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.

    Based on real world experiences as a photographer as well as an instructor, speaker, and blogger, Robert distills his approach to capturing evocative images in a series of essays based on his popular Beyond the Lens blog.Beautifully illustrated with Robert's original photographs, you'll get an inside look at the mental process Robert uses when he's in the field scouting and making his images. While many books focus on the gear and technology, the aim here is to look inside the motivation, passion, and vision involved in successful landscape photography. Go behind the scenes as Robert explains how several images were made, how he draws inspiration from the Hudson River School of painters, and what resources he recommends for further exploration.

    

    Uses progressive enhancement techniques to ensure graceful degradation (which makes sites usable in all browsers). Shows readers how to write their own Ajax scripts instead of relying on third-party libraries. Web site designers love the idea of Ajax--of creating Web pages in which information can be updated without refreshing the entire page. But for those who aren't hard-core programmers, enhancing pages using Ajax can be a challenge. Even more of a challenge is making sure those pages work for all users. In Bulletproof Ajax, author Jeremy Keith demonstrates how developers comfortable with CSS and (X)HTML can build Ajax functionality without frameworks, using the ideas of graceful degradation and progressive enhancement to ensure that the pages work for all users. Throughout this step-by-step guide, his emphasis is on best practices with an approach to building Ajax pages called Hijax, which improves flexibility and avoids worst-case scenarios.

    Now, it's time to get into the game and help your family through your baby's first year.From 4 A.M. feedings and visiting the pediatrician to getting back to work and hopping into bed with Mom, Dude, You're a Dad leads you through all the trials and tribulations you'll face as a new dad. Author John Pfeiffer has braved the journey not just once but three times, and will tell you exactly what changes to expect as well as what you can be doing for your baby--and your baby mama--during this time. Complete with foolproof parenting strategies for handling tricky situations, this book also braces you for the years to come, which will be full of head banging, temper tantrums, and restless days.The first twelve months are make-or-break when it comes to parenting and Dude, You're a Dad is your guide to making sure that nothing gets broken.

    Lisa Mills, an experienced general transcriptionist and publisher of work-at-home site Work at Home Mom Revolution, shares everything you need to know to get started in this exciting career. This ebook also includes links to valuable resources, including a list of 60 general transcription companies that hire home-based transcriptionists (with links).

    You have also created a website for your business that details the products or services that you offer, but it doesn't allow potential customers to purchase anything online. Don't risk losing business-learn to create a dynamic online environment using only three programs. PHP, MySQL and Apache are three popular open-source tools that can work together to help you create a dynamic website, such as an online shopping experience. Sams Teach Yourself PHP, MySQL and Apache All in One is a complete reference manual for all three development tools. You will learn how to install, configure and set up the PHP scripting language, use the MySQL database system, and work with the Apache Web server. Then you'll take it a step further and discover how they work together to create a dynamic website. Use the book and the included CD to create a simple website, as well as a mailing list, online address book, shopping cart and storefront. Updated to reflect the most recent developments in PHP and MySQL, including the final stable release of MySQL 5.0, you will open your website to limitless possibilities with Sams Teach Yourself PHP, MySQL and Apache All in One.

    VIDEO TRAINING. 12+ HOURS of searchable video training (requires Internet access). If you learn better from videos, watch the videos and use the ebook only for quick reference. If you learn better from books, read the ebook and refer to the videos to see the author demonstrate real world editing techniques. This much video training usually costs over $100 or requires a monthly subscription. 2. 150+ PRESETS. Jump-start your creativity by using the included presets to give your pictures a unique look. Others charge over $200 for this many presets! 3. 50+ RAW PICTURE FILES. Work alongside many of the book's examples, or just learn by experimenting with professional photos. 4. TEACHER & PEER SUPPORT. After buying the book, you get access to the private group on Facebook where you can ask the questions and post pictures for feedback from Tony, Chelsea, and other readers. It’s like being able to raise your hand in class and ask a question! Instructions are in the introduction. With this video book, you ll learn how to instantly find any picture in your library, fix common photography problems, clean up your images, add pop to boring pictures, retouch portraits, make gorgeous prints, create photo books, and even edit your home videos. Tony goes beyond teaching you how to use Lightroom. Tony shows you why and when to use each feature to create stunning, natural photos. When Lightroom is not the best tool, Tony suggests better alternatives. Tony covers every aspect of Lightroom in-depth, but structures his teaching so that both beginner and advanced photographers can learn as efficiently as possible. If you just want a quick start, you can watch the first video or read the first chapter and you'll be organizing and editing your pictures in less than an hour. If you want to know more about a specific feature, switch to that video or jump to that chapter in the ebook. If you want to know everything about Lightroom, watch the videos and read the book from start to finish.

    "Paul and Clare" introduces the heroine of her upcoming novel, Little Night, and offers a glimpse into how she met the love of her life—and the beginning of her life-long passion for birds and nature, even in New York City. "Miss Martha's Vineyard" is a snapshot of the quirky, unconditional friendship with larger-than-life blueblood Harrison Thaxter that has kept Rory McCarthy from The Silver Boat afloat even in rough romantic seas.

    Instead you'll be able to absorb the most important content and begin applying it immediately after just one day!

    That's the theme running through Handcrafted CSS: More Bulletproof Web Design, by bestselling author Dan Cederholm, with a chapter contributed by renowned Web designer and developer Ethan Marcotte. This book explores CSS3 that works in today's browsers, and you'll be convinced that now's the time to start experimenting with it.Whether you're a Web designer, project manager, or a graphic designer wanting to learn more about the fluidity that's required when designing for the Web, you'll discover the tools to create the most flexible, reliable, and bulletproof Web designs. And you'll finally be able to persuade your clients to adopt innovative and effective techniques that make everyone's life easier while improving the end user's experience. This book's seven chapters deconstruct various aspects of a case-study Web site for the Tugboat Coffee Company, focusing on aspects that make it bulletproof and demonstrate progressive enrichment techniques over more traditional labor-intensive methods.Subjects covered in this book include: building for unanticipated future use progressively enriching designs using CSS3 properties using RGBA color for transparency with an alpha channel modular float management crafting flexible frameworks fluid layouts using grid-based design principles craftsmanship details on typography, jQuery, and shifting backgrounds

    And the good news is that anyone can access its power to bring themselves health, wealth and happiness. Fragments of The Secret have been found in oral traditions, literature, religions and philosophies throughout the centuries. A number of the exceptional people who discovered its power went on to become regarded as the greatest human beings who ever lived. Among them: Plato, Leonardo, Galileo and Einstein. The Power You are meant to have an amazing life! This is the handbook to the greatest power in the Universe--The Power to have anything you want. Every discovery, invention, and human creation comes from The Power. Perfect health, incredible relationships, a career you love, a life filled with happiness, and the money you need to be, do, and have everything you want, all come from The Power. The Magic In The Magic a great mystery from a sacred text is revealed, and with this knowledge Rhonda Byrne takes the reader on a life-changing journey for 28 days. Step by step, day-by-day, secret teachings, revelations, and scientific law are brought together to form 28 simple practices that open the reader's eyes to a new world, and lead them to a dream life. Hero From Rhonda Byrne, creator of the international bestselling movie and book, The Secret, comes Hero, her latest world-changing project and the most important to date. Hero brings together the wisdom and insight of twelve of the most successful people living in the world today. By following their seemingly impossible journeys to success, Hero reveals that each of us was born with everything we need to live our greatest dream.

    Many written by monks, and some written by hippies and spiritual gurus. But how many are written by an ordinary dude? Someone who is just like you: someone who has a day job, whose preferred outfit is jeans and a t-shirt, and enjoys knocking back a few beers on Friday night? I'm as ordinary as they come. The only difference...I've been meditating for over 13 years. And I want to show you how you can too—in a straightforward language that any ordinary dude or dudette can understand. Over a decade of practice, meditation has transformed my life, bringing more peace, calm and clarity into it than I could have ever imagined when I started at the age of 19. And now I want to share how meditation can do the same for you.

    These casual basics are easy to wear, but they can be, well, boring. Now stylist Suze Solari and her “real woman” sidekick, Michele Bua, have written a handbook for elevating this bland look into something special. With easy, step-by-step instructions, Suze and Michele show how a basic outfit can be quickly transformed into a chic, timeless look for almost any occasion. They also provide fit guidelines for every body shape, as well as shopping resources to help you refresh your T-shirt and jeans wardrobe. If you’ve ever stared into your closet and felt clueless or overwhelmed, this book is for you. It’s written for everyday women – not fashionistas – who feel they lack the style gene. "The T-Shirt & Jeans Handbook" will show you how to keep your comfy clothes, but, with a few tweaks and tricks, achieve effortless style, every day.

    For advanced crafters, this book instructs on features such as modes and functions, and teaches how to create with color, texture, and dimension. A cutting guide teaches the perfect settings to cut every type of material. A separate chapter introduces the new features of Cricut Expression™ 2 and explains how it differs from the original Expression machine. More than 50 creative projects inspire ideas for home décor, gifts, parties, cards, and scrapbook layouts.