Make every sales call count and be the ONE seller buyers want to talk to! The DISCOVER Questions(tm) model for professional sellers is introduced and teaches them how to differentiate themselves from the pack with this revolutionary new model for asking questions. Sellers will learn how to use questions to open sales, assess customer needs, negotiate, invalidate objections and close. With DISCOVER Questions(tm), sellers can amplify their effectiveness and connect with customers on a deeper level in order to advance the sale.
The #1 New York Times bestselling third installment in the All Souls series, from the author of The Discovery of Witches and The Black Bird Oracle. Look for the hit series “A Discovery of Witches,” now streaming on AMC+, Sundance Now, and Shudder! Bringing the magic and suspense of the All Souls Trilogy to a deeply satisfying conclusion, this highly anticipated finale went straight to #1 on the New York Times bestseller list. In The Book of Life, Diana and Matthew time-travel back from Elizabethan London to make a dramatic return to the present—facing new crises and old enemies. At Matthew’s ancestral home, Sept-Tours, they reunite with the beloved cast of characters from A Discovery of Witches—with one significant exception. But the real threat to their future has yet to be revealed, and when it is, the search for Ashmole 782 and its missing pages takes on even more urgency.
*NOW A NETFLIX LIMITED SERIES—from producer and director Shawn Levy (Stranger Things) starring Mark Ruffalo, Hugh Laurie, and newcomer Aria Mia Loberti* Winner of the Pulitzer Prize and National Book Award finalist, the beloved instant New York Times bestseller and New York Times Book Review Top 10 Book about a blind French girl and a German boy whose paths collide in occupied France as both try to survive the devastation of World War II. Marie-Laure lives with her father in Paris near the Museum of Natural History where he works as the master of its thousands of locks. When she is six, Marie-Laure goes blind and her father builds a perfect miniature of their neighborhood so she can memorize it by touch and navigate her way home. When she is twelve, the Nazis occupy Paris, and father and daughter flee to the walled citadel of Saint-Malo, where Marie-Laure’s reclusive great uncle lives in a tall house by the sea. With them they carry what might be the museum’s most valuable and dangerous jewel. In a mining town in Germany, the orphan Werner grows up with his younger sister, enchanted by a crude radio they find. Werner becomes an expert at building and fixing these crucial new instruments, a talent that wins him a place at a brutal academy for Hitler Youth, then a special assignment to track the Resistance. More and more aware of the human cost of his intelligence, Werner travels through the heart of the war and, finally, into Saint-Malo, where his story and Marie-Laure’s converge. Doerr’s “stunning sense of physical detail and gorgeous metaphors” (San Francisco Chronicle) are dazzling. Deftly interweaving the lives of Marie-Laure and Werner, he illuminates the ways, against all odds, people try to be good to one another. Ten years in the writing, All the Light We Cannot See is a magnificent, deeply moving novel from a writer “whose sentences never fail to thrill” (Los Angeles Times).
"Hosts of all kinds, this is a must-read!" --Chris Anderson, owner and curator of TED From the host of the New York Times podcast Together Apart, an exciting new approach to how we gather that will transform the ways we spend our time together—at home, at work, in our communities, and beyond. In The Art of Gathering, Priya Parker argues that the gatherings in our lives are lackluster and unproductive--which they don't have to be. We rely too much on routine and the conventions of gatherings when we should focus on distinctiveness and the people involved. At a time when coming together is more important than ever, Parker sets forth a human-centered approach to gathering that will help everyone create meaningful, memorable experiences, large and small, for work and for play. Drawing on her expertise as a facilitator of high-powered gatherings around the world, Parker takes us inside events of all kinds to show what works, what doesn't, and why. She investigates a wide array of gatherings--conferences, meetings, a courtroom, a flash-mob party, an Arab-Israeli summer camp--and explains how simple, specific changes can invigorate any group experience. The result is a book that's both journey and guide, full of exciting ideas with real-world applications. The Art of Gathering will forever alter the way you look at your next meeting, industry conference, dinner party, and backyard barbecue--and how you host and attend them.
Celebrated scientists Nicholas Christakis and James Fowler explain the amazing power of social networks and our profound influence on one another's lives. Your colleague's husband's sister can make you fat, even if you don't know her. A happy neighbor has more impact on your happiness than a happy spouse. These startling revelations of how much we truly influence one another are revealed in the studies of Dr. Christakis and Fowler, which have repeatedly made front-page news nationwide. In Connected, the authors explain why emotions are contagious, how health behaviors spread, why the rich get richer, even how we find and choose our partners. Intriguing and entertaining, Connected overturns the notion of the individual and provides a revolutionary paradigm-that social networks influence our ideas, emotions, health, relationships, behavior, politics, and much more. It will change the way we think about every aspect of our lives.
#1 NEW YORK TIMES BESTSELLER More than ONE MILLION copies sold A TODAY Show Read with Jenna Book Club Pick A New York Times Notable Book, and Chosen by Oprah Daily, Time, NPR, The Washington Post, Bill Gates and Barack Obama as a Best Book of the Year “Wise and wildly entertaining . . . permeated with light, wit, youth.” —The New York Times Book Review “A classic that we will read for years to come.” —Jenna Bush Hager, Read with Jenna book club “Fantastic. Set in 1954, Towles uses the story of two brothers to show that our personal journeys are never as linear or predictable as we might hope.” —Bill Gates “A real joyride . . . elegantly constructed and compulsively readable.” —NPR The bestselling author of A Gentleman in Moscow and Rules of Civility and master of absorbing, sophisticated fiction returns with a stylish and propulsive novel set in 1950s America In June, 1954, eighteen-year-old Emmett Watson is driven home to Nebraska by the warden of the juvenile work farm where he has just served fifteen months for involuntary manslaughter. His mother long gone, his father recently deceased, and the family farm foreclosed upon by the bank, Emmett's intention is to pick up his eight-year-old brother, Billy, and head to California where they can start their lives anew. But when the warden drives away, Emmett discovers that two friends from the work farm have hidden themselves in the trunk of the warden's car. Together, they have hatched an altogether different plan for Emmett's future, one that will take them all on a fateful journey in the opposite direction—to the City of New York. Spanning just ten days and told from multiple points of view, Towles's third novel will satisfy fans of his multi-layered literary styling while providing them an array of new and richly imagined settings, characters, and themes. “Once again, I was wowed by Towles’s writing—especially because The Lincoln Highway is so different from A Gentleman in Moscow in terms of setting, plot, and themes. Towles is not a one-trick pony. Like all the best storytellers, he has range. He takes inspiration from famous hero’s journeys, including The Iliad, The Odyssey, Hamlet, Huckleberry Finn, and Of Mice and Men. He seems to be saying that our personal journeys are never as linear or predictable as an interstate highway. But, he suggests, when something (or someone) tries to steer us off course, it is possible to take the wheel.” – Bill Gates
Work isn't supposed to be a four-letter word! Does the work you do matter to you? Are you unsure what you want to do for a living? Are you in the right place but looking to advance? No matter where you are in your career, you were born to do work you love. National bestselling author and career expert Ken Coleman was stuck in an unfulfilling career until he realized he didn’t have to be. In his latest book, he draws on what he learned from his own ten-year journey as well as from coaching thousands of others to walk you through the seven stages to discovering and doing meaningful work. Relevant to any job or industry, you’ll learn step-by-step how to: Get Clear on the work you were uniquely made to do and why. Get Qualified to do the work you were created for. Get Connected with the right people who can open the doors to your dream. Get Started by overcoming the emotions and mistakes that often hold people back. Get Promoted by developing winning habits and traits. Get Your Dream Job by doing work you love and accomplishing results that matter to you. Give Yourself Away by expanding the dream to leave a legacy. This is your moment. You are needed, and you were made to contribute. It’s time to exit the daily grind and use your talents to start living your dream once and for all.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Start With Why has led millions of readers to rethink everything they do – in their personal lives, their careers and their organizations. Now Find Your Why picks up where Start With Why left off. It shows you how to apply Simon Sinek’s powerful insights so that you can find more inspiration at work -- and in turn inspire those around you. I believe fulfillment is a right and not a privilege. We are all entitled to wake up in the morning inspired to go to work, feel safe when we’re there and return home fulfilled at the end of the day. Achieving that fulfillment starts with understanding exactly WHY we do what we do. As Start With Why has spread around the world, countless readers have asked me the same question: How can I apply Start With Why to my career, team, company or nonprofit? Along with two of my colleagues, Peter Docker and David Mead, I created this hands-on, step-by-step guide to help you find your WHY. With detailed exercises, illustrations, and action steps for every stage of the process, Find Your Why can help you address many important concerns, including: * What if my WHY sounds just like my competitor’s? * Can I have more than one WHY? * If my work doesn’t match my WHY, what should I do? * What if my team can’t agree on our WHY? Whether you've just started your first job, are leading a team, or are CEO of your own company, the exercises in this book will help guide you on a path to long-term success and fulfillment, for both you and your colleagues. Thank you for joining us as we work together to build a world in which more people start with WHY. Inspire on! -- Simon
