit your success, decide what you want to be, and live your dreams forever!You will learn:*       What to do if you never chose to be what you are.*       How to get off the fast track--and on to the right track.*       First aid techniques for paralyzing chronic negativity.*       How to regroup when you've lost your big dream.*       To stop waiting for luck--and start creating it.

    Also included is a bonus section of 100 free (and almost free) ways to promote your ebook.+ How to write a novella in 24 hours+ How to start building your empire+ How long should a story be?+ How to write a bestselling novel on your iPhone+ The secret to making a book cover (that mostly doesn’t suck) in 10 minutes or less+ Why you're staring at a blank screen+ One Weird Trick to Boost Your Creativity+ Your worst idea may be your greatest+ Managing criticism+ The Curse of a Creative Mind+ 100 free (and almost free) ways to promote you ebook

    Dr. Fiore’s techniques will help any busy person start tasks sooner and accomplish them more quickly, without the anxiety brought on by the negative habits of procrastination and perfectionism.