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Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself
by Tim Dunne Tim HursonSpeaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework. <P><P>This isn't a book full of mundane tactics for cold-calling or techniques for closing a deal. This is a problem-solving approach that is more beneficial for both the seller and the client. Selling better isn't just a one time thing; it's a way to become a more valuable long-term partner. With their "Productive Selling Model," Hurson and Dunne offer business people a set of 15 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way. The authors include practical advice mixed with helpful anecdotes to build mutually productive relationships between seller and client, including: * The Rashomon Effect, which teaches readers how to bridge the gap between different perspectives. * The Hitchcock Method, which offers readers strategies on developing a script about themselves, their company, and their products. * The Sales Conversation, a three step structure to explore the client's needs, establish credibility, and deliver value. Tim Hurson is the founding partner of Manifest Communications, one of North America's leading social marketing agencies. He launched ThinkX Intellectual Capital in 2004 and is the author of Think Better: An Innovator's Guide to Productive Thinking. Tim Dunne is a consulting partner with ThinkX, KnowInnovation, and New & Improved, firms that offer leadership, innovation, and sales training to companies worldwide.ne show that outstanding selling isn't just about mastering the art of persuasion. Instead, the most successful selling comes from a sincere interest in your clients and their needs. These methods will enable you to sell more effectively than ever before.
Never Bet the Farm
by Anthony Iaquinto Stephen SpinelliIn Never Bet the Farm two leading entrepreneurs, Anthony Iaquinto and Stephen Spinelli, turn much of the so-called expert advice for entrepreneurs on its head. They show that by preparing for setbacks and using a framework that can help reduce risks and simplify decision making, entrepreneurs can increase their probability for success. They refute the idea that there is an ideal entrepreneurial "type," and show that luck can be as important as a business plan in many enterprises. Above all, the authors emphasize that entrepreneurship is a career, not a one-time event, and winners are those who can keep themselves in the game. Never Bet the Farm is an easy-to-understand and attractive tool for anyone who has a business idea, but who might be wary of the risks implied in starting their own business.
Never Check E-Mail In the Morning: And Other Unexpected Strategies for Making Your Work Life Work
by Julie MorgensternIS IT ME OR IS IT THEM?Maintaining control in today's hectic workplace is a challenge -- everything is lean, competitive, and uncertain. What does it take to survive?Making Work Work is Julie Morgenstern's most important book yet. Through the mastery of brand-new strategies, Morgenstern shows you how small changes in your thinking and behavior will help you achieve the seemingly impossible -- boost your value, increase your job security, and afford you the time to still have a life.Morgenstern has helped clients of all levels take control of their work lives in every industry: from corporations and nonprofits to government agencies and small businesses; from executives and assistants to educators and salespeople. She's learned that no matter who you are, happiness at work involves feeling appreciated, in control, successful, and in balance. And achieving that is possible.People rarely look at their jobs from a psychological and practical perspective at the same time, but Julie Morgenstern does. This book mirrors the individual consulting services she provides by showing you how to start with yourself and then tackle the more complex external issues of working relationships and the job. For every obstacle you encounter along the way, Morgenstern diagnoses the source of the problem (is it you or them?), and with insight and warmth, she provides simple grab-and-go strategies. These are small changes anyone can make to improve performance and efficiency at work.At its core, Making Work Work is about your relationship to your job. With the reliable, methodical process taught in this book, you will: feel less trapped and more in charge be able to make a bad situation better search for a job that's a better fit for who you are.This is a provocative and life-changing book that will help you boost your clarity, confidence, and performance in any economic climate. With Morgenstern's guidance you can find a way to make work work.
Never Cold Call Again
by Frank J. Rumbauskas"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket. "- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors. Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas's system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).
Never Date a Broke Dude: The Financial Freedom Playbook
by Pattie EhsaeiThe definitive playbook for navigating love and money to secure your financial freedom forever—from licensed attorney, finance expert, and TikTok powerhouse Pattie Ehsaei.Never Date a Broke Dude opens with the definition of a broke dude: someone, regardless of gender or wealth, who is unable or unwilling to match their partner in ambition, commitment, work ethic, or drive. In her real-world, big-sister tone, Pattie Ehsaei spills the tea on everything—from the secrets of trapped trophy wives and her dating missteps to ayahuasca-induced revelations and even murder-suicide, while transforming each jaw-dropping story into simple, actionable life advice. This four-part playbook moves from The Basics through Money, Work, and Power (or, Self-Worth), offering a five account system to pay off debt, fix credit, and start investing with just $100; career advice on how to dress well (and fund your wardrobe), work with confidence, choose the right retirement account, and negotiate raises; and rules to navigate finances across relationships—like who pays the bill, how to avoid financial abuse, what can and can&’t be in a pre-nup, options for children&’s savings accounts, and more. Above all, choosing a partner is the biggest financial decision we ever make, and it&’s time we stop running in blind. Never Date a Broke Dude is a juicy, seamless, game-changing read—a manual designed for reality: it&’s How to Date Men When You Hate Men, but make sure your money stays yours.
Never Eat Alone
by Keith Ferrazzi Tahl RazDo you want to get ahead in life? Climb the ladder to personal success? The secret, master networker Keith Ferrazzi claims, is in reaching out to other people. As Ferrazzi discovered early in life, what distinguishes highly successful people from everyone else is the way they use the power of relationships—so that everyone wins. InNever Eat Alone, Ferrazzi lays out the specific steps—and inner mindset—he uses to reach out to connect with the thousands of colleagues, friends, and associates on his Rolodex, people he has helped and who have helped him. The son of a small-town steelworker and a cleaning lady, Ferrazzi first used his remarkable ability to connect with others to pave the way to a scholarship at Yale, a Harvard MBA, and several top executive posts. Not yet out of his thirties, he developed a network of relationships that stretched from Washington’s corridors of power to Hollywood’s A-list, leading to him being named one of Crain’s 40 Under 40 and selected as a Global Leader for Tomorrow by the Davos World Economic Forum. Ferrazzi's form of connecting to the world around him is based on generosity, helping friends connect with other friends. Ferrazzi distinguishes genuine relationship-building from the crude, desperate glad-handling usually associated with “networking. ” He then distills his system of reaching out to people into practical, proven principles. Among them: Don’t keep score:It’s never simply about getting what you want. It’s about getting what you want and making sure that the people who are important to you get what they want, too. “Ping” constantly:The Ins and Outs of reaching out to those in your circle of contacts all the time—not just when you need something. Never eat alone:The dynamics of status are the same whether you’re working at a corporation or attending a society event— “invisibility” is a fate worse than failure. In the course of the book, Ferrazzi outlines the timeless strategies shared by the world’s most connected individuals, from Katherine Graham to Bill Clinton, Vernon Jordan to the Dalai Lama. Chock full of specific advice on handling rejection, getting past gatekeepers, becoming a “conference commando,” and more,Never Eat Aloneis destined to take its place alongsideHow to Win Friends and Influence Peopleas an inspirational classic.
Never Eat Alone, Expanded and Updated: And Other Secrets to Success, One Relationship at a Time
by Keith Ferrazzi Tahl RazThe bestselling business classic on the power of relationships, updated with in-depth advice for making connections in the digital world. Do you want to get ahead in life? Climb the ladder to personal success? The secret, master networker Keith Ferrazzi claims, is in reaching out to other people. As Ferrazzi discovered in early life, what distinguishes highly successful people from everyone else is the way they use the power of relationships—so that everyone wins. In Never Eat Alone, Ferrazzi lays out the specific steps—and inner mindset—he uses to reach out to connect with the thousands of colleagues, friends, and associates on his contacts list, people he has helped and who have helped him. And in the time since Never Eat Alone was published in 2005, the rise of social media and new, collaborative management styles have only made Ferrazzi&’s advice more essential for anyone hoping to get ahead in business. The son of a small-town steelworker and a cleaning lady, Ferrazzi first used his remarkable ability to connect with others to pave the way to Yale, a Harvard M.B.A., and several top executive posts. Not yet out of his thirties, he developed a network of relationships that stretched from Washington&’s corridors of power to Hollywood&’s A-list, leading to him being named one of Crain&’s 40 Under 40 and selected as a Global Leader for Tomorrow by the Davos World Economic Forum. Ferrazzi&’s form of connecting to the world around him is based on generosity, helping friends connect with other friends. Ferrazzi distinguishes genuine relationship-building from the crude, desperate glad-handing usually associated with &“networking.&” He then distills his system of reaching out to people into practical, proven principles. Among them: Don&’t keep score: It&’s never simply about getting what you want. It&’s about getting what you want and making sure that the people who are important to you get what they want, too. &“Ping&” constantly: The ins and outs of reaching out to those in your circle of contacts all the time—not just when you need something. Never Eat Alone: The dynamics of status are the same whether you&’re working at a corporation or attending a social event—&“invisibility&” is a fate worse than failure. Become the &“King of Content&”: How to use social media sites like LinkedIn, Twitter, and Facebook to make meaningful connections, spark engagement, and curate a network of people who can help you with your interests and goals. In the course of this book, Ferrazzi outlines the timeless strategies shared by the world&’s most connected individuals, from Winston Churchill to Bill Clinton, Vernon Jordan to the Dalai Lama. Chock-full of specific advice on handling rejection, getting past gatekeepers, becoming a &“conference commando,&” and more, this new edition of Never Eat Alone will remain a classic alongside alongside How to Win Friends and Influence People for years to come.
Never Ending Nightmare: How Neoliberalism Dismantles Democracy
by Christian Laval Pierre DardotNeoliberalism's war against democracy and how to resist itHow do we explain the strange survival of the forces responsible for the 2008 economic crisis, one of the worst since 1929? How do we explain the fact that neoliberalism has emerged from the crisis strengthened? When it broke, a number of the most prominent economists hastened to announce the 'death' of neoliberalism. They regarded the pursuit of neoliberal policy as the fruit of dogmatism.For Pierre Dardot and Christian Laval, neoliberalism is no mere dogma. Supported by powerful oligarchies, it is a veritable politico-institutional system that obeys a logic of self-reinforcement. Far from representing a break, crisis has become a formidably effective mode of government.In showing how this system crystallized and solidified, the book explains that the neoliberal straitjacket has succeeded in preventing any course correction by progressively deactivating democracy. Increasing the disarray and demobilization, the so-called 'governmental' Left has actively helped strengthen this oligarchical logic. The latter could lead to a definitive exit from democracy in favour of expertocratic governance, free of any control.However, nothing has been decided yet. The revival of democratic activity, which we see emerging in the political movements and experiments of recent years, is a sign that the political confrontation with the neoliberal system and the oligarchical bloc has already begun.
Never Enough: A Navy SEAL Commander on Living a Life of Excellence, Agility, and Meaning
by Mike HayesIn Never Enough, Mike Hayes—former Commander of SEAL Team TWO—helps readers apply high-stakes lessons about excellence, agility, and meaning across their personal and professional lives.Mike Hayes has lived a lifetime of once-in-a-lifetime experiences. He has been held at gunpoint and threatened with execution. He’s jumped out of a building rigged to explode, helped amputate a teammate’s leg, and made countless split-second life-and-death decisions. He’s written countless emails to his family, telling them how much he loves them, just in case those were the last words of his they’d ever read. Outside of the SEALs, he’s run meetings in the White House Situation Room, negotiated international arms treaties, and developed high-impact corporate strategies.Over his many years of leadership, he has always strived to be better, to contribute more, and to put others first. That’s what makes him an effective leader, and it’s the quality that he’s identified in all of the great leaders he’s encountered. That continual striving to lift those around him has filled Mike’s life with meaning and purpose, has made him secure in the knowledge that he brings his best to everything he does, and has made him someone others can rely on.In Never Enough, Mike Hayes recounts dramatic stories and offers battle- and boardroom-tested advice that will motivate readers to do work of value, live lives of purpose, and stretch themselves to reach their highest potential.
Never Enough: From Barista to Billionaire
by Andrew WilkinsonUSA Today Bestseller National Bestseller "Like going to business school and therapy all in one book." —James Clear, New York Times Bestselling Author, Atomic Habits Once a barista in a small cafe making $6.50 an hour, Andrew Wilkinson built a business valued at over a billion dollars by the time he was 36—and yet, his path to success was anything but a straight line. In Never Enough, Wilkinson pulls back the curtain on the lives of the ultra-rich, sharing insights into building a successful business that has been called a &“Berkshire Hathaway, but for internetcompanies,&” and a surprising first-person account of what it's actually like to become a billionaire. Never Enough features both the lessons Wilkinson has learned as well as the many mistakes made on the road to wealth—some of which cost him money, happiness, and important relationships. Taking a "no secrets" approach to stories the wealthy rarely reveal, Wilkinson is unwaveringly honest about some of the unexpected downsides of money: its toxic effect on personal relationships, how the lifestyles of the rich and famous aren't all they're cracked up to be, and how competition with peers leaves everyone—even billionaires—feeling like they never have enough. In this book, you'll discover: A candid glimpse into the lives of the super-rich and what truly matters beyond money Insights on building a successful business from the ground up Lessons learned from the mistakes made on the journey to his fortune The surprising realities of life as a billionaire and the challenges that come with extreme wealth In this rare and deeply honest account, Wilkinson examines his journey to nine zeros, what came after that pinnacled number, and the essential things money can't buy.
Never Far from Home: My Journey from Brooklyn to Hip Hop, Microsoft, and the Law
by Bruce JacksonMicrosoft&’s associate general counsel shares this story that is &“as nuanced as it is hopeful&” (Hakeem Jeffries, House Minority Leader) about his rise from childhood poverty in pre-gentrified New York City to a stellar career at the top of the technology and music industries in this stirring true story of grit and perseverance. For fans of Indra Nooyi&’s My Life in Full and Viola Davis&’s Finding Me.As an accomplished Microsoft executive, Bruce Jackson handles billions of dollars of commerce as its associate general counsel while he plays a crucial role in the company&’s corporate diversity efforts. But few of his colleagues can understand the weight he carries with him to the office each day. He kept his past hidden from sight as he ascended the corporate ladder but shares it in full for the first time here. Born in Crown Heights, Brooklyn, Jackson moved to Manhattan&’s Amsterdam housing projects as a child, where he had already been falsely accused and arrested for robbery by the age of ten. At the age of fifteen, he witnessed the homicide of his close friend. Taken in by the criminal justice system, seduced by a burgeoning drug trade, and burdened by a fractured, impoverished home life, Jackson stood on the edge of failure. But he was saved by an offer. That offer set him on a better path, off the streets and eventually on the way to Georgetown Law, but not without hard knocks along the way. But even as he racked up professional accomplishments, Jackson is still haunted by the unchanged world outside his office. From public housing to working for Microsoft&’s president, Brad Smith, and its founder, Bill Gates, to advising some of the biggest stars in music, Bruce Jackson&’s Never Far from Home reveals the ups and downs of an incredible journey, how he overcame many obstacles and the valuable lessons learned along the way.
Never Get a "Real" Job
by Scott GerberYoung serial entrepreneur Scott Gerber is not the product of a wealthy family or storied entrepreneurial heritage. Nor is he the outcome of a traditional business school education or a corporate executive turned entrepreneur. Rather, he is a hard-working, self-taught 26-year-old hustler, rainmaker, and bootstrapper who has survived and thrived despite never having held the proverbial "real" job.In Never Get a "Real" Job: How to Dump Your Boss, Build a Business, and Not Go Broke, Gerber challenges the social conventions behind the "real" job and empowers young people to take control of their lives and dump their nine-to-fives--or their quest to attain them.Drawing upon case studies, experiences, and observations, Scott dissects failures, shares hard-learned lessons, and presents practical, affordable, and systematic action steps to building, managing, and marketing a successful business on a shoestring budget.The proven, no-b.s. methodology presented in Never Get a "Real" Job teaches unemployed and underemployed Gen-Yers, aspiring small business owners, students, and recent college graduates how to quit 9-to-5s, become their own bosses, and achieve financial independence.
Never Go Broke: How to make money out of just about anything
by Jesse McClure Lee BoyceHow can you make money TODAY? How can you generate real cash this week? Never Go Broke isn't about stocks, shares and investment for the comfortable - it's a real-time lifeline for side-hustlers, downsizers, work-from-homers, the overstretched and anyone who needs to generate some extra cash right now but doesn't know how. This guide will show readers practical applications to make money right now and grow that money to either reinvest, repurpose, or help circumnavigate financial difficulties.Full of tips, tricks, advice and practical strategies you can use to make money by selling the everyday items all around you - nothing could be more useful in today's tricky economic reality.CONTENTSPART I: BUILD A RESALE POT FROM NOTHINGLesson 1: Selling items in your home right now Lesson 2: Carpe laziness - make money from people's apathy Lesson 3: Recycle the world - cash for trash Lesson 4: Simple ways to scoop 'free' cash online Lesson 5: Sell yourself! Make money from your talents PART II: LEARN YOUR RESALE BLUEPRINTLesson 6: Starting from scratch - everything has value Lesson 7: Resale traps to avoid and tips for success Lesson 8: How to value your precious time Lesson 9: Contacts and marketing are key Lesson 10: Spotting trends and recognising patterns PART III: PRACTICAL PLACES TO BAG PROFITSLesson 11: Car boot sales and swap meets - be first (or last) Lesson 12: Charity shops and thrift stores - get stuck in! Lesson 13: Antique centres, retro and vintage stores - knowledge is power Lesson 14: Estate and garage sales - untapped treasure Lesson 15: Specialty auctions - from lost luggage to coin craziness Lesson 16: The internet - the good, the bad and the ugly
Never Go Broke: How to make money out of just about anything
by Jesse McClure Lee BoycePerfect for anyone who needs to earn a bit of extra cash but doesn't really know how, Never Go Broke will tell listeners how to buy and sell all manners of goods, irrelevant of age or value, and turn them into a tidy profit. This guide will teach listeners practical applications to make money right now and grow that money to either reinvest, repurpose, or help circumnavigate financial difficulties.Full of tips, tricks, advice and practical strategies you can use to make money by selling the everyday items all around you - nothing could be more useful in today's tricky economic reality.Contents:BUILDING A RESALE POT FROM NOTHING including:Carpe lazy: Make money off people's lazinessRecycle the world: Trash for cashSell yourself! Make money from your talentsLEARN YOUR RESALE BLUEPRINT including:How to value your precious timeResale traps to avoid and tips to succeedSpotting trends and recognising patternsPRACTICAL PLACES TO MAKE PROFITS including:Thrift Stores and charity shops: Get stuck in!Estate and garage sales: Untapped treasureThe internet is your oyster (it's not just eBay)(p) 2021 Octopus Publishing Group
Never Just a Game
by Robert F. BurkAmerica's national pastime has been marked from its inception by bitter struggles between owners and players over profit, power, and prestige. In this book, the first installment of a highly readable, comprehensive labor history of baseball, Robert Burk describes the evolution of the ballplaying work force: its ethnocultural makeup, its economic position, and its battles for a place at the table in baseball's decision-making structure. In the late nineteenth and early twentieth centuries, the growing popularity of baseball as a spectator sport and the dramatic upsurge of America's urban population created conditions that led to franchise competition, the development of rival leagues, and trade wars, in turn triggering boom-and-bust cycles, franchise bankruptcies, and league mergers. According to Burk, players repeatedly tried to use these circumstances to better their economic positions by playing one team off against another. Their successes proved short-lived, however, because their own internal divisions, exploited by management, undercut attempts to create collective-bargaining institutions. By 1920, owners still held the upper hand in the labor-management battle, but as today's sports pages show, owners did not secure a long-term solution to their labor problems."Burk proves that when it comes to baseball's money issues, the more things change--the more they stay the same.--USA Today Baseball Weekly "A lively, highly readable volume filled with fascinating anecdotes. . . . The book will appeal to both the serious student of business history and the layman with merely an interest in the game itself.--Business History America's national pastime has been marked from its inception by bitter struggles between owners and players over profit, power, and prestige. In this labor history of baseball from its beginning to 1920, Robert Burk describes the evolution of the ballplaying work force and recounts its battles for a place in baseball's decision-making structure. Tracing the development of franchise competition, rival leagues, and trade wars--and the boom-and-bust cycles, franchise bankruptcies, and league mergers they triggered in turn--he explores the off-field acrimony that characterized the sport's labor-management relations. -->
Never Lead Alone: 10 Shifts from Leadership to Teamship
by Keith FerrazziA USA TODAY BESTSELLER • ONE OF FORBES TOP 10 BUSINESS BOOKS OF 2024ELEVATE LEADERSHIP TO TEAMSHIP.In today’s volatile, fast-paced, and decentralized business environment, even the most talented leaders can’t succeed alone—they need to mobilize the full potential of the team.The world’s highest-performing organizations understand they need more than leadership to win—they need teamship. Teamship is a profound shift from today’s hierarchical model to sharing the load among a team that elevates one another and the organization to achieve exponential results.Based on more than twenty years of research with more than three thousand teams, world-renowned coach and bestselling author Keith Ferrazzi has cracked the code on what defines the top 15 percent of teams. In Never Lead Alone, Ferrazzi brings to life what is expected of teammates in teamship’s new agile, inclusive, innovative, and challenge culture. Teamship combines:Co-elevation behaviors—the teammates’ commitment to pushing one another higher in aligned pursuit of the mission, andtwenty-first-century collaboration processes, practices, and tools to transform team performance.Through rigorous data, dozens of high-return practices, and vivid case studies you will learn:the 10 critical shifts to teamship, including peer-to-peer accountability, personal trust, shared feedback, team resilience, and adopting agile ways of working;how to agree on a new high-performance, high-integrity team social contract; andapproaches to leveraging collaborative technology and AI.Never Lead Alone is an essential step-by-step road map for every teammate and all leaders on their team’s journey from average to extraordinary.
Never Let a Serious Crisis Go to Waste: How Neoliberalism Survived the Financial Meltdown
by Philip MirowskiAt the onset of the Great Recession, as house prices sank and joblessness soared, many commentators concluded that the economic convictions behind the disaster would now be consigned to history. And yet, in the harsh light of a new day, we've awoken to a second nightmare more ghastly than the first: a political class still blaming government intervention, a global drive for austerity, stagflation, and an international sovereign debt crisis. Philip Mirowski finds an apt comparison to this situation in classic studies of cognitive dissonance. He concludes that neoliberal thought has become so pervasive that any countervailing evidence serves only to further convince disciples of its ultimate truth. Once neoliberalism became a Theory of Everything, providing a revolutionary account of self, knowledge, information, markets, and government, it could no longer be falsified by anything as trifling as data from the "real" economy. In this sharp, witty and deeply informed account, Mirowski--taking no prisoners in his pursuit of "zombie" economists-- surveys the wreckage of what passes for economic thought, finally providing the basis for an anti-neoliberal assessment of the current crisis and our future prospects. From the Hardcover edition.
Never Lose Again: Become a Top Negotiator by Asking the Right Questions
by Steven Babitsky James J. Mangraviti Jr.The Most Practical Book on Negotiating Ever WrittenNegotiating is an art. It's complicated. To become an exceptional negotiator traditionally requires years of experience in negotiations. But that doesn't mean that most people can't quickly and easily learn proven negotiating skill and techniques if someone shows them what to do. This book does exactly that. Never Lose Again reveals a simple but remarkably effective set of fifty questions that anyone can immediately use to become far better negotiators. The fifty questions apply to all types of negotiation situations, from conflicts like buying a home or car to business transactions of all kinds. Each question has been designed to put you in the best position possible, helping you to avoid tricks, break deadlocks, discover conflict and dispute resolutions, and find hidden deals in all types of negotiations.No other book on the market distills the key negotiation principles into such a simply, effective, and instantly usable form. By learning to use these questions, you can start thinking like expert negotiators and make better deals for yourself, your family, and your business.
Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days
by Joey ColemanAward-winning speaker and business consultant Joey Coleman teaches audiences and companies all over the world how to turn a one-time purchaser into a lifelong customer.Coleman's theory of building customer loyalty isn't about focusing on marketing or closing the sale: It's about the First 100 Days® after the sale and the interactions the customer experiences. While new customers experience joy, euphoria, and excitement, these feelings quickly shift to fear, doubt, and uncertainty as buyer's remorse sets in. Across all industries, somewhere between 20%-70% of newly acquired customers will stop doing business with a company with the first 100 days of being a new customer because they feel neglected in the early stages of customer onboarding. In Never Lose a Customer Again, Coleman offers a philosophy and methodology for dramatically increasing customer retention and as a result, the bottom line. He identifies eight distinct emotional phases customers go through in the 100 days following a purchase. From an impulse buy at Starbucks to the thoughtful purchase of a first house, all customers have the potential to experience the eight phases of the customer journey. If you can understand and anticipate the customers' emotions, you can apply a myriad of tools and techniques -- in-person, email, phone, mail, video, and presents -- to cement a long and valuable relationship.Coleman's system is presented through research and case studies showing how best-in-class companies create remarkable customer experiences at each step in the customer lifecycle. In the "Acclimate" stage, customers need you to hold their hand and over-explain how to use your product or service. They're often too embarrassed to admit they're confused. Take a cue from Canadian software company PolicyMedical and their challenge of getting non-technical users to undergo a complex installation and implementation process. They turned a series of project spreadsheets and installation manuals into a beautiful puzzle customers could assemble after completing each milestone. In the "Adopt" stage, customers should be welcomed to the highest tier of tribal membership with both public and private recognitions. For instance, Sephora's VIB Rogue member welcome gift provides a metallic membership card (private recognition) and a members-only shade of lipstick (for public display). In the final stage, "Advocate," loyal customers and raving fans are primed to provide powerful referrals. That's how elite entrepreneurial event MastermindTalks continues to sell-out their conference year after year - with zero dollars spent on marketing. By surprising their loyal fans with amazing referral bonuses (an all-expenses paid safari?!) they guarantee their community will keep providing perfect referrals. Drawing on nearly two decades of consulting and keynoting, Coleman provides strategies and systems to increase customer loyalty. Applicable to companies in any industry and of any size (whether measured in employee count, revenue, or total number of customers), implementing his methods regularly leads to an increase in profits of 25-100%. Working with well-known clients like Hyatt Hotels, Zappos, and NASA, as well as mom-and-pop shops and solo entrepreneurs around the world, Coleman's customer retention system has produced incredible results in dozens of industries. His approach to creating remarkable customer experiences requires minimal financial investment and will be fun for owners, employees, and teams to implement. This book is required reading for business owners, CEOs, and managers - as well as sales and marketing teams, account managers, and customer service representatives looking for easy to implement action steps that result in lasting change, increased profits, and lifelong customer retention.
Never Lose an Employee Again: The Simple Path to Remarkable Retention
by Joey ColemanIf keeping employees is a challenge for you, Never Lose an Employee Again offers a proven framework for increasing retention, engagement, and in the process, profits.Joey Coleman, one of the world's leading experts on employee experience, reveals practical strategies that will teach you exactly how to recruit top talent, bring them onboard successfully, and keep them engaged while they produce remarkable results for years to come.Finding and keeping quality employees is one of the greatest challenges facing businesses today. With more people quitting their jobs each month than ever before and employees demanding flexibility, freedom, and advancement, companies are struggling to build a foundation with new hires that leads to long-term commitment. To effectively combat the hiring crisis and remain competitive, business owners and managers must design an employee experience program that begins on day one.In Never Lose an Employee Again, Coleman offers a step-by-step playbook for creating a retention plan with long-term success. With more than fifty proven case studies from organizations on seven continents, Coleman details how you can forge a relationship with your people during each of the eight phases of the employee journey. For each phase, Coleman walks you through the six forms of communication integral to success (in-person, email, phone, mail, video, and even gifts) so you can better connect with your team. You&’ll learn how to:• write job descriptions that attract the right candidates (and plenty of them);• counter the &“hire&’s remorse&” that every employee feels (yet few businesses ever address);• welcome someone on their first day in a way that will leave them talking about it years later;• acclimate your people to get them up and running faster and more effectively;• re-engage your existing employees to turn them into raving fans;… and much more. Never Lose an Employee Again will reshape the way you think about recruiting, hiring, onboarding, and retaining quality team members–whether you are an owner looking to hire your first few employees, an organization hoping to redefine an industry, or an enterprise that needs to keep growing on a global scale.
Never Lost Again: The Google Mapping Revolution That Sparked New Industries and Augmented Our Reality
by Bill KildayAs enlightening as The Facebook Effect, Elon Musk, and Chaos Monkeys—the compelling, behind-the-scenes story of the creation of one of the most essential applications ever devised, and the rag-tag team that built it and changed how we navigate the worldNever Lost Again chronicles the evolution of mapping technology—the "overnight success twenty years in the making." Bill Kilday takes us behind the scenes of the tech’s development, and introduces to the team that gave us not only Google Maps but Google Earth, and most recently, Pokémon GO.He takes us back to the beginning to Keyhole—a cash-strapped startup mapping company started by a small-town Texas boy named John Hanke, that nearly folded when the tech bubble burst. While a contract with the CIA kept them afloat, the company’s big break came with the first invasion of Iraq; CNN used their technology to cover the war and made it famous. Then Google came on the scene, buying the company and relaunching the software as Google Maps and Google Earth. Eventually, Hanke’s original company was spun back out of Google, and is now responsible for Pokémon GO and the upcoming Harry Potter: Wizards Unite.Kilday, the marketing director for Keyhole and Google Maps, was there from the earliest days, and offers a personal look behind the scenes at the tech and the minds developing it. But this book isn’t only a look back at the past; it is also a glimpse of what’s to come. Kilday reveals how emerging map-based technologies including virtual reality and driverless cars are going to upend our lives once again.Never Lost Again shows us how our worldview changed dramatically as a result of vision, imagination, and implementation. It’s a crazy story. And it all started with a really good map.
Never Make the First Offer
by Donald DellDonald Dell is a legend in the sports agent business. He's been at it for almost forty years, with a record of successful deals that puts him in a league of his own. His unique guide to negotiating includes examples from Dell's dealings with some of the biggest names in sports, stars like Michael Jordon, Jimmy Connors, Andy Roddick, and Patrick Ewing. The audiobook brings the inner workings of the negotiating room to life, from the intense all-night wrangling sessions to the devious battles of wits. There's plenty of backstabbing, but also moments of glory earned by a brilliant negotiator at the top of his game. Dell covers the various aspects of negotiations, in sports and in a more general context, such as understanding what's important, playing to your audience, gaining leverage and getting agreement. This includes such "life skills" as gaining trust, building relationships, and getting in touch with your "inner competitor. " They also provide in-depth prescriptive instruction in sports agentry, explaining such specifics as the standard player agreement, licensing agreements, and stadium naming rights contracts. Dell also shares his eight (sort of) absolute laws of negotiating, including: * Never make the first offer: The more information you can get from the other side before you name a number, the better your position. * Always be prepared to walk away: that gives you leverage. Conversely, if the other party senses you're negotiating from fear, you are immediately at a big disadvantage. * In every negotiation there is a moment of truth: The key is to position your offer so that when it gets to that point, it's hard for them to say no.
Never Mind the Bosses
by Robin RydeOver the last few decades, power, information and resources have moved from being concentrated in the hands of a few, to being disbursed across many. We need look no further than events on the world stage to see the heat signature of this - from the arrival of Wikileaks, the Arab Spring of 2011 and the Occupy movements, to the social media revolution and flashpoints such as the British Members of Parliament expenses scandal. All are examples of deep change occurring.This book is about what this means for the workplace and for management. The proposition offered here is that our organisations need to catch up, and that the "death of deference" that we are seeing elsewhere in society needs to be accelerated in the workplace.Systems of deference slow down organisational performance. Deference prevents organisations from learning. It stops them from being agile, innovative and ethical. Deference is the enemy of organisational success and it needs to be dismantled so that in its place we can build modern organisations with a new breed of managers and leaders. This book offers a solution to a problem that belongs in the last century, and a game plan for nothing short of a workplace revolution."If deference is dead, this book is about the resurrection of the effective manager in a world where nothing is quite the way it used to be. Powerful and thought-provoking from start to finish." - Jeremy Vine, BBC Presenter and Author"Never Mind the Bosses is a refreshing type of management book, it advocates that deference to authority figures needs to go if we are to have engaged workforces."- Cary L. Cooper, CBE, Distinguished Professor of Organizational Psychology and Health at Lancaster University Management School"An engaging and entertaining romp through the post punk world. By going beyond the boundaries of most business books, Ryde gives us all food for thought about how organisations are, or are not, dealing with a rapidly changing society and workforce."- Jo Owen, bestselling author of 'How to Manage' and 'How to Lead'"If you are looking for a book that will shake up your thinking about how to improve your organization's performance - or worried that your competitors will find it first! - try this one."- Professor Dutch Leonard, Harvard Business School & Harvard University's John F. Kennedy School of Government
Never Mind the Sizzle...Where's the Sausage?: Branding based on substance not spin
by David TaylorAre you looking for a branding book that's a bit different? You've found it. Never Mind the Sizzle... is an irreverent story packed full of practical tips, tricks and tools that reveal how to cut through the bull and buzzwords of branding, get deep insight into your customers, create a big brand idea, get your boss on board, win the consumer's heart and mind and stand out from the crowd. Join the blog at wheresthesausage.com !
Never Order Barbecue in Maine: Proven Career Strategies from People Who've Been There, Done That
by Ken TannerMaine is known for lobster. Memphis is known for barbecue. So why would you go to Maine looking for tasty ribs? That's a question business consultant and author Ken Tanner belatedly asked himself as he tucked into a burnt, tasteless slab of barbecue in Ogunquit, Maine, one summer evening.Every region of the country has its unique signature foods. Likewise, each of us has a "sweet spot"-a signature skill or talent that can fuel your career and raise your paycheck. In Never Order Barbecue in Maine, Ken shares entertaining and wise anecdotes from his own varied career paths-as well as insight from noted professionals who have been there, done that-to help you find your sweet spot and turn your job into a deeply satisfying, well-paying career. You'll discover ways to:Find and build upon your sweet spot Get promotedDevelop career-enhancing relationshipsTurn downsizing into a career-building eventWhy should you settle for a one-size-fits-all guide to the summit? Never Order Barbecue in Maine contains priceless, practical wisdom for your unique journey to a job that brings you maximum satisfaction.