“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron WillinghamIf you’ve tried manipulative, self-focused selling techniques that d...

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:• The what: knowing the product, the industry, and the competition• The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs• The why: understanding the customer’s purpo...

In the last decade, billions of dollars have been spent on process improvement and reorganization, most of which generally failed to achieve the desired increases in productivity. Sadly, the result was fear, distrust, paranoia, and low employee and manager morale.Business's greatest blunder of the last decade has been the belief, backed by billions of dollars invested, that technology and organizational strategies would solve the problem of flat productivity. They didn't!The ...

Selling is 85% emotional and 15% logical.Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the o...

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:• The what: knowing the product, the industry, and the competition• The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs• The why: understanding the customer’s purpose, intention, va...

Selling is 85% emotional and 15% logical.Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the o...

Most sales training focuses on getting to know the product, analyzing the market, and identifying the competition, but there is more to sales success than that. Successful selling takes three types of preparation:• The what: knowing the product, the industry, and the competition• The how: applying the knowledge, enhancing social interaction, developing relationships, and dealing with emotional ups and downs• The why: understanding the customer’s purpose, intention, va...

Tim Ferriss is an extraordinary young man on a mission. The twenty-nine-year-old serial vagabond and successful entrepreneur has been teaching a wildly popular course at Princeton University: a how-to and why-to guide to throwing out the old methods for success (balancing life and work, retiring well, having a great nest egg) and replacing them with an entirely new way of living.The 4-Hour Workweek explains what a lifestyle entrepreneur is and why you should want to become...

The guide to shortening your execution cycle down from one year to twelve weeksMost organizations and individuals work in the context of annual goals and plans; a twelve-month execution cycle. Instead, The 12 Week Year avoids the pitfalls and low productivity of annualized thinking. This book redefines your "year" to be 12 weeks long. In 12 weeks, there just isn't enough time to get complacent, and urgency increases and intensifies. The 12 Week Year

In Boundaries for Leaders, clinical psychologist and bestselling author Dr. Henry Cloud leverages his expertise of human behavior, neuroscience, and business leadership to explain how the best leaders set boundaries within their organizations—with their teams and with themselves—to improve performance, foster a healthy organizational culture, and increase employee and customer satisfaction.In a voice that is motivating and inspiring, Dr. Cloud offers practical advice on ho...

How do you create your own definition of success—and reach your unique potential?Building a fulfilling life and career can be a daunting challenge. It takes courage and hard work. Too often, we charge down a path leading to “success” as defined by those around us—and ultimately, are left feeling dissatisfied.Each of us is unique and brings distinctive skills and qualities to any situation. So why is it that most of us fail to spend sufficient time learning ...

When the first edition of Masterful Coaching was published, it quickly became the standard resource for anyone who was a coach, considering becoming a coach, or curious about being an extraordinary coach. In this completely revised third edition of his groundbreaking book, Hargrove presents his profound insights into the journey to of becoming a masterful coach along with guiding ideas, tools, and methods.