Trust-Based Selling (Pb)
Author | : Green |
Publisher | : McGraw-Hill |
Total Pages | : 0 |
Release | : 2005-11-17 |
Genre | : |
ISBN | : 9781265854621 |
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Author | : Green |
Publisher | : McGraw-Hill |
Total Pages | : 0 |
Release | : 2005-11-17 |
Genre | : |
ISBN | : 9781265854621 |
Author | : Charles H. Green |
Publisher | : John Wiley & Sons |
Total Pages | : 295 |
Release | : 2011-11-22 |
Genre | : Business & Economics |
ISBN | : 1118163648 |
A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.
Author | : American Bar Association. House of Delegates |
Publisher | : American Bar Association |
Total Pages | : 216 |
Release | : 2007 |
Genre | : Law |
ISBN | : 9781590318737 |
The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.
Author | : Joanna Paliszkiewicz |
Publisher | : Taylor & Francis |
Total Pages | : 311 |
Release | : 2024-08-13 |
Genre | : Business & Economics |
ISBN | : 1040100228 |
In the dynamic landscape of the digital era, where interactions span from the personal touch of face-to-face conversations to the vast, interconnected world of the internet, understanding trust has never been more crucial. Trust in Social and Business Relations: Theory and Practice provides a groundbreaking exploration of the multifaceted nature of trust in our modern society. This insightful book navigates the reader through the intricate web of trust in digital and traditional contexts. Across its four compelling parts, the book examines the evolution of human relations in the digital age, investigates the role of trust in various social and business scenarios, explores the dynamics of trust in specific industries, and discusses the broader implications of trust in national and international spheres. With contributions from esteemed academics and industry experts around the globe, this book delves into pressing issues such as the impact of social media on business relationships, the challenges of romantic connections in cyberspace, and the evolving trust dynamics in industries like mobile payments and smart hotels. It also tackles significant themes like trust in government, the nuances of international business negotiations, and the emerging trust paradigms in smart city-port-maritime nexus. The book is not just an academic exploration; it's a vital resource for business professionals, policymakers, and anyone interested in the complexities of trust in our interconnected world. It offers a unique blend of theoretical insights and practical perspectives, making it an indispensable guide for navigating the challenges and opportunities of building trust in the digital age. This book is a must-read for those seeking to understand the delicate balance of trust in the tapestry of modern human relationships.
Author | : |
Publisher | : |
Total Pages | : 1258 |
Release | : 1896 |
Genre | : Law reports, digests, etc |
ISBN | : |
Includes the decisions of the Supreme Courts of Missouri, Arkansas, Tennessee, and Texas, and Court of Appeals of Kentucky; Aug./Dec. 1886-May/Aug. 1892, Court of Appeals of Texas; Aug. 1892/Feb. 1893-Jan./Feb. 1928, Courts of Civil and Criminal Appeals of Texas; Apr./June 1896-Aug./Nov. 1907, Court of Appeals of Indian Territory; May/June 1927-Jan./Feb. 1928, Courts of Appeals of Missouri and Commission of Appeals of Texas.
Author | : |
Publisher | : |
Total Pages | : 1244 |
Release | : 1896 |
Genre | : Law reports, digests, etc |
ISBN | : |
Author | : Wendelin Küpers |
Publisher | : Taylor & Francis |
Total Pages | : 388 |
Release | : 2016-12-01 |
Genre | : Business & Economics |
ISBN | : 1134769466 |
In traditional business circles, wisdom is viewed with a certain scepticism, which is in part due to its historical associations with wisdom traditions and spiritual cultures. However, in business today, wisdom is emerging not only as a viable but also a necessary organizational and management practice. In particular, practical wisdom is being updated and retranslated for today’s issues and concerns in organizations. In recent years, leadership and organizational studies have initiated important changes in the way in which business-as-usual is conducted. In response to the increasingly complex and uncertain conditions of our international business environment, a growing community of ‘scholar-practitioners’ are pushing the boundaries of traditional organizational and leadership thinking and acting, making inroads into processes and applications of practical wisdom and ways of wise leading and managing. Given the unprecedented levels of challenges, dynamics and uncertainties that today’s organizations are exposed to, there is a need for a more integrative and sustainable approach to managing. Following the need for a reconsideration and revival of the meaning of wisdom, the editors explore vitalizing possibilities for the learning of wise practices in organizing and leading. This expansive range of domains where wisdom is currently being explored suggests a promising number of perspectives and possibilities for future inquiries and explorations into the nexus of wisdom and organization, leadership/management education and learning that benefits from cross-disciplinary synergies. This book will be of interest to those seeking to understand the growing significance of wisdom in relation to learning and teaching, especially in business and management education.
Author | : Stephan Schiffman |
Publisher | : McGraw Hill Professional |
Total Pages | : 242 |
Release | : 2011-12-15 |
Genre | : Business & Economics |
ISBN | : 0071788700 |
Think like America’s #1 sales trainer—and close more deals than ever Stephan Schiffman has trained more than half a million sales professionals. No one understands the sales mindset better. In The Power of Positive Selling, Schiffman provides instruction, tips, anecdotes, and inspiration that are guaranteed to help you overcome negative thoughts, feel confident in any sales situation, and remain positive no matter what happens. Inside, you’ll find 30 surefire tactics to make sure your mind doesn’t devolve into that self-destructive pessimism we’ve all experienced. Learn how to: Believe in what you’re selling Help your client solve a problem Do your research Set the tone for the conversation—and establish the pace Listen before you talk Ask the right questions—for the right reasons Never say, “I absolutely guarantee that” The culmination of a lifetime of sales training excellence, The Power of Positive Selling has all the insight you need to defeat the negativity and dramatically improve your attitude, your behavior, and your sales record.
Author | : Michael T. Bosworth |
Publisher | : McGraw Hill Professional |
Total Pages | : 288 |
Release | : 2012-01-13 |
Genre | : Business & Economics |
ISBN | : 0071769749 |
Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
Author | : Brenda Geiger |
Publisher | : Lulu.com |
Total Pages | : 62 |
Release | : 2012-02-21 |
Genre | : Family & Relationships |
ISBN | : 1105553442 |
Safeguarding the Nest" is an easy-to-use guide that you'll want to read again and again for information on how to properly and legally protect those most precious in your life.