The Purple Belt level in Jiu Jitsu is when you start working on your offense. In sales, this means presenting and client retention.
Your presentation training most likely consisted of receiving a presentation book or a bunch of fliers and a rate card. Your manager told you, "Point, read it out loud, then ask for the close. By the way, here are a couple answers to the objections you're going to get. Good luck."
Then you go out, try it a few times, and start cutting the parts your Prospects don't seem to care about. Pretty soon, you're left with a rate card you don't adhere to anyway.
Well, buddy, that ain't gonna cut it.
First, you need to understand how people buy. A Prospect is always capable of resisting sales techniques when motivated, but they cannot resist their own buyer's path. To them, saying "yes" is the same thing as making a good decision.
We'll show you how to leverage your prospecting into the presentation, so your Prospect is motivated. Then we'll order the information in the presentation according to Maslow's Hierarchy of Needs with our Bridge Theory, and we'll show you how to use your rate card as a tool, which it is.
What am I missing? The close?
Nope. To be clear, our presentation guides the Prospect's buying behavior, and there is no need for Closing Techniques. Why? Because the natural result of a proper presentation is that the Buyer asks for the sale. Remember, we are pulling, not pushing the Prospect.
I know this is a relief to many of you, and some of you aren't quite ready to believe it, but yes, it's true: there is no need for closing techniques in my system.
Автор: Reid Charles Название: Pulling Your Paintings Together ISBN: 1626543852 ISBN-13(EAN): 9781626543850 Издательство: Random House (USA) Рейтинг: Цена: 3398.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Pulling Your Paintings Together is a book about making connections: interweaving lines, shapes, and colors; moving backgrounds into foregrounds, positive shapes into negative ones, lost edges into found boundaries-all with the intention to create a painting or drawing that is a harmonious unit, with all elements subordinated to the effect of the whole.
The medium is unimportant. Watercolor, oil, pen-and-ink, charcoal-all are here, each with its own set of rules and techniques. Yet each is surprisingly unfixed in its treatment. Oil can be handled like watercolor, charcoal like oil, pen lines can be smudged and softened, solid boundaries left broken and open. Because even between media there are relationships and interconnections. All is woven together, one into the other, media, treatments, brushstrokes-like the golden threads of a giant tapestry. Pulling Your Paintings Together is a wonderful addition to Charles Reid's library of art technique books.
Charles Reid has long been considered a master painter. His paintings are fresh and spontaneous, displaying his profound understanding of light and color and expert drawing ability.
Reid was born in Cambridge, New York, and studied art at the University of Vermont and the Art Students League of New York. He has won numerous awards, including the Childe Hassam Purchase Prize at the American Academy of Arts and Letters, the National Academy of Design, and the American Watercolor Society. In 1980 he was elected to the National Academy of Design. Public collections of his work include Smith College, Yellowstone Art Center, Brigham Young College, Roche Corporation, and the National Academy of Design. In addition to painting, Reid teaches workshops around the world. He has written eleven books on painting in watercolor and oil.
Readers interested in related titles from Charles Reid will also want to see: Flower painting in oil (ISBN: 9781626543805), Painting by Design (ISBN: 9781626543218), Painting What (You Want) to See (ISBN: 9781626543782), The Natural Way to Paint (ISBN: 9781626543829).
Автор: Pockross Mimi Название: Pulling Harvey Out of Her Hat: The Amazing Story of Mary Coyle Chase ISBN: 1538131684 ISBN-13(EAN): 9781538131688 Издательство: Rowman & Littlefield Publishers Рейтинг: Цена: 5280.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Talk about working from home. . . . Pulling Harvey Out of Her Hat chronicles the story of how Mary Chase--a housewife with three children from a working-class Irish community in Denver, Colorado--became a Pulitzer Prize-winning playwright for Harvey, a Broadway comedy about a gentle soul and his invisible six-foot-and-one-half-inch-tall rabbit friend. This entertaining and inspiring account traces how Chase achieved her dream of becoming a famous playwright while she remained in Denver--where she worked for the Rocky Mountain News, married an editor, and raised a family. Pulling Harvey Out of Her Hat includes many vignettes and unforgettable stories about the theater industry. It brings to life the history of Franklin Roosevelt's Federal Theatre Project; provides readers with an insider's view of the Broadway scene in the 1940s; and highlights the importance of theater personalities, including Brock Pemberton (Harvey's producer), Antoinette Perry (Harvey's director and namesake for the Tony Awards), and Frank Fay and Jimmy Stewart (actors who played Elwood Dowd, the amiable, slightly tipsy gentleman lead character). The author of fourteen plays, three screenplays, and two award-winning children's books, Mary Chase created Harvey to counter the sadness in the world during the height of World War II. It would win the 1944 Pulitzer Prize (beating out Tennessee Williams's The Glass Menagerie) and remain to this day one of the most beloved and underappreciated works of the twentieth century.
Описание: "If you feel called to write, Brae`s devotional will give you the inspiration and encouragement to write the story God has inside of you." Scott Evans- President & CEO of Outreach, Inc. "There is a storyteller in every one of you. Brae will help you find your way." Don Milam- Author Consultant, Whitaker House Publishers
Описание: Are you ready to enhance your sexual experience, BUT, you don't know where to start? Do you want to communicate your needs, wants, and desires to your partner, BUT, not sure how to start the conversation? Are you ready for a relationship, BUT, find it challenging to date while being a single mom? If you answered YES to any of these questions, then In Between the Sheets: Pulling Back the Covers to Enhance Your Sexual Experience is for you In Between the Sheets: Pulling Back the Covers to Enhance Your Sexual Experience is filled with learning tools and techniques to help you embrace your sexuality. In this guide, Jovita provides creative tips and tools to help build your confidence and communication skills. You'll develop ways to communicate your wants and needs with your partner so you can enhance your sexual experience. You'll learn about different techniques and ways you can express your love to your partner and different ways you can express love to yourself. Overall, you'll feel like a better person You'll enhance your personal life and your relationship, in addition to enhancing your sexual experience.It is Jovita's passion to empower women to live confident authentic lives, unapologetically.
Автор: Mccrae, Shane Название: Pulling The Chariot Of The Sun ISBN: 0593298071 ISBN-13(EAN): 9780593298077 Издательство: Random House (USA) Рейтинг: Цена: 2391.00 р. Наличие на складе: Нет в наличии.
Автор: Mccrae, Shane Название: Pulling The Chariot Of The Sun ISBN: 0593298098 ISBN-13(EAN): 9780593298091 Издательство: Random House (USA) Рейтинг: Цена: 1563.00 р. Наличие на складе: Нет в наличии.
Автор: K. J. Parker Название: Pulling the Wings Off Angels ISBN: 1250835763 ISBN-13(EAN): 9781250835765 Издательство: Holtzbrink(MPS)/MPS Рейтинг: Цена: 1562.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: A brand-new dark fantasy novella brimming with the ethical quandaries and sardonic wit of The Good Place by World Fantasy Award-winning author K. J. Parker.
Описание: Have you ever felt abandoned by life? Do you sometimes feel stuck or wonder where people are during your time of greatest need? If so, you're not alone It isn't easy living with the craziness, injustice, personal failures, and hazards of the world, and all of us go through difficult times when we have to pull to the side of the road of life and clear our heads. Getting Back on Track after Pulling to the Side of the Road can help you rediscover what it takes to catapult into your God-given destiny. This thirty-one-day guide demonstrates that God's thoughts are always on you and that He wants you to have peace and to prosper. It offers a clear reminder that God loves you no matter what and uses hard times to strengthen you for your own life and to help others one day. Through these exercises, you can regain your footing in life, put your past behind you, and take your life journey to a whole new level. This spiritual self-help guide seeks to help you rediscover the real you, get headed in the right direction, and excel, no matter what you have experienced.
Автор: Read Beth Marie Название: Pulling at the Stars ISBN: 194911614X ISBN-13(EAN): 9781949116144 Издательство: Неизвестно Рейтинг: Цена: 2476.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Twenty-one-year-old Nina is determined to make it in New York City. She searches for work as an actress and hopes to find love but can't seem to land a big break with either. After a promising relationship with a celebrity crashes, she decides to move across the country with a man she has just met, when suddenly her life spirals down a dark and dangerous path. ? A cautionary tale for young women who simply want to believe, and at the same time, a strong story of self-discovery along with learning what love really means. I am sure that Nina's journey will resonate with young women everywhere, who want to follow their dreams, but don't understand how to do it. Nina Panicucci is a great guide into growing up, and I look forward to further tales of her life in the big city. ? --Scott Rosenfelt, Producer, Mystic Pizza, Home Alone, Teen Wolf
