Consultative Closing: Simple Steps That Build Relationships And Win Even the Toughest Sale
Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections — behaviors that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they’ve nurtured by appearing too aggressive, hope the deal will close itself — something which rarely, if ever, happens. Consultative Closing provides the solution, breaking up the closing process into small, actionable steps that help the salesperson gain gradual buy-in and establish a long-term working relationship with his or her client. The book shows readers how to:
* recognize and address a "no" without seeming pushy
* create a "maximization program" that shows how a product or service will address the clients’ problems and maximize their return on investment
* use visualization techniques that take clients past the moment of closing
Complete with effective closing phrases and questions, this indispensable guide gives readers the tools they need to make the sale, and keep their customers.
A real-world business book for the explosion of eBay entrepreneurs! Absolute Beginner's Guide to Launching an eBay Business guides you step-by-step through the process of setting up an eBay business, and offers real-world advice on how to run that business on a day-to-day basis and maximize financial success. This book covers determining what kind of business to run, writing an action-oriented business plan, establishing an effective accounting system, setting up a home office, obtaining starting inventory, arranging initial funding, establishing an eBay presence, and arranging for automated post-auction management.
As the demand for broadband services continues to grow worldwide, traditional solutions, such as digital cable and fiber optics, are often difficult and expensive to implement, especially in rural and remote areas. The emerging WiMAX system satisfies the growing need for high data-rate applications such as voiceover IP, video conferencing, interactive gaming, and multimedia streaming. WiMAX deployments not only serve residential and enterprise users but can also be deployed as a backhaul for Wi-Fi hotspots or 3G cellular towers. By providing affordable wireless broadband access, the technology of WiMAX will revolutionize broadband communications in the developed world and bridge the digital divide in developing countries. Part of the WiMAX Handbook, this volume focuses on the standards and security issues of WiMAX. The book examines standardized versus proprietary solutions for wireless broadband access, reviews the core medium access control protocol of WiMAX systems, and presents carriers' perspectives on wireless services. It also discusses the main mobility functions of the IEEE 802.16e standard, describes how to speed up WiMAX handover procedures, presents the 802.16 mesh protocol, and surveys the testing and certification processes used for WiMAX products. In addition, the book reviews the security features of both IEEE 802.16 and WiMAX. With the revolutionary technology of WiMAX, the lives of many will undoubtedly improve, thereby leading to greater economic empowerment.
"Plant engineers and maintenance managers know from experience: All manufacturing equipment will break down, often at the worst possible moment. To survive in today's lean-and-mean manufacturing environment, companies must head off these breakdowns with a preventive-maintenance management program that is both systematic and flexible — and geared toward minimizing downtime and maximizing equipment life. Fundamentals of Preventive Maintenance provides readers with an easy-to-follow, economically sensible maintenance and workorder management program. This results-driven guidebook outlines a 7-step process for designing and implementing the program, describing what needs to be done — and why. Designed to transform an often unwieldy program into one that can be effectively managed, it provides hands-on techniques for: * Establishing critical scheduling protocols * Managing the daily workorder schedule * Developing and issuing preventive maintenance workorders * Monitoring the program and making improvements".
Every stock market investor needs to be able to calculate value, profits, and cash flow in order to make basic decisions like whether to buy, hold, or sell. But it's easy to get intimidated by all the ratios and formulas, especially when incorrect calculations can lead to costly investment mistakes.
Leadership continues to be one of the most trained-for skills in business today. And no figure so fully embodies the leadership qualities managers hope to cultivate in their professional and personal lives than Vince Lombardi, the greatest NFL coach of all time.
Pomeranz is a history professor at the University of California^-Irvine and the author of The Making of a Hinterland: State, Society, and Economy in Inland North China, 1853^-1937 (1993), an academic study that investigated the role of steam-powered transportation (among other developments) in the growth of China's Shantung Province. He is also the coauthor of the more popularly accessible The World That Trade Created (1999). Now he looks at the question of why sustained industrial growth began in northwestern Europe but not East Asia. To even ask the question can bring charges of Eurocentrism, but Pomeranz acknowledges the role of colonialism in Europe's growth. He emphasizes, though, Europe's access to America's resources as one of two contributing factors to industrial growth, the second being the widespread availability within Europe of coal as a fuel. After challenging the convention that Europe held an edge before 1800, he traces with scholarly diligence the diverging patterns of growth between Europe and China. David Rouse –This text refers to an out of print or unavailable edition of this title.
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Text offers a systematic presentation of recent developments in designing speech and language processing algorithms. Represents the collective effort of experts in the field. Each self-contained chapter includes figures, tables, diagrams, and references. DLC: Automatic speech recognition.
This book describes methods for designing and analyzing experiments conducted using computer code in lieu of a physical experiment. It discusses how to select the values of the factors at which to run the code (the design of the computer experiment) in light of the research objectives of the experimenter. It also provides techniques for analyzing the resulting data so as to achieve these research goals. It illustrates these methods with code that is available to the reader.
