As one of the first agents to represent athletes, he's been negotiating mega-deals for almost forty years with a hugely successful record on behalf of stars like Arthur Ashe, Michael Jordan, Jimmy Connors, Patrick Ewing, Stan Smith, and Boomer Esiason. Now Dell shares behind-the-scenes stories of his dealings with some of the most powerful sports owners and executives. He brings the inner workings of the negotiating room to life and offers lessons that readers can apply to their own tough situations. A sample: ? "Never make the first offer" You're not seeking an offer at all; you are seeking information. ? "Business is emotional" If you are less than genuine people will pick up on it, which is much worse than losing your temper every now and then. ? "Know your audience" I finally figured out the key to Jimmy Connors-play to his stubbornness. Don't force Jimmy to do something and he just might do it. ? "Decide what's important" Something extremely important to the other side may be trivial to you, in which case you can gain leverage by giving it to them.

    And Harry J.Friedman is very good at it. Someone once said, "Harry is the kind of guy who would sell someone a kickstand and then a $3,000 bicycle to go on top of it. "What makes him and his bookon retail selling so unique is his uncanny ability to turn shoppers into buyers, and teach others how to do the same. "No Thanks, I'm Just Looking" will give you the inside scoop on how to skyrocket your career with a system of practical money-making steps that are easy to learn and fun to use. No theoretical mumbojumbo oroutdated 1940s methodologies.Unlike most sales trainers who are obsessed with handling objections and tricky closing techniques, Harryconcentrates more on "front-end selling." He'll show you how to get past customer resistance - that "I don't like you and I don't trust you" defensive shield thatcustomers are seemingly born with. And he'll show you how to probe more effectively so you can find outexactly what your customers want so that all you have to do is deliver it. The essence of front-end selling is having your customers say "I'11 take it" before you everhave to ask "Will you buy it?"The fun really begins, however, when you learn his unique version of the trial close - how to routinely add on additional merchandise, while you're closing thesale on the main item. This will put you in control of the sale and set you up for the final step which will reduce returns, build referrals and increase your repeat business.This book will save you countless hours of trial and error experience and allow you to focus on the things that really work. It will become your retail bible as you read it over and over. And each time you do,you'll turn up another batch of gems that just keep making you money.

    Industry expert Randy Gage explains exactly how to build a large network marketing organization. Readers learn the specific, step-by-step strategies they need to create their own residual income, multi-level money machine. A complete nuts-and-bolts manual.

    How to gain the attention you need to succeed in any economy.

    This memoir is a love story about the wonderful, humorous, and sometimes harrowing experiences that await when a woman throws her heart to the wind just to see where it lands. After taking a job at a weekly newspaper in Homer, Alaska, Jill and her partner forge a new life in a town where artists and sport fishermen drive the local economy, grizzly bears roam through back yards, social outings feature death-defying ski trips or kayaking rough seas in freezing rain, and business attire means wearing three sweaters to an unheated office. As Jill adapts to Homer's idiosyncrasies, she finds her own quirky hobby — riding a bike on snow. Despite having little in the way of an athletic background or talent, Jill signs up for a hundred-mile race across frozen wilderness. As the harsh Alaskan winter sets in, she launches a tenacious training routine that takes her far out of her comfort zone. Here, under the Northern Lights, battling exhaustion and extreme cold, Jill discovers the heart of Alaska. And there's no going back.

    This book outlines an approach to selling, one that is based on: engaging in directed conversations instead of making presentations, and asking relevant questions.

    He knew it wouldn't come easy, but he was prepared to put in the graft. The dedication paid off – he finished sixth in the World Championships as an amateur and in 1986, he turned professional.He soon discovered it wasn't about courage, training hours or how much you wanted to win. It was about gruelling defeats, total exhaustion, and drugs - drugs that would allow you to finish the race and start another day. Kimmage ultimately left the sport to write this book – profoundly honest and ground-breaking, Rough Ride broke the silence surrounding the issue of drugs in sport, and documents one man’s love for, and struggle with, the complex world of professional cycling. ‘A must read for any cyclist’ CyclistWINNER OF WILLIAM HILL SPORTS BOOK OF THE YEAR

    In the successful, accessible style of Tony Gaddis’ best-selling texts, useful examples and detail-oriented explanations allow students to become comfortable with fundamental concepts and logical thought processes used in programming without the complication of language syntax. Students gain confidence in their program design skills to transition into more comprehensive programming courses.The book is ideal for a programming logic course taught as a precursor to a language-specific introductory programming course, or for the first part of an introductory programming course.

    How to Stop Worrying and Start Living – The book's goal is to lead the reader to a more enjoyable and fulfilling life, helping them to become more aware of, not only themselves, but others around them. Carnegie tries to address the everyday nuances of living, in order to get the reader to focus on the more important aspects of life.How to Win Friends and Influence People - can enable you to make friends quickly and easily, help you to win people to your way of thinking, increase your influence, your prestige, your ability to get things done, as well as enable you to win new clients, new customers.Dale Carnegie (1888–1955) was an American writer and lecturer and the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking, and interpersonal skills. Born into poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People (1936), a massive bestseller that remains popular today. Excerpt:"I came home to my lonely room each night with a sick headache-a headache bred and fed by disappointment, worry, bitterness, and rebellion. I was rebelling because the dreams I had nourished back in my college days had turned into nightmares. Was this life? Was this the vital adventure to which I had looked forward so eagerly?"

    Once I felt comfortable, I radioed down to Stu.'I'm just gonna unclip quickly,' I said.My walkie-talkie crackled straight away. Stu sounded pretty stressed. 'Dude, keep the rope on!'I edged forward, my hands and feet scoping out the summit for any loose rock. The ridge pinnacle was still only a meter wide, if that, but I felt pretty stable.'This bit's fine,' I said. 'The rope makes it harder for me...'Danny MacAskill lives on the edge.The cyclist is legendary for his YouTube viral videos like The Ridge, Cascadia and Imaginate: nerve-racking montages of stunts which scale everything from mountain peaks, rooftops, ghost towns and movie sets. His life is one of thrills, bloody spills and millions of online hits.It hasn't been an easy ride. Doubt, stress and the 'what if?' factor circle every trailblazing trick, which require imagination, fearlessness, groundbreaking techniques and an eye for a good camera angle. He has spent his life pushing the extremes; somehow, he's still around to tell the tale.In this unflinching memoir of mayhem, Danny shares his anarchic childhood on the Isle of Skye and early days as a street trials rider, takes us behind the scenes of his training and videos, shares never-seen-before sketches from his personal notebook, and reveals what it takes to go the next level - both mentally and physically.Join Danny for a nerve-shredding ride. Just be sure to bring a crash helmet.

    We go to networking events, meet associates for coffee, or maybe even email prospective clients, but it’s never quite enough. The challenge that faces us, and the problem with these activities, is that they don’t scale. The number of people you need to need to meet in order to advance your business, build your influence, and fill the top of your sales funnel is simply too many to handle. This book contains the solution. In Connect, Josh Turner lays out a step-by-step process to meet and connect with the people that matter to your business at scale. The techniques contained in these pages will teach you to use new tools and marketing channels to build relationships without being confined by time.

    This illustrated guide offers 60 exercises that build strength for swimming, biking, and running by replicating the muscle usage patterns specific to triathlon events. The exercises are organized by sport and muscle group, allowing triathletes to quickly find the best exercise for their unique training needs. Included are sample seasonal plans for each race distance, along with instructions on adapting training plans to individual needs that make it easy to develop a personal strength training program.

    When you align the wind with your sails, you move effortlessly across the water. When your sails are out of alignment, you flounder and go nowhere. If you align your thinking and actions with these powerful laws of selling, you will be more effective and efficient. You will encounter less friction, require less energy, and get bigger results faster. Here's a sampling of Jeffrey s 21.5 Laws of Selling: Deliver Value First Ask Before Telling Communicate in Terms of Them Become Your Own Brand Earn Referrals and Testimonials without Asking Create Loyal Customers These 21.5 Laws are the rock foundation of selling. They may be invisible but they are undeniable and unbreakable. If you're just getting started in selling, you will find the Laws invaluable. Whether or not you learn them and follow them will make or break your career. If you ve been in sales for a while, you will find yourself saying, "I haven t been doing that." "I knew that! How did forget?" When we break the Laws we pay the price. Our sales suffer. Our bank account takes a hit. It s an effort to get out of bed and make a sales call, to do our best work work that is aligned with the Laws. Use Jeffrey s Laws of Selling to recharge your enthusiasm and redirect your actions back to what really works."

    Tom Kirkendall and Vicky Spring guide you turn by turn along the length of Pacific Coast Bicycle Route -- all 1816.5 miles. These forty-two suggested daily itineraries (averaging 53 miles each) begin and end at campsites.Everything you need to know about each day's ride is included: from tunnel-riding strategies to where to buy a new derailer, from one-of-a-kind museums along the way to side trips to lonely lighthouses and towering sand dunes. Cyclists will find a quick-glance Table of Essentials for each daily itinerary, listing availability of bike shops, beach access, hiking trails, youth hostels, and activities while touring through California, Washington, and Oregon.

    And, who better to show you how to get in than “Millionaire Maker” Dan Kennedy? Kennedy covers: • Adapting to The New Economy Consumer • How to STOP PROSPECTING Once And For All—and why you must • Put the awesome power of TAKEAWAY SELLING to work—in any environment • If you’re in a commodity business, get out!—how to Re-Position, escape commoditization, and safeguard price and profits in the heightened competition of The New Economy • The One Thing to do, to leverage The New Economy’s “Chaos of Choices” to your benefit • How Dumb Salespeople Work 10X Harder Than Necessary, by under-utilizing this one tool • The 6-Step No BS Sales Process: finally, a reliable system you can stick with! • 6 Ways Sales Professionals Sabotage Themselves • BS that Sales Managers shovel onto salespeople—beware! • How to switch from One-to-One to One-to-Many with Technical Tools • 8 Steps to getting past any “No” • How to CREATE TRUST (FAST) in the trust-damaged, post-recession world