Book Description
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.
Download Description
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don'ts, self-tests, c
Customer Reviews:
Great advice (if you can assimilate it).......2001-05-25
The problem with any "how to sell" book like this is, until you can integrate the advice given here so that it comes naturally to you, you will sound as mechanical and forced as some of the "tellers" Richardson criticizes. I used to sell big-tiicket business-to-business, and I can say the advice here is timeless: engage your customer, identify what your customer's needs are and position your product so that the customer realizes that your product meets their needs. Of course, if the customer doesn't need your product, then maybe you need to learn some of those "hard-ball sales" techniques (or find a better product!). No amount of customer empathy, listening, or product positioning will help you overcome a customer-product mismatch. Which brings me to a point: although Richardson argues against this, I think playing hardball has a place in negotiations; remember, the party you are negotiating with doesn't always have to feel warm and cozy inside in the process. A true persuader will know when to be soft and fluffy and when to apply the pressure.
Also, the whole paradigm-replacement languuage ("we are moving into a new age of selling...") is corny. The advice Richardson is giving is not new or revolutionary, as she claims. But she has succeeded in organizing a lot of really good sales principles in a clear and coherent way which can easily be appreciated by readers.
I read this book together with Richardson's "Selling by Phone" and frankly, one is just a rehash of the other. Richardson copied entire paragraphs from one in writing the other. So save your money and buy just one of the two. But if you are an accidental salesperson, or even if by trade you are not a salesperson but you are occasionally called upon to negotiate (maybe you are a lawyer or a manager) Richardson's books will be a refreshing introduction to the discipline of negotiation and persuasion.
excellent, customer oriented common sense.......2000-07-08
After reading plenty of those "say what I say, exactly as I say it" sales books, none of which I found truly helpful out in the field, this book was like a breath of fresh air. Easy to read and easy to adapt to personal styles it is a treasure trove of good advise. If you actually care about your customers and want them to return to you on a regular basis, this is the book for you.
should be a textbook for sales classes.......2000-06-09
From my many varied experiences, I realize that I just don't like selling, but when I was trying to bone up on my sales skills, I found this book to be the most useful. It is heads and shoulders above other books on the subject and it was so intersting that I probably read it cover to cover in a day or two. The advice is extremely practical and you are learning great principles of selling. You are not learning a bunch of closing dialogues that only work for the person who invented them. Easily digested, the principles allow you to adjust your approach in mid-sale because you are asking questions whose answers will tell you what you need to do or say next (positioning.) Tons of great info here. It should really be a textbook for sales classes.
Eye-opener and Instant Results Obtained.......2000-04-01
I manage a distributor sales force throughout the U.S. and Canada. After reading this book (actually WHILE reading this book) I applied the information and witnessed immediate success, as did my sales reps. The information is direct, common sense, well presented, easy reading and entertaining. It is not full of 'theory', but actual 'meat' that can be applied each day after reading even a chapter or two the night before. I am buying books for each of my reps and feel it is one of the best gifts I could ever give them. Well done!
Book Description
Interactions, Fourth Edition, provides a cutting-edge look at how teams of school professionals-classroom teachers, special education teachers, and counselors-can effectively work together to provide a necessary range of services to students with special needs.
This book addresses collaboration as a style, with accompanying knowledge and skills, which guides practices in many education efforts. As a result, future teachers learn how to collaborate with school professionals and families to help special education students who are more often being placed in general classroom settings.
For all educators and people interested in education.
Customer Reviews:
Unhappy with Amazon.......2007-01-22
I do not know how I got two books ordered unless it was when I was trying to do the free book offer you had. I was denied credit however. Maybe this is how it happened. I was unhappy that I had to pay shipping on the book I had to send back. I do not need two of the same book. The book is very helpful for the class I am taking I will want to keep it for reference in the future.
Arlene
very repitious.......2007-01-04
Much of the same information repeated throughout the chapters. Also would like to see chapters shifted around. didn't think the order was appropriate or logical.
Good, easy to use book.......2006-03-25
I bought this book as a requirement for a class, but am finding it easy to read and full of useful information.
Review of Interactions: Collaboration Skills for School Professionals (4th Edition).......2005-10-01
This book does make some important points about teaming, but is generally a waste of time and money. It is filled with common sense information, and each chapter can be easily summarized in a few short sentences.
Interactions: Collaboration Skills for School Professionals (4th Edition).......2005-09-24
This is the book my college professorsaid we had to have for class. A fellow collegue at her previous University helped to write it. She said that she is a expert in her field. After having read several chapters of this book, I agree. This book is well written, professional, and straightforward. I will keep it for future reference.
Book Description
Communication Skills Training offers all the resources and tools needed to design effective communication skills training. Use this complete guide to design presentation, negotiation, conflict resolution, or assertiveness skills for group or work teams or design interpersonal communication learning for an entire organization. The title includes a fully developed set of PowerPoint(tm) slides, handouts, learning activities, and facilitators guide for one-half, full, and two-day workshop programs.
Customer Reviews:
For Beginners..........2007-03-08
...and not really suitable for experienced Work-Shop leaders. I tried this book to get a sense of the quality of the books in this series. Personally I consider this book as too basic, and I must say that the quality of the provided material, such as for instance the slides, is not the standard I would expect. I would recommend this book for not so experienced trainers or people that would want to run an inhouse workshop for their own team.
easy to follow.......2005-04-26
I think the CD included with this book is a marvelous tool for the facilitator. The powerpoint and overhead slide presentations on the CD give you training programs for two days, one day, half day or one hour. The book itself walks you through step by step on how to design an effective training program. This is simple enough to follow for even the novice trainer, yet it is comprehensive enough to meet a seasoned trainers needs. I plan on incorporating many of the learning activities in our training program.
Average customer rating:
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Social Skills Training for Schizophrenia, Second Edition: A Step-by-Step Guide (TREATMENT MANUALS FOR PRACTITIONERS)
Alan S. Bellack ,
Kim T. Mueser ,
Susan Gingerich , and
Julie Agresta
Manufacturer: The Guilford Press
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Cognitive Therapy of Schizophrenia (Guides to Individualized Evidence-Based Treatment)
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The Severe and Persistent Mental Illness Treatment Planner
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Cognitive Therapy for Delusions, Voices and Paranoia (Wiley Series in Clinical Psychology)
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The Complete Family Guide to Schizophrenia: Helping Your Loved One Get the Most Out of Life
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Getting Your Life Back Together When You Have Schizophrenia
ASIN: 157230846X |
Book Description
This popular manual presents an empirically tested format and ready-made curricula for skills training groups in a range of settings. Part I takes therapists and counselors step by step through assessing clients' existing skills, teaching new skills, and managing common treatment challenges. Part II comprises over 60 ready-to-photocopy skill sheets. Each sheet--essentially a complete lesson plan--explains the rationale for the skill at hand, breaks it down into smaller steps, suggests role-play scenarios, and highlights special considerations. Of special value for practitioners, the 8 1/2" x 11" format makes it easy to reproduce and use the practical materials in the book.
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- Good Tips for Managing People
- Effective for building soft skills
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Training In Interpersonal Skills: Tips for Managing People at Work, Supplemental Text
Stephen P. Robbins , and
Phillip L. Hunsaker
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Paperback
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ASIN: 0130090549 |
Customer Reviews:
Good Tips for Managing People.......2000-07-14
The book was the main text book in one of my MBA classes. The class taught how to deal with people in a variety of situations. The book is best used in this setting. A majority of the pages describe several role playing situations and there's also feedback forms on how you did. So it's nice to have someone to do the role plays with you. If you are just going to read the book, it gives a short synopsis of what you need to foucs on in each "tip".
Effective for building soft skills.......2000-05-02
This book ensures group interaction and discussions in any training situation. I first used this book in a business graduate course and I found the role plays very helpful. Unlike many other books I have used, these role plays are effective and don't make the students feel silly. Each chapter begins with a self-assessment exercise and end with a concise quiz and summary.
Book Description
Master the Perfect Presentation with Ease
The difference between a mediocre and magnificent career usually hinges on one simple thing: how you present yourself to management, clients, coworkers, and the public. In Maximize Your Presentation Skills, professional speech and image coach Ellen A. Kaye reveals how you can take your career to the next level by communicating like a seasoned business leader.
Presented in an easy-to-use Q&A format, this indispensable guide answers more than 100 specific questions about public speaking, business etiquette, and leadership image, while dozens of valuable exercises help you hone your new career skills. This powerful and insightful book will help you master these crucial career skills and stand out from the crowd, whether you're just starting out in the business world or have been running a company for years. If you don't want to walk up the career ladder, but rather sprint, let the invaluable advice in Maximize Your Presentation Skills be your guide.
Customer Reviews:
What I was looking for.......2007-01-04
It's what I wanted. The writer teaches how to dress and act in meetings and presentations. What to do and what not to do.
Maximize Your Presentation Skills.......2006-08-26
Excellent. A must read. This is not just a business book but a life skills book. This is self-help and motivational, inspiritional, and practical all at once. Learn better ways to communicate in difficult situations, how to look and feel better to represent yourself and your company with more prestige and polish.
Everybody needs to read this book! .......2006-08-25
Everybody needs to read this book! Lots of practical information presented in a succinct, witty and readable way. Make the small changes that Kaye suggests--they will have big consequences.
Worst attempt at presentation coaching I have ever seen.......2006-05-29
I was amazed to see that other people found this book helpful. I ordered it to put together a presentation seminar in Switzerland. I could not use anything from this dreadful compilation of trivialies. There is no structure, the author superficially jumps from one idea to the other. The situations presented are, for the vast majority of us, irrelvant and unworthy of discussion such as: how to act at a business apero, sneak out of a meeting, talk on the phone etc. (in fact, if the advice were good, it could conceivably be helpful in such an occurrance-- But I thought this was about presentations!!); the book tries to be a self-help guide, a fashion consultant, motivation pamphlet, and fails on all fronts. It has the intellectural firepower of 17 magazine, except I picked out much better tips from my sister's old magazines.
The author seems to be a successful practictioner, which I found astonishing, that someone with a track record in the field of presentation coaching could write such an awful book.
Misleading Titlte, Rambling Discussion of Ideas.......2005-09-16
If you're looking for a presentation skills book, this is the wrong book to buy. It deals mainly with Business Etiquette--how to make an entrance, how to shake hands, how to enter a room invisibly if you're late for a meeting, what to do on a bad hair day, etc.
You won't be shown how to plan your opening, organize your slides, deliver your ideas, or deal with difficult questions at the end of your presentation.
Then there are some other problems that made the author lose this reader's respect. For example, did you know that Lao Tzu--that seminal Chinese philosopher from around 500 BC--was a famous communication and image coach? (It's on p. 19.)
From the number of stars it has received from other reviewers, it is clear that several people found this book helpful. It must fulfill a certain need. However, I was looking for a presentation skills book (I provide training in Taiwan to help Chinese businesspeople present their ideas to Americans and Europeans. [...]
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Training in Management Skills
Phillip L. Hunsaker
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Paperback
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Art of Managing People
ASIN: 0139550143 |
Book Description
This comprehensive handbook provides a solid foundation in helping skills related to successful funeral service practice.
Book Description
When conflict festers, employees become stressed and demoralized--and productivity suffers. But in today's diverse workplace, conflicts and misunderstanding are inevitable. One of the most effective ways to handle conflict is to help employees develop the skills they need take to control and defuse strained relationships and situations.
The Conflict Management Skills Workshop is an accessible, non-academic workshop that offers trainers everything they need to design and deliver a program that works. The workshop provides tools for facilitators to help the group come to terms with the source of their conflict using discussion, story telling, reflections, and inter-active exercises. The workshop includes:
* Practice activities, handouts, Q & A lists, and overheads
* Stories that will help clarify points and stimulate discussion
* More than 20 reproducible reflection journals, case studies, and action planners.
Customer Reviews:
Conflict Management Skills Workshop.......2002-05-15
A tool no trainer should be without! This book is extremely user-friendly, clear, concise and provides activities that could be applicable in any professional or personal training environment.
The stories and practice cases helped me keep participants engaged and focused during training. An excellent way for everyone to personalize the theories of conflict management and make it their own.
This is everything you need in one convenient package.
An excellent tool for every trainers toolbox........2002-05-14
Well organized, user friendly and full of excellent activities to keep your groups engaged and focused on the topic of conflict management.
Every trainer should have a copy, reference it frequently, and utilize the content themselves to manage conflict that sometime occurs during training.
"The Conflict Management Skills Workshop".......2002-03-03
This book is an incredible resource for corporate trainers and college instructors! I was able to use the activities in this workbook with my traditional classes, as well as my adult learners in factory and union settings. Students learn better with hands-on activities and through the use of antecdotel stories they can remember. This book combines both to make for a fruitful learning experience. We have long needed a resource of this caliber that takes theory and really shows us how to put it into practice. I will be waiting for more titles from this author.
Books:
- Style: The Basics of Clarity and Grace (2nd Edition)
- Technical Communication
- The Agenda: What Every Business Must Do to Dominate the Decade
- The Elements of Style, Fourth Edition
- The Everyday Writer
- The Experience Economy: Work is Theater and Every Business a Stage
- The Fast Track One-Day Detox Diet: Boost metabolism, get rid of fattening toxins, safely lose up to 8 pounds overnight and keep them off for good
- The Fifth Discipline Fieldbook
- The Fifth Discipline: The Art & Practice of The Learning Organization
- The Future of Business: The Essentials (with InfoTrac® College Edition)
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Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
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Close the Deal: 120 Checklists for Sales Success
