Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to bestselling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head.
It's no longer enough to view a salesperson's job as closing. Today's superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
In Duct Tape Selling, Jantsch shows how to tackle a changing sales environment, whether you're an individual or charged with leading a sales team. You will learn to think like a marketer as you:
As Jantsch writes: "Most people already know that the days of knocking on doors and hard-selling are over. But as I travel around the world speaking to groups of business owners, marketers, and sales professionals, the number one question I'm asked is, 'What do we do now?'
50 Philosophy Classics: THINKING, BEING, ACTING SEEING - Profound Insights and Powerful Thinking from Fifty Key Books will be the sixth in the bestselling 50s series, and a lively entry point into the study.
Most of us live with the stubborn idea that we'll always have tomorrow to do our most important and valuable work. We fill our days with frantic activity, bouncing from task to task, scrambling to make deadlines and chase the next promotion. But by the end of each day we're often left asking ourselves "did the work I do today really matter?" We feel the ticking of the clock, but we're stuck in first gear, unsure of the path forward and without a road map to guide us.
There are an endless number of sales books that purport to let the listener in on the secrets of great selling. And many of them even have useful ideas and tips. But it doesn't matter how many tricks a salesperson has at hand if he or she doesn't have the one most important weapon in any salesperson's arsenal: the motivation to get out there and sell! Rhetorical tricks and clever devices, even if they're occasionally effective, don't make great salespeople; hard-working, self-motivated, optimistic people do. The cold, hard truth is that there really isn't any great big secret to sales success. There's only the simple truth: motivated, positive, goal-oriented people are usually the ones who sell the most.
The noted research psychiatrist explores how life's disappointments and difficulties provide us with the lessons we need to become better, bigger, and more resilient human beings.
Adversity is an irreducible fact of life. Although we can and should learn from all experiences, both positive and negative, bestselling author Dr. Norman E. Rosenthal, believes that adversity is by far the best teacher most of us will ever encounter.
Whether the adversity one experiences is the result of poor decision-making, a desire to test one's mettle, or plain bad luck, Rosenthal believes life's most important lessons-from the value of family to the importance of occasionally cutting corners-can be best learned from it.
Running counter to society's current prevailing message that "excellence" must always be aspired to, and failure or mistakes of any sort are to be avoided at all costs, Rosenthal shows that engaging with our own failures and defeats is one of the only ways we are able to live authentic and meaningful lives, and that each different type of adversity carries its own challenges and has the potential to yield its own form of wisdom.
Using stories from his own life-including his childhood in apartheid-era South Africa, his years after suffering a violent attack from a stranger, and his career as a psychiatrist-as well as case studies and discussions with well-known figures like Viktor Frankl and David Lynch, Rosenthal shows that true innovation, emotional resilience, wisdom, and dignity can only come from confronting and understanding the adversity we have experienced. Even when life is hardest, there are meanings to be found, riches to be harvested, and gifts that can last a lifetime.
Rosenthal illustrates his message through a series of compact, memorable chapters, each one drawn from episodes in the lives of his patients, colleagues, or himself, and concluded with a take-away maxim on the lesson learned.
Double and triple your sales - in any market.
How People Judge You-And How To Come Out Looking Good
You will never look at people the same way again-including yourself-after this lively look at how we make character judgments.
Drawing on cutting-edge social science research as well as their own work with Fortune 500 executives, members of Congress, and Nobel Prize winners, authors Matt Kohut and John Neffinger demystify the process we use to size each other up. It turns out that we judge each other primarily on two critical criteria: strength and warmth. The authors explain the inner workings of each, the tension that makes it so hard to project both at once, and the successful strategies that the most admired among us use to win respect and affection.
Offering practical advice for a range of common and challenging situations, Compelling People shows you not just how people already see you, but how to make sure your best qualities shine through.
Neville Lancelot Goddard was born in Barbados in 1905. He came to the United States to study drama at the age of seventeen and whilst touring with his dance company in England he developed an interest in metaphysics after a Scotsman he met lent him a series of books on the powers of the mind. On his return he gave up the entertainment industry to devote his full attention to the study of spiritual and mystical matters. After traveling extensively throughout the United States, Neville eventually made his home in Los Angeles where, in the 1950s, he gave a series of talks on television and radio, and for many years lectured regularly to capacity audiences. In the 1960s and early 1970s, he confined most of his lectures to Los Angeles, New York, and San Francisco. In his early lectures and books, Neville dealt solely with what he called The Law, the technique of creating one's physical reality through imagining. He wrote this book in 1952. This unabridged edition includes: I Am - Consciousness - Power of Assumption - Desire - The Truth That Sets You Free - Attention - Attitude - Renunciation - Preparing Your Place - Creation - Interference - Subjective Control - Acceptance - The Effortless Way - The Crown of the Mysteries - Personal Impotence - All Things Are Possible - Be Ye Doers - Essentials - Righteousness - Free Will - Persistence - Failure - Faith - Destiny - Reverence
Most people can't get through the day without a hit of caffeine. Chances are you're one of them. But do you really know what that daily coffee or coke is doing to you? Caffeine is a powerful stimulant. It wakes us up, boosts our mood, and offers the potential to improve both our athletic performance and our intellectual prowess. But did you know that caffeine can play a role in health problems such as obesity and anxiety, depending on how it is delivered to the body? Many purveyors of caffeine-based products have ducked regulation for decades - how have they been allowed to get away with this? And are you aware of how caffeine is used to reinforce buying patterns, sharpening our craving for it? From the coffee farms of Guatemala to the world's largest synthetic caffeine factory in China, Murray Carpenter draws on the latest research to reveal the little-known truths about this addictive, largely unregulated drug that we consume every day in coffee, energy drinks, teas, colas, chocolate, and even painkillers.
If there were a single great "secret" to being an elite sales professional, surely one of the millions of attendees of Brian Tracy's sales seminars would have spilled the beans by now. There isn't a secret. But there is a set of consistently successful selling techniques that most companies don't teach their salespeople, and which most entrepreneurs and independent sales pros think they don't have time to learn.
Based on more than 40 years of selling experience in virtually all product categories and market conditions, Unlimited Sales Success shows that these proven sales skills are learnable by anyone. Highlighting practical, time-tested principles including:
Unlimited Sales Success is loaded with eye-opening facts and exercises, peppered with stories of great selling techniques in action, and organized into a use-it-now approach that will help you become a top sales professional, starting today.
Act as if it were impossible to fail
This magic key is at the heart of one of the most persuasive self-improvement books ever published – a work that, while forgotten, rivaled the popularity of contemporaneous books by Napoleon Hill and Dale Carnegie. It was called Wake Up and Live!, written by Dorothea Brande, an enterprising Chicago journalist.
When Brande published Wake Up and Live! in 1936, the book soared to popularity, selling over 1,000,000 copies in years ahead. The book won so much acclaim that it became the sole work of mind-power philosophy ever to make it to the movie screen – and as a musical, no less. In 1937, 20th Century Fox released Wake Up and Live, starring Walter Winchell.
Brande was a journalist and writing instructor by trade, best known for her enduring and thoughtful instructional book, Becoming a Writer (1934). That book, Brande explained, grew out of a period of bounding productivity in her career, which began with her discovery of one basic law of success. Brande’s formula was so simple and magical-seeming that it made people want to argue with her the moment she uttered it. But for many it worked.
Act as if it were impossible to fail.
Brande was a preternaturally sharp-eyed student of human nature. She detected among the vast majority of men and women a “will to fail.” This damning wish grew from a little-seen foible of human nature. We are, Brande insisted, more frightened of suffering humiliation than desirous of achievement. When fear and ambition clash, she argued, fear inevitably prevails. “The Unconscious dreads pain, humiliation, fatigue” Brande wrote; “it bends its efforts even more ceaselessly to the end of avoiding pain than it does to the procuring of positive pleasures.”
Rather than risk rejection, people often self-sabotage: blowing deadlines, alienating allies, aimlessly procrastinating. Brande’s grasp of the psychology of failure brought her a “eureka” moment. After a lifetime of searching she had found the answer.
Act as if it were impossible to fail.
In Wake Up and Live! – a book that is as enjoyable as its formula is simple – Brande tells the story of her discovery and shows how her eight-word technique can be applied across different areas of life. With its observations about self-defeat, and its powerful idea for navigating around it, Wake Up and Live! is one of the most keenly argued and carefully observant works of practical psychology ever written.
Laura Vanderkam has combined her three popular audiobooks into one comprehensive guide, with a new introduction. It will help listeners build habits that lead to happier, more productive lives, despite the pressures of their busy schedules. THrough interviews and anecdotes, she reveals...
From this audiobook You Will Discover Greater Power Than You Ever Dreamed Imaginable
Since 1926, the mind-power classic It Works has sold more than 1.5 million copies. To the many devoted readers of It Works, that book's mysterious author - known by the initials RHJ - had just one message to share.
Yet the master thinker behind It Works had a final legacy to bestow upon the world.
He called it The Meaning of the Mark.
In 1931, five years after publishing It Works, the author RHJ - a Chicagoan named Roy Herbert Jarrett - published The Meaning of the Mark to more fully explain the ideas, magical methods, and mysterious symbols in his earlier work. Jarrett intended his longer and final follow-up book as the "inner key" to It Works.
This rediscovery volume makes The Meaning of the Mark available for the first time in a generation. The many listeners who hunger to learn more about the success power behind It Works will be thrilled with this substantial and detailed audio guide. It expands upon techniques and ideas only hinted at in It Works.
With its incredible combination of practical advice and metaphysical revelation, The Meaning of the Mark is a must-hear for every fan of It Works. For any who wants to fully unlock the incredible powers laid out in Jarrett's earlier work, The Meaning of the Markis the capstone of the pyramid.
Conventional wisdom holds that to increase loyalty, companies must "delight" customers by exceeding service expectations. Some focus on dazzling them at the cost of neglecting to solve basic service problems-a big strategic mistake.
Through extensive research and surveys, the authors have concluded that loyalty has much more to do with how well a company delivers on its basic promises than on how dazzling its service experience might be. The authors prove that delighting customers doesn't build loyalty, and they show how acting on this insight can help improve service, reduce costs, and decrease customer churn.
By employing practical tactics-such as teaching reps not just to resolve customer issues but also to "forward resolve" common issues-companies will be better able to focus on delivering a nearly effortless experience. That will lead directly to the improvements in customer loyalty they had been aiming for all along.
Managers are judged by results - and as a manager, those results hinge on your ability to delegate and supervise. You'll be surprised at how efficient your team becomes when you master Brian Tracy's essential skills. This indispensable guide reveals his 21 time-tested ways to boost performance, including how to: Define work, assign it, and set measurable, targeted standards for performance; Match skills to job requirements; Use Management by Objectives to delegate longer-term tasks to trusted team members; Turn delegation into a teaching tool and build the confidence of your staff; Provide useful feedback and elicit active participation; Free up your time for higher-level tasks done right, delegation and supervision allow your employees to become much more capable. Watch your own success skyrocket as you dramatically improve results while building the skills of your people.
Say you want to start going to the gym or practicing a musical instrument. How long should it take before you stop having to force it and start doing it automatically?
The surprising answers are found in Making Habits, Breaking Habits, a leading psychologist's popular examination of one of the most powerful and underappreciated processes in the brain. Although people like to think that they are in control, the vast majority of human behavior occurs without any decision-making or conscious thought.
Drawing on hundreds of fascinating studies, psychologist Jeremy Dean busts the myths to finally explain why seemingly easy habits, like eating an apple a day, can be surprisingly difficult to form, and how to take charge of your brain's natural "autopilot" to make any change stick.
Witty and intriguing, Making Habits, Breaking Habits shows how behavior occurs more than just a product of what you think. It is possible to bend your habits to your will-and be happier, more creative, and more productive.
The Plateau Effect is a powerful law of nature that affects everyone. Learn to identify plateaus and break through any stagnancy in your life- from diet and exercise, to work, to relationships.
The Plateau Effect shows how athletes, scientists, therapists, companies, and musicians around the world are learning to break through their plateaus-to turn off the forces that cause people to "get used to" things-and turn on human potential and happiness in ways that seemed impossible. The book identifies three key flattening forces that generate plateaus, two principles to guide listeners in engineering a plateau's destruction, and three actions to take to achieve peak behavior. It helps us to stop wasting time on things that are no longer of value and to focus on the things that leverage our time and energy in spectacular ways.
Anything you want to do better-play guitar, make friends, communicate with your children, run a business-you can accomplish faster by understanding the plateau effect.
One of your most important responsibilities as a manager is to motivate your employees to do their absolute best. Managers who create positive, rewarding, high-energy environments reduce absenteeism and turnover while dramatically increasing productivity and quality. In Motivation, success expert Brian Tracy draws on his decades of experience bringing out the best in others to provide 21 of the fastest, most powerful methods ever discovered for increasing the effectiveness of any individual or group. He reveals how to:
In 1976, a mysterious "Inner Voice" spoke to Helen Schucman, dictating what would come to be known as A Course in Miracles--a spiritual classic that would go on to sell over two million copies and influence countless people worldwide. Those who study this 1,333-page course can struggle for years to progress through its resonant but often difficult-to-comprehend truths. Jon Mundy, who knew ACIM's founders, uses passages from the text to illuminate its teachings on subjects ranging from the self and forgiveness to health and the afterlife. His lively storytelling and in-depth knowledge will help listeners embrace the wisdom of this timeless text in their daily lives.
Negotiation is an essential element of almost all of our interactions - personally and professionally. It’s part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don’t negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to:
Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy’s trademark wisdom, this practical and portable audiobook puts the power of negotiation right in your hands.
The Richest Man in Babylon, is a classic, insightful, financial, motivational guide that has lead many generations to monetary and personal success.
This series of delightful short stories offers invaluable economic tips and tools for financial success that have withstood the test of time, and are still applicable today. These lessons are relayed through legendary tales set in ancient Babylon.
Listeners will learn how to acquire money, keep it, and put it to work to make even more money.
It's one of the bestselling financial books of all time, having sold millions of copies, and now you can put it to work for you!
Think smart people are just born that way? Think again.
Drawing on diverse studies of the mind, from psychology to linguistics, philosophy, and learning science, Art Markman, Ph.D., demonstrates the difference between "smart thinking" and raw intelligence, showing listeners how memory works, how to learn effectively, and how to use knowledge to get things done. He then introduces his own three-part formula for listeners to employ "smart thinking" in their daily lives.
Smart Thinking gives listeners:
BONUS: Now get free Membership in the ClickMillionaires.com Internet Lifestyle Entrepreneur Coaching Forum with purchase! The rules have changed. The American Dream is no longer the "corner office." It's a successful lifestyle business you can run from your home office, the beach, or wherever you desire. It's work you love that still allows you the freedom and income to live the life you truly want. Sound like a tall order? Well, thanks to the Internet, anyone can launch a business with little or no start-up capital or technical expertise. And in Click Millionaires, lifestyle entrepreneurship expert Scott Fox teaches weary corporate warriors and aspiring entrepreneurs how to trade the 9-5 job they hate for an online business they love.
This audiobook explains how to combine outsourcing, software, and automated online marketing to build recurring revenues, all while working less and making fewer of the lifestyle compromises that corporate "success" requires.
Listeners will learn how to: find a lucrative niche on the Internet that matches their interests and skills; choose an online business model: from blogs, noozles, and online communities to digital delivery, affiliate marketing-even physical products; position themselves as experts; build their audience; design the lifestyle they want; and balance passion and profits to realize their personal definition of success. Featuring stories of dozens of "regular folks" who have reinvented themselves as "Click Millionaires", this inspiring and practical guide shows listeners how to stop dreaming of a better life and start living it!
The 12 disciplines you need to lead your company to excellence
In 12 Disciplines of Leadership Excellence, bestselling author and motivational expert Brian Tracy teams up with global learning expert Dr. Peter Chee to reveal simple, straightforward principles any business leader can use to make lasting positive changes in his or her organization.
David McRaney's first book, You Are Not So Smart, evolves from his wildly popular blog of the same name. A mix of popular psychology and trivia, McRaney's insights have struck a chord with thousands, and his blog-and now podcasts and videos-have become an internet phenomenon.