Ebook Download , by Mahan Khalsa Randy Illig
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, by Mahan Khalsa Randy Illig
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Product details
File Size: 24348 KB
Print Length: 288 pages
Publisher: Portfolio; Revised, Expanded ed. edition (October 30, 2008)
Publication Date: October 30, 2008
Sold by: Penguin Group (USA) LLC
Language: English
ASIN: B001FA0NCY
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Amazon Best Sellers Rank:
#68,388 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
One of the best sales training books I have read--and as a former sales trainer, sales manager, and key accounts manager (B2B), I have read a lot of them. Philosophically, this book teaches you exactly how to close more, and better sales more often by doing proper needs analysis and giving your prospect exactly what they really need. This book is about properly qualifying prospects and continuing the qualification process throughout the entire sales process, making sure you are gathering all the information you need to properly meet the needs of your customer and close the sale. You are constantly testing the transactional equation for soundness. Following this process WILL result in more sales that stick, and accounts that love you. You will be making your customers truly happy by placing their needs at the top of the list of priorities throughout the sales process, and keeping them there forever. As long as you continue to do this, your customers will never leave you and will refer people to you like gangbusters.This book shows you how to make this a reality. LGROLNP is an absolutely brilliant, seminal sales text; a game-changer. I have used it as a required text in corporate B2B sales training programs, with much success. Let's Get Real or Let's Not Play = spending your time as wisely as possible, not wasting your time or your prospect's by going through the motions of a broken sales process designed to maximize short-term profits instead of customer satisfaction (leads to long-term profits). You can continue doing things the old way (a la Zig, Brian), closing on the first call, etc., a strategy guaranteed to result in a much lower closing ratio, a failed close or an unhappy customer (= returns, no referrals, no repeat business, bad word of mouth, etc). Or you can be smart and learn to properly qualify your leads into real prospects who in turn become customers for life, resulting in a full book of business filled with solidly-built relationships ...resulting in a genuinely prosperous sales career.
This is the only book I’ve ever purchased in all 3 formats. I read the Kindle edition when I’m out and about (waiting rooms etc), listen to the audiobook version in the car, and also listen while I make notes in the hardcover version. I think I’m on my 3rd time through. It’s hands-down the best sales-relationship book ever.I am a bookkeeper; I also provide business advisory services. I’m not a “sales†person by any means. Let’s Get Real has helped me adapt my mindset and clarify my processes for talking with both existing and prospective clients in a down-to-earth, “real†way, which has been extremely helpful in taking some of the “must land this client!†stress off. Randy and Mahan offer useful scripts for getting at the heart of a client’s questions, problems, issues, and concerns as one human being to another.I can’t get enough of this book. I’ll probably keep reading/listening/taking notes until I have it memorized. :)
Excellent book for sales executives, project managers, and technology professionals! I purchased the audio book from Audible.com and listened to it several times. Also purchased the paperback to reference.Many of the concepts in this book are perfect for technology based projects, specifically software development and hardware based solutions. I've read many books that offer some of the concepts within, however, none articulate them as well, or as thoroughly!I've compiled many of the key points into a document for future reference when working with clients. Utilizing these points, my team and I have increased the quality of our projects and continue to increase our ability to help clients succeed!I wish I found this book much sooner in my career, and I've asked my entire team to read it (as the concepts are important for anyone dealing with clients).
This book is not for everyone in sales. If you are looking for 100 different ways to close a deal, look somewhere else.On the other hand, if you are truly seeking a replicable complex sales methodology, this is for you. If you are a believer and practitioner of The 7 Habits of Highly Effective People, you will recognize that this takes those 7 Habits and applies them to a sales methology and focuses 100 percent on helping clients succeed.Highly recommended.
The intention of this review isn't to rehash all the reviews you see before you -- there are many detailed ones below and above that can give you some good details. I am hoping to shed some light on the reason I believe we have some who LOVE this book, and some who found it disappointing.I will confess that I purchased this book because I had to: my consulting firm (the biggest of the Big 3) made this a required reading. I ordered it from Amazon and read it over the course of four short flights.I loved this book. There is a lot of good common sense in here that is needs to be shared -- for some it's not news (and hence why maybe it didn't get a high rating from everyone), but unless we incorporate it into our thinking then we will continually be faced with either guessing what the client wants, or business development expenses that simply can't be justified.I would strongly recommend this book to anyone at a manager level or above in professional services. Absolutely.
My favorite sales how-to book of all time. It has become my business bible. The first edition is my preferred version. I've purchases plenty of sales books in my life. This one gave me the tools to make it happen.
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Ebook Free , by Rick Steves
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Product details
File Size: 38698 KB
Print Length: 500 pages
Publisher: Rick Steves; 1 edition (April 16, 2019)
Publication Date: April 16, 2019
Sold by: Hachette Book Group
Language: English
ASIN: B07G81N6NW
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Amazon Best Sellers Rank:
#422,495 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Free Download 101 Questions About Your Immune System You Felt Defenseless to Answer..., by Faith Hickman Brynie
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From School Library Journal
Grade 7 Up-Following a fascinating foreword that explains how to approach the text and its virtually invisible subject, this outstanding book answers the queries most often asked by students and organizes them into six coherent chapters. The first one describes the immune system and how it operates; subsequent chapters cover its reactions to attack, infectious diseases, allergies, autoimmune diseases, and vaccines. Readers will find the text colorful (literally and figuratively), accessible, and informative. Diagrams, black-and-white photos, and explanatory charts enliven and clarify this complex topic. A concluding article in each chapter provides concrete examples, extensions, and illustrations of the topic. Tables allow easy access to the names and relationships of the organs and tissues most involved with immune responses, the cells of the immune system, and the chemicals that comprise it. The glossary and bibliography are extensive, and an in-depth index allows for quick reference. Innumerable volumes are available on immune-related illnesses, such as AIDS, allergies, and the Ebola virus, but this volume is the most inclusive for this age level on this important body system.Mary R. Hofmann, Rivera Middle School, Merced, CA Copyright 2000 Reed Business Information, Inc.
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Review
"With the aid of clear and concise writing, students can learn what comprises the immune system and how it works." -- Voice of Youth Advocates, April 2001"an outstanding book...the most inclusive for this age level on this important body system." -- School Library Journal, September 2000"far better and more readable [than textbooks]" -- National Science Teachers Association, THE SCIENCE TEACHER, September 2001Named a "Best Book for Junior High and High School Readers 2000." -- American Association for the Advancement of Science, Science Books and Films, December 2000-January 2001Named to the 2001 Books for the Teen Age List. -- New York Public Library
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Product details
Age Range: 12 and up
Grade Level: 7 - 9
Series: 101 Questions
Library Binding: 176 pages
Publisher: Twenty-First Century Books (April 1, 2000)
Language: English
ISBN-10: 0761315691
ISBN-13: 978-0761315698
Product Dimensions:
9.3 x 0.8 x 7.6 inches
Shipping Weight: 1.4 pounds
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Amazon Best Sellers Rank:
#2,155,896 in Books (See Top 100 in Books)
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