Найти книгу: "Closing the Sale"

Customer Success Leads to Your Success If you liked  Crucial Conversations ,  The Challenger Sale  or books by Grant Cardone, you’ll love  Closing the Sale . Guide the conversation.  Closing is a process, not an event. In the closing process, there are inevitably many conversations with a variety of potential clients.  Closing the Sale  will teach you how to influence good decisions to achieve mutually beneficial outcomes from these conversations. Turn talking into decision making.  For clients, decision making can seem daunting. They may often favor the noncommittal «maybe» over the decisive «yes» or «no.»  Essential Secrets to Closing the Sale  will teach you how to help your clients make the best possible decisions for both their business goals and your own. Customer success is your success.   Closing the Sale  will show you how to attain the only real success. the win-win situation. Because the more you focus on creating success for your clients, the more successful you will be. Closing the Sale  will teach you the five essential skills to the sale closing process: Identify the  End in Mind  DecisionAddress Client Key BeliefsResolve ObjectionsPrepare the Conditions for Good Decision MakingOpen Purposefully, Close Powerfully

A step-by-step guide to implementing and closing securitization transactions Securitization is still in wide use despite the reduction in transactions. The reality is that investors and institutions continue to use this vehicle for raising funds and the demand for their use will continue to rise as the world's capital needs increase. The Mechanics of Securitization specifically analyzes and describes the process by which a bank successfully implements and closes a securitization transaction in the post subprime era. This book begins with an introduction to asset-backed securities and takes you through the historical impact of these transactions including the implications of the recent credit crisis and how the market has changed. Discusses, in great detail, rating agency reviews, liaising with third parties, marketing the deals, and securing investors Reviews due diligence and cash flow analysis techniques Examines credit and cash considerations as well as how to list and close deals Describes the process by which a bank will structure and implement the deal, and how the process is project managed and tested across internal bank departments While securitization transactions have been taking place for over twenty-five years, there is still a lack of information on exactly how they are processed successfully. This book will put you in a better position to understand how it all happens, and show you how to effectively implement an ABS transaction yourself.

Master the art of entertaining and cement lasting businessrelationships in the process You're at a fancy downtown restaurant for dinner with amillion-dollar business deal on the table. The waiter hands you thewine list. Now what? So much for that shiny M.B.A. and yourpowerful business connections. What matters right now, at thismoment, is your wine IQ–and your ability to entertain thisclient in a way he'll never forget. In Power EntertainingEddie Osterland, Master Sommelier, and America's foremost wine andfood coach outlines dozens of power entertaining tips that can makeanyone a more effective host or hostess–be it at a corporatebusiness event or private dinners with clients in restaurants. When it comes to hosting big business meetings or importantsales events, you will discover how to entertain business clientsand business associates with ease, knowledge, and confidence, usinggood wine and food as the ingredients to build strong and lastingbusiness relationships. Teaches how to transform boring business meetings and salesfunctions into memorable social events that people will want toattend again and again Enables you to build long-term business relationships based onthe time-honored principles of courtesy, generosity and old worldhospitality Learn how to convince the restaurant's Maitre d' to give themthe best table in the house–even on a busy Friday or Saturdaynight Success is always in the details, so master the finer points ofentertaining before your next big business event.

Hacking Leadership is Mike Myatt's latest leadership book written for leaders at every level. Leadership isn't broken, but how it's currently being practiced certainly is. Everyone has blind spots. The purpose of Hacking Leadership is to equip leaders at every level with an actionable framework to identify blind spots and close leadership gaps. The bulk of the book is based on actionable, topical leadership and management hacks to bridge eleven gaps every business needs to cross in order to create a culture of leadership: leadership, purpose, future, mediocrity, culture, talent, knowledge, innovation, expectation, complexity, and failure. Each chapter: Gives readers specific techniques to identify, understand, and most importantly, implement individual, team and organizational leadership hacks. Addresses blind spots and leverage points most leaders and managers haven’t thought about, which left unaddressed, will adversely impact growth, development, and performance. All leaders have blind-spots (gaps), which often go undetected for years or decades, and sadly, even when identified the methods for dealing with them are outdated and ineffective – they need to be hacked. Showcases case studies from the author’s consulting practice, serving as a confidant with more than 150 public company CEOs. Some of those corporate clients include: AT&T, Bank of America, Deloitte, EMC, Humana, IBM, JP Morgan Chase, Merrill Lynch, PepsiCo, and other leading global brands. Hacking Leadership offers a fresh perspective that makes it easy for leaders to create a roadmap to identify, refine, develop, and achieve their leadership potential–and to create a more effective business that is financially solvent and professionally desirable.

A road map for teachers who strive to be highly effective leaders in our nation's classrooms Teach For America has fought the daunting battle of educational equity for the last twenty years. Based on evidence from classrooms across the country, they've discovered much about effective teaching practice, and distilled these findings into the six principles presented in this book. The Teaching As Leadership framework inspires teachers to: Set Big Goals; Invest Students and Their Families; Plan Purposefully; Execute Effectively; Continuously Increase Effectiveness; Work Relentlessly. The results are better educational outcomes for our nation's children, particularly those who live in low-income communities. Inspires educators to be leaders in their classrooms and schools Demystifies what it means to be an effective teacher, describes key elements of practice and provides a clear vision of success Addresses the challenges every teacher, in every classroom, faces on a daily basis An accompanying website includes a wealth of tools, videos, sample lessons, discussion boards, and case studies.

PATIENTS FIRST CLOSING THE HEALTH CARE GAP IN CANADA «This book is a must read for those who are interested in our health care system and who want to make it better. Dr. Montague provides an interesting overview of his journey through hospital wards, clinical trials, patient registries, patient health management and chronic disease management programs. Drawing on his diverse and unique background, he gives an important history of the past, analysis of the present and a glimpse of our future.» –David Johnstone, MD President, Canadian Cardiovascular Society «Based on significant practice and research experience in the public, private and academic worlds, over many regions of Canada, Dr. Montague reveals to the reader, consumer, decision maker and patient an evolving and, until now, largely overlooked dimension in optimizing care and outcome. This optimization is important not only within the context of an individual's care, but within the scope of an entire practice, community or even nation.» –Ross Tsuyuki, PharmD Director, The Epidemiology Coordinating and Research Centre, University of Alberta «Listen to Dr. Montague. He well understands both the problem and the solution, which is to pull out all the stops and to put patients first. He advocates patient health management to close the many care gaps. This will result in improved health for millions of Canadians and then, if we do it right, by emphasizing research and evidence-based health care and not merely budgets, our health care system will become more cost effective and our population healthier and more productive.» –Mark Poznansky, PhD President, Robarts Research Institute