"Discover twelve easy-to-learn Clean Language processes that combine the science of emergence and Metaphor Therapy as only creative innovator David Grove could. Clean Language expert Gina Campbell presents twelve Grovian processes for therapists, counselors, coaches, and other helping and healing professionals looking for ways to guide their clients in experiential self-exploration. From among the many process Grove developed, Campbell has selected ones that are easy to master and easy to use. You will learn step by step how to facilitate clients to access their inner knowledge and experiences by projecting them onto a drawing or into the surrounding physical space. Spread out before them, your clients' deeper understandings and perspectives readily reveal themselves"--Back cover.
If you're a therapist, counselor, coach, or other healing professional, you can make a quantum leap in your ability to assess, clarify, clear blocks and encourage transformative change by learning to use your client's internal metaphors to full advantage with Clean Language and Symbolic Modeling. Used as a self-study tool or a course text, this workbook will empower you with effective and flexible new tools to use alone or integrate with what you already do.
This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to the author’s previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional’s Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the long-term growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business.
Julia received the call every parent dreads: her daughter Barbara has been killed in a car accident. Still reeling from her loss months later, Julia embarks on a fascinating journey into her inner world of metaphors, uncovering wounds both new and old that she must heal before she can embrace living again. Read the actual transcripts of Julia’s twelve sessions with her counselor Gina Campbell, whose comments from the facilitator’s chair reveal how uncovering the metaphors that deepen Julia’s self-exploration open her to new possibilities and healing. Campbell uses Clean Language—a questioning method developed by innovative coach and counselor David Grove that gives voice to the subconscious mind's healing wisdom. A deep respect for Julia’s self-directed journey shines through Campbell’s patient questions that lead to surprisingly profound discoveries. Each chapter of Hope in a Corner of My Heart includes an activity with the same Clean Language questions used to guide Julia so you can take your own journey to get to better know your best self.
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Getting in—from the ground floor to the attic! The incredible growth of the real estate market over the past few years has more and more people looking to change jobs and get in on the action. Fully revised and updated—and written by a highly regarded real estate broker, author, and lawyer—this book covers everything from whether or not real estate sales is the right career move to how to master the skills necessary to be successful. • Includes a consideration of the pros and cons of a career in real estate sales, as well as hints for taking the exam and getting licensed • Updated information on websites, technology, and newly-popular discounted fee structure • Provides easy-to-follow, customizable business metrics
Fully revised and updated--and written by a highly regarded real estate broker, author, and lawyer--this book covers everything from whether or not real estate sales is the right career move to how to master the skills necessary to be successful.
This must-have guide to special event production looks deep the behind-the-scene of an event, and dissects what it is that creates success. It analyses the process - the planning and business aspects to provide a unique guide to producing events. It explains thoroughly, budgeting and resource concerns, planning and cost projections and the role of the well-crafted proposal. Incorporating pedagogical features, this easy-to-read book is packed with photographs, diagrams, flow charts, checklists, sample forms, and real-life examples. It steps through the whole process from the creativity and proposal at the outset, to budgeting, the contract and risk management with event follow up to conclude. This text is Part one of a two book set - also available is Special Events Production: the resources (isbn 987 07506 85238).'
