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.

    Scott doesn’t just show you which sliders do what (every Lightroom book will do that). Instead, by using the following three simple, yet brilliant, techniques that make it just an incredible learning tool, this book shows you how to create your own photography workflow using Lightroom: • Throughout the book, Scott shares his own personal settings and studio-tested techniques. Each year he trains thousands of Lightroom users at his live seminars and through that he’s learned what really works, what doesn’t, and he tells you flat out which techniques work best, which to avoid, and why. • The entire book is laid out in a real workflow order with everything step by step, so you can begin using Lightroom like a pro from the start. • What really sets this book apart is the last chapter. This is where Scott dramatically answers his #1 most-asked Lightroom question, which is: “Exactly what order am I supposed to do things in, and where does Photoshop fit in?” You’ll see Scott’s entire start-to-finish Lightroom 6 workflow and learn how to incorporate it into your own workflow. • Plus, this book includes a downloadable collection of some of the hottest Lightroom Develop module presets to give you a bunch of amazing effects with just one click! Scott knows firsthand the challenges today’s digital photographers are facing, and what they want to learn next to make their workflow faster, easier, and more fun. He has incorporated all of that into this major update for Lightroom 6. It’s the first and only book to bring the whole process together in such a clear, concise, and visual way. Plus, the book includes a special chapter on integrating Adobe Photoshop seamlessly right into your workflow, and you’ll learn some of Scott’s latest Photoshop portrait retouching techniques and special effects, which take this book to a whole new level. There is no faster, more straight to the point, or more fun way to learn Lightroom than with this groundbreaking book.

    Jim Felici brings together a vast amount of knowledge in this book. Must-have!" --Erik Spiekermann, author, Stop Stealing Sheep (and Find Out How Type Works)This book is about how type should look and how to make it look that way; in other words, how to set type like a professional. It releases the craft knowledge that used to reside almost exclusively in the heads of people working in type shops. The shops are gone, the technologies have changed, but the goal remains the same. This book explains in very practical terms how to use today's computerized tools to achieve that secret of good design: well-set type.Beautifully designed and richly illustrated, The Complete Manual of Typography is an essential reference for anyone who works with type. Designers, print production professionals, and corporate communications managers can go straight to the index to find focused answers to specific questions, while educators and students can read it as a textbook from cover to cover. You'll find:History, basic concepts, and anatomy of good typography, concisely presented and indexed for quick reference by busy professionals. Straight-ahead instructions for how to manage fonts, handle corrupted or missing fonts, and find the characters you need. Clear, useful explanations of what makes good type good (and bad type bad) . Detailed guidance on controlling the fundamentals of type, including measure, point size, leading, kerning, and hyphenation and justification. Practical advice on how to fix and avoid composition problems such as loose lines, bad rags, widows and orphans. Hard-to-find rules for managing indents and alignments, skews, wraps, expert-set characters, and tables. Scores of workarounds that show how to wring good type out of uncooperative word-processing and layout programs.

    The whirlwind of job applications, interviews, follow-up, resume building, and networking is just the beginning. What happens after you've landed the job, settled in, and begun to make a difference-where do you go from here? What if you feel stuck in what you thought would be your dream profession? New York Times bestselling author Mika Brzezinski and producer Daniela Pierre-Bravo provide an essential manual for those crucial next steps. Earn It! is a practical career guidebook that not only helps you get your foot in the door; it also shows you how to negotiate a raise, advocate for more responsibility, and figure out whether you're in the career that's right for you. A blueprint for your future success, Earn It! features insightful and inspiring interviews with leaders in media, fashion, and business, recruiters, HR, execs, and kickass young female entrepreneurs like Danielle Weisberg and Carly Zakin of theSkimm, Vimeo CEO Anjali Sud, and Jane Park, founder of the cosmetic subscription company Julep

    In keeping with previous versions, the 3rd edition uses numerous historical vignettes that show the evolution of the field. New pedagogical features--"Roadmaps" showing the development of a given topic, and "Design Boxes" giving examples of design decisions--will make the 3rd edition even more practical and user-friendly than before. The 3rd edition strikes a careful balance between classical methods of determining compressible flow, and modern numerical and computer techniques (such as CFD) now used widely in industry & research. A new Book Website will contain all problem solutions for instructors.

    What makes an operating system modern? According to author Andrew Tanenbaum, it is the awareness of high-demand computer applications--primarily in the areas of multimedia, parallel and distributed computing, and security. The development of faster and more advanced hardware has driven progress in software, including enhancements to the operating system. It is one thing to run an old operating system on current hardware, and another to effectively leverage current hardware to best serve modern software applications. If you don't believe it, install Windows 3.0 on a modern PC and try surfing the Internet or burning a CD. Readers familiar with Tanenbaum's previous text, Operating Systems, know the author is a great proponent of simple design and hands-on experimentation. His earlier book came bundled with the source code for an operating system called Minux, a simple variant of Unix and the platform used by Linus Torvalds to develop Linux. Although this book does not come with any source code, he illustrates many of his points with code fragments (C, usually with Unix system calls). The first half of Modern Operating Systems focuses on traditional operating systems concepts: processes, deadlocks, memory management, I/O, and file systems. There is nothing groundbreaking in these early chapters, but all topics are well covered, each including sections on current research and a set of student problems. It is enlightening to read Tanenbaum's explanations of the design decisions made by past operating systems gurus, including his view that additional research on the problem of deadlocks is impractical except for "keeping otherwise unemployed graph theorists off the streets." It is the second half of the book that differentiates itself from older operating systems texts. Here, each chapter describes an element of what constitutes a modern operating system--awareness of multimedia applications, multiple processors, computer networks, and a high level of security. The chapter on multimedia functionality focuses on such features as handling massive files and providing video-on-demand. Included in the discussion on multiprocessor platforms are clustered computers and distributed computing. Finally, the importance of security is discussed--a lively enumeration of the scores of ways operating systems can be vulnerable to attack, from password security to computer viruses and Internet worms. Included at the end of the book are case studies of two popular operating systems: Unix/Linux and Windows 2000. There is a bias toward the Unix/Linux approach, not surprising given the author's experience and academic bent, but this bias does not detract from Tanenbaum's analysis. Both operating systems are dissected, describing how each implements processes, file systems, memory management, and other operating system fundamentals. Tanenbaum's mantra is simple, accessible operating system design. Given that modern operating systems have extensive features, he is forced to reconcile physical size with simplicity. Toward this end, he makes frequent references to the Frederick Brooks classic The Mythical Man-Month for wisdom on managing large, complex software development projects. He finds both Windows 2000 and Unix/Linux guilty of being too complicated--with a particular skewering of Windows 2000 and its "mammoth Win32 API." A primary culprit is the attempt to make operating systems more "user-friendly," which Tanenbaum views as an excuse for bloated code. The solution is to have smart people, the smallest possible team, and well-defined interactions between various operating systems components. Future operating system design will benefit if the advice in this book is taken to heart. --Pete Ostenson

    This handy workbook is ideal for teachers, students in middle school through college, ESL students, homeschoolers, and professionals. Valuable for anyone who takes tests or writes reports, letters, Web pages, e-mails, or blogs, The Blue Book offers instant answers to everyday English usage questions.

    Geared toward students, teachers, readers, and writers alike, The Penguin Dictionary of Literary Terms and Literary Theory explains critical jargon (intertextuality, aporia), schools of literary theory (structuralism, feminist criticism), literary forms (sonnet, ottava rima), and genres (elegy, pastoral) and examines artifacts, historic locales, archetypes, origins of well-known phrases, and much, much more. Scholarly, straightforward, comprehensive, and even entertaining, this is a resource that no word-lover should be without.

    Is it?She says she agrees. Does she?The interview went great - or did it?He said he'd never do it again. But he did.Read this book and send your nonverbal intelligence soaring. Joe Navarro, a former FBI counterintelligence officer and a recognized expert on nonverbal behavior, explains how to "speed-read" people: decode sentiments and behaviors, avoid hidden pitfalls, and look for deceptive behaviors. You'll also learn how your body language can influence what your boss, family, friends, and strangers think of you. You will discover:The ancient survival instincts that drive body languageWhy the face is the least likely place to gauge a person's true feelingsWhat thumbs, feet, and eyelids reveal about moods and motivesThe most powerful behaviors that reveal our confidence and true sentimentsSimple nonverbals that instantly establish trustSimple nonverbals that instantly communicate authorityFilled with examples from Navarro's professional experience, this definitive book offers a powerful new way to navigate your world.

    This book is designed to give the reader insight into the power and beauty that accrues from a rich interplay between different areas of mathematics. The book carefully develops the theory of different algebraic structures, beginning from basic definitions to some in-depth results, using numerous examples and exercises to aid the reader's understanding. In this way, readers gain an appreciation for how mathematical structures and their interplay lead to powerful results and insights in a number of different settings. * The emphasis throughout has been to motivate the introduction and development of important algebraic concepts using as many examples as possible.

    Brad was a journalist, and Vena, a dance director. One day they packed up all their belongings and set off for a remote spot in the woods of British Columbia. This is the story of their first year "living the life of Thoreau today"--simply, happily and successfully.

    Out of it you have to spin health, pleasure, money, content, respect, and the evolution of your immortal soul. This timeless classic is one of the first self-help books ever written and was a best-seller in both England and America. It remains as useful today as when it was written, and offers fresh and practical advice on how to make the most of the daily miracle of life.

    For over a quarter of a century, as creator and proprietor of the National Grammar Hot Line, he helped thousands of callers from every corner of the globe tackle the thorniest issues of English grammar. Now, in The Grammar Bible, he has created an eminently useful guide to better speaking and writing. Unlike other grammar manuals, The Grammar Bible is driven by the actual questions Professor Strumpf encountered during his years of teaching and fielding phone calls from anxious writers, conscientious students, and perplexed editors, including such perennial quandaries aso Where do I put this comma?o What case should this pronoun be in?o How do I form the possessive of Dickens? Professor Strumpf explains these and other language issues with wit and wisdom, showing how to speak more clearly and write more impressively by avoiding common errors and following the principles of good grammar. Whether you need a comprehensive review of the subjunctive mood or simply want to know which form of a verb to use, The Grammar Bible is a practical guide that will enlighten, educate, and entertain.

    Over one hundred stories drawn from the front lines of business and government, as well as myths, fables, and parables from around the world, illustrate how story can be used to persuade, motivate, and inspire in ways that cold facts, bullet points, and directives can’t. These stories, combined with practical storytelling techniques show anyone how to become a more effective communicator. From “who I am” to “I-know-what-you’re thinking,” Simmons identifies the six stories you need to know how to tell and demonstrates how they can be applied. This revised edition offers a guide to using storytelling in specific business circumstances, including corporate reorganizations, layoffs, and diversity issues.

    She followed with two other smash bestsellers: Cherry and Lit, which were critical hits as well.For thirty years Karr has also taught the form, winning graduate teaching prizes for her highly selective seminar at Syracuse, where she mentored such future hit authors as Cheryl Strayed, Keith Gessen, and Koren Zailckas. In The Art of Memoir, she synthesizes her expertise as professor and therapy patient, writer and spiritual seeker, recovered alcoholic and “black belt sinner,” providing a unique window into the mechanics and art of the form that is as irreverent, insightful, and entertaining as her own work in the genre.Anchored by excerpts from her favorite memoirs and anecdotes from fellow writers’ experience, The Art of Memoir lays bare Karr’s own process. (Plus all those inside stories about how she dealt with family and friends get told— and the dark spaces in her own skull probed in depth.) As she breaks down the key elements of great literary memoir, she breaks open our concepts of memory and identity, and illuminates the cathartic power of reflecting on the past; anybody with an inner life or complicated history, whether writer or reader, will relate.Joining such classics as Stephen King’s On Writing and Anne Lamott’s Bird by Bird, The Art of Memoir is an elegant and accessible exploration of one of today’s most popular literary forms—a tour de force from an accomplished master pulling back the curtain on her craft.