Kerry Johnson MBA, Ph.D.'s Books

Trust-Based Selling

By: Kerry Johnson

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New psychological research into NLP has uncovered easy-to-use, customer-focused strategies to help you understand what your prospective customer is thinking. Now one of America's foremost business psychologists will explain the concepts and provide you with applicable techniques using NLP skills to increase your sales. In Trust-Based Selling you will learn how to: • MOTIVATE your prospects to sell themselves • DISCOVER your customer's unique buying strategy • PUSH a buyer's hot buttons with the “as if” technique • DETERMINE your client's dominant decision modeso you can present information exactly the way they want to buy it Let NLP help you reach your sales goals. Isn't it time you put these strategies to work for you? Kerry Johnson, MBA, Ph.D. is an internationally known author and speaker who presents at least 12 programs a month to audiences from Hong Kong to Halifax, and from New Zealand to New York, traveling 8,000 miles each week. In addition to speaking, Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him "The Nation's Business Psychologist.

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Gildan Media LLC aka G&D Media

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ISBN 10

172252281X

ISBN 13

9781722522810

How to Recruit, Hire and Retain Great People

By: Kerry Johnson MBA, Ph.D.

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How to Recruit, Hire and Retain Great People

By: Kerry Johnson MBA, Ph.D.

Recruiting, hiring and retaining great people are the most important skill sets any manager can acquire. With talented and dedicated people, any business can succeed! Without great people, every business will fail. Yet many managers recruit only when they have a job opening, often settling for those who are only “good enough”. Yet hiring the right people is an ongoing process, not a one-time activity. Did you know that 83% of workers are unhappy with their jobs and that 68% are actively looking for a new career opportunity? Great managers keep in contact frequently with qualified recruits and talk to candidates every 3 months. Poor managers wait until they have a need, and then hire the wrong people! Unfortunately, many managers often hire those who are most like them instead of who are best suited for the open position. But great managers “hire slow, fire fast." They interview effectively and check the candidate’s past performance before making an offer. How someone produced and behaved in the past is likely how they will produce and behave in the future. In this book, How to Recruit and Hire and Retain Great People, you will learn: The 3-month call script and how you can use it to source great people. How to use the 5 Step Bridge to find out each candidate’s needs and goals. The 11 key questions and how to weight them to objectively select the right person for the right job The 4 Step Training Approach that will help each candidate produce faster results. How the Let’s Assume Technique will help you retain great people longer.

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145

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722522747

ISBN 13

9781722522742

Negotiating the Deal

By: Kerry Johnson MBA, Ph.D.

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Negotiating the Deal

By: Kerry Johnson MBA, Ph.D.

Negotiation is the fastest and most amount of money you will ever make. In one hour, you could make Thousands or even Millions of dollars. Yet you often negotiate from a position of weakness, ending up with unfavorable outcomes. This happens because you don’t have the necessary skills to make better deals. You continually negotiate every day in everything you do. You bargain activities, vacation time, work duties, and even child care. Yet you probably have never had a course in how to negotiate effectively. Everything is negotiable. Most of us just accept the price offered or the deal advertised. Often, we are afraid of negotiating because we think it will strain or kill relationships. But negotiation doesn’t have to be a win-loss game. You can strike a deal good for everyone. The skill lies in negotiating in a way that relationships can be built, developed and maintained. This is the first book ever written on how to combine negotiation with psychology to get the outcome you want. What you will learn from this book: How Billionaires negotiate How to Bracket the seller to the price you want How to avoid making the first offer How to save lost sales and increase commissions Higher Authority- How to keep yours and take away theirs How to motivate decisions with time pressure, competition and decreasing value of concessions

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140

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722522828

ISBN 13

9781722522827

New Mindset, New Results

By: Kerry Johnson

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New Mindset, New Results

By: Kerry Johnson

“Mind-expanding—and potentially even life-altering—advice on both a personal and business level” –Kirkus Reviews Your Mindset impacts everything you think, say and do. Your Mindset creates hope and hopelessness, success and failure. It is the software your brain uses to create attitude, experience, and achievement. It is also the filter that builds behavior. Your Mindset causes you to blame others for failure or learn from experienc e. Your Mindset helps you make sense of everything that happens. It is the prism through which you experience life. Research has shown those with a Results-Focused, Growth Mindset make more money and are happier than those who choose to limit themselves. Those with a fixed Mindset make excuses for setbacks instead of learning from mistakes. Your Mindset will help you build self-confidence and self-discipline. It will help you overcome any obstacle and any problem. In New Mindset New Results, discover how: TO ACHIEVE YOUR GOALS WITH A NEW RESULTS MINDSET TO BUILD A RESULTS-FOCUSED MINDSET YOUR MINDSET CHANGES YOUR BRAIN GREAT LEADERS USE A RESULTS MINDSET TO ACHIEVE THEIR GOALS TO DEVELOP A RESULTS MINDSET IN YOUR KIDS

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208

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722521201

ISBN 13

9781722521202

Mastering the Virtual Sale

7 Strategies to Explode Your Business in the New Economy

By: Kerry Johnson MBA, Ph.D.

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Mastering the Virtual Sale

7 Strategies to Explode Your Business in the New Economy

By: Kerry Johnson MBA, Ph.D.

The way we do business in the US and across the world has changed. We now meet through Zoom, Skype, Meet and Teams. Those who sell virtually are likely to suffer a longer sales process. There is less trust generated o a virtual platform vs. face-to-face. Since 82% of communication is non-verbal, virtual communication is difficult. There are many challenges in selling virtually. Virtual communication prevents us from generating as much trust as we could in face-to-face selling. The Virtual Sale is more abbreviated and condensed than a face-to-face engagement. It is also difficult to book appointments from Virtual Webinars. It is harder to close virtually since it is so easy for prospects and clients to stall you. Most business strategists believe that virtual communication is here to stay. Either you learn how to communicate on the virtual platform or your sales will permanently suffer. But if you can Master the Virtual Sale, your production will be even greater than in a face-to-face environment. In Mastering the Virtual Sale, you will learn how to: Create trust using the virtual platform Book webinar appointments that don't cancel Increase your sales by 38% in 30 days using Virtual Sales techniques. Prevent framing, sound and video distractions Use the 5 Step Bridge to talk prospects and clients into buying from you. Explode your business with the "7 Strategies" Kerry Johnson, MBA, Ph.D is an international speaker and the bestselling author of thirteen books. He has taught at Harvard, Oxford and Purdue universities. He currently writes for fifteen national sales and management monthly magazines.

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154

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Gildan Media LLC aka G&D Media

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ISBN 10

172252670X

ISBN 13

9781722526702

Phone Sales

The Science of Making the Sale

By: Kerry Johnson

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Phone Sales

The Science of Making the Sale

By: Kerry Johnson

How can you get through gate-keepers? How can you get calls returned? How can you reach more prospects instead of their voicemails? Phone Sales will make your phone a profit center. This book includes actual phone sales calls from top producers. Some of the skills you'll learn are: • The 3 best closes to use on the phone • How to book appointments • What to say when someone says, "I'm not interested" • How to avoid telephone tag • How to get your calls returned • How to beat "call reluctance" Dr. Kerry L. Johnson is a best selling author and speaker. He speaks to audiences around the world at least 8 times a month ranging from Hong Kong to Halifax, and from New Zealand to New York. Traveling 8,000 miles each week, Dr. Johnson presents such topics as “How to Read Your Customers Mind,” “The Trust Connection” and Peak Performance: How to Increase Business by 80% in 8 weeks.” In addition to speaking, Kerry heads Peak Performance Coaching. Professionals around the world use Dr. Johnson and his coaches to increase business often by 300%. Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him, “The Nation’s Business Psychologist.” He is also the author of nine best-selling books including: MASTERING THE GAME, PEAK PERFORMANCE: HOW TO INCREASE YOUR BUSINESS BY 80% IN 8 WEEKS, and WILLPOWER: THE SECRETS OF SELF-DISCIPLINE. Kerry spent two years competing on the International Grand Prix Tennis Tour. He played both singles and doubles matches against some of the worlds top tennis players. Kerry was also recognized by the U.S. Jaycees as one of the Most Outstanding Men in America.

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166

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722522763

ISBN 13

9781722522766

Peak Performance Selling

How to Increase Your Sales by 80% in 8 Weeks

By: Dr. Kerry Johnson MBA PhD

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Peak Performance Selling

How to Increase Your Sales by 80% in 8 Weeks

By: Dr. Kerry Johnson MBA PhD

Most of us self-sabotage. Most of us are undirected. Yet by using these step-by-step techniques, you will be able to get past your self-defeating behaviors, stay on a weekly business plan, and nearly double your business. All in eight weeks! This is the basis of Dr. Kerry Johnson's famous one-on-one coaching system. Hundreds of thousands have already used these innovative techniques. Now you can too in this eight-week program. You will gain insight into: your self-sabotaging fears, your peak performance levels, how the rich and famous made it, tactical and strategic planning, and how to stay on the game plan. The eight-week method that will make you wealthy.

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171

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722522755

ISBN 13

9781722522759

How to Read Your Client's Mind

By: Kerry Johnson

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How to Read Your Client's Mind

By: Kerry Johnson

If only you could read your client's mind you would be able to sell more effectively and develop lifelong relationships. In this remarkable book by one of America's foremost business psychologists you will learn the non-verbal signals people use to communicate their intention and emotions. You will also gain valuable insights into how your customers and clients make decisions. Discover how to: • Increase your closing rate up to 99% with "The Touch of Persuasion" • Recognize the "Buying Signals" people use to signal they are ready to purchase from you • Listen between the lines using "Subtext Signals" • Use the newest research on how to influence people • Spot when your customers are bored or tuned out and how to bring them back • Adapt to the different types of buyers and how they make decisions • Triple your advertising/marketing response rates using the 12 most persuasive words to your clients Begin now to use these powerful strategies to get inside your customer’s mind and watch your sales grow. Kerry Johnson, MBA, Ph.D. is an internationally known author and speaker who presents at least 12 programs a month to audiences from Hong Kong to Halifax, and from New Zealand to New York, traveling 8,000 miles each week. In addition to speaking, Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him "The Nation's Business Psychologist.

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1722522771

ISBN 13

9781722522773

Sales Magic

Revolutionary New Techniques That Will Double Your Sales in 21 Days

By: Kerry Johnson, MBA, PhD

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Sales Magic

Revolutionary New Techniques That Will Double Your Sales in 21 Days

By: Kerry Johnson, MBA, PhD

Kerry Johnson reveals the hidden and subliminal techniques that top sales professionals unconsciously use and how you can master these simple but profound techniques by using NLP (Neuro-Linguistic Programming), a series of powerful discoveries about behavior, communication and trust. You will learn how to speak the language of how your prospect thinks. The book will show you to increase your closing ratios by gaining trust in only a few minutes. You can then communicate with your clients on deeper, ever more subtle, levels. Using both verbal and physical skills, you will learn how to pace your sales calls. You will learn how to establish rapport with ease and assurance, listen to clients more effectively, turn objections into approval, and discover a client's buying strategy in minutes. Sales Magic also contains charts, diagrams and quizzes, as well as a special twenty-one-day program which guarantees that you will be able to successfully use Dr. Johnson's techniques immediately. Kerry Johnson, MBA, Ph.D. is in constant demand as a speaker. He presents around the world to audience from Halifax to Hongkong and from Stockholm to San Diego. He is the author of 9 book that have helped hundreds of thousands increase their sales. In the 1970's he was a professional tennis player on the International Grand Prix Circuit. He is in contact demand, as a speaker and motivator, to demonstrate and explain the new technology of selling which he has developed, the technology you will learn to apply in Sales Magic.

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251

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722522739

ISBN 13

9781722522735

The Referral Mindset

7 Easy Steps to EXPLOSIVE Growth From Your Own Customers

By: Kerry Johnson, MBA, Ph.D.

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The Referral Mindset

7 Easy Steps to EXPLOSIVE Growth From Your Own Customers

By: Kerry Johnson, MBA, Ph.D.

Referrals are the most effective way of getting business you will ever use. In fact, referrals are 35% more likely to do business with you and will give you 25% more money. But referrals also are among the most difficult to get. Asking for referrals is a mix of skills, confidence and mindset. Most referral generation techniques don’t work. Now Kerry Johnson MBA, Ph.D. will show you the ones that do. Learn: • How to develop a results-focused mindset • Proven techniques in gaining 5 to 10 referrals every week • How to segment your client base • The steps to incumbent advisor relationship • How to get mass referrals from centers of influence

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109

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Gildan Media LLC aka G&D Media

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ISBN 10

172252278X

ISBN 13

9781722522780

Mastering the Virtual Sale

7 Strategies to Explode Your Business in the New Economy

By: Kerry Johnson MBA, Ph.D.

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Mastering the Virtual Sale

7 Strategies to Explode Your Business in the New Economy

By: Kerry Johnson MBA, Ph.D.

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154

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Gildan Media LLC aka G&D Media

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ISBN 10

172252670X

ISBN 13

9781722526702

Negotiating the Deal

By: Kerry Johnson MBA, Ph.D.

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Negotiating the Deal

By: Kerry Johnson MBA, Ph.D.

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140

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Gildan Media LLC aka G&D Media

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ISBN 10

1722522828

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9781722522827

How to Recruit, Hire and Retain Great People

By: Kerry Johnson MBA, Ph.D.

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How to Recruit, Hire and Retain Great People

By: Kerry Johnson MBA, Ph.D.

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145

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ISBN 10

1722522747

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9781722522742

The Referral Mindset

7 Easy Steps to EXPLOSIVE Growth From Your Own Customers

By: Kerry Johnson, MBA, Ph.D.

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The Referral Mindset

7 Easy Steps to EXPLOSIVE Growth From Your Own Customers

By: Kerry Johnson, MBA, Ph.D.

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109

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ISBN 10

172252278X

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9781722522780

Why Smart People Make Dumb Mistakes with Their Money

By: Kerry Johnson

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Why Smart People Make Dumb Mistakes with Their Money

By: Kerry Johnson

Why do investors constantly chase returns? Why do they buy mediocre investments that underperform the indexes? Why do they leave their money in investments that lose money yet are unwilling to sell until they increase in value? If you can understand your own behavior with money, you will become a much better investor and earn returns that will last your whole life. Now Kerry Johnson explains why investors (possibly your clients) make such poor decisions with their money. You will learn: How overconfidence bias creates poor investment decisions. How the endowment effect stops you from selling bad investments. How sunk cost fallacy causes you to own investments until they are worthless. How status quo bias makes change more difficult. How framing and anchoring motivates you to spend more. The seven steps in picking an outstanding financial advisor. The five critical concepts in creating a successful portfolio. Kerry L. Johnson, MBA, Ph.D. , America's Business Psychologist, is a bestselling author and internationally sought after speaker with an upbeat, entertaining style, much like his writing. He travels 8,000 miles each week speaking around the world, and also heads a personal coaching company, Peak Performance Coaching.

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115

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722522968

ISBN 13

9781722522964

Peak Performance Selling

How to Increase Your Sales by 80% in 8 Weeks

By: Kerry Johnson,Kerry L. Johnson

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Peak Performance Selling

How to Increase Your Sales by 80% in 8 Weeks

By: Kerry Johnson,Kerry L. Johnson

Using these step-by-step techniques, you will be able to get past your self-defeating behaviors, stay on a weekly business plan, and nearly double your business. All in eight weeks!

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232

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G&D Media

Published Date

ISBN 10

1722501782

ISBN 13

9781722501785

Willpower

The Secrets of Self-Discipline

By: Dr. Kerry L Johnson MBA PhD

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Willpower

The Secrets of Self-Discipline

By: Dr. Kerry L Johnson MBA PhD

Former pro tennis player, Kerry Johnson, shows us how to will power. With all the good intentions in the world to accomplish our goals we cannot move forward without willpower, without self-discipline. Among the lessons you will learn are how to change disbelief in your abilities into beliefs that support your dreams; how you limit yourself and how to do to break free from the very things that hold you back. In addition to having been a pro athlete, Kerry Johnson received an MBA and a Ph.D.; he lives and breathes self-discipline. Through his experience, and his knowledge as a research psychologist, he will teach you how you can achieve self-discipline. As a father, he shows you how to teach it to your children as well.

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133

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Gildan Media LLC aka G&D Media

Published Date

ISBN 10

1722522720

ISBN 13

9781722522728

Sales Magic

Revolutionary New Techniques That Will Double Your Sales in 21 Days

By: Kerry Johnson

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Sales Magic

Revolutionary New Techniques That Will Double Your Sales in 21 Days

By: Kerry Johnson

Master these simple but profound techniques by using NLP, a series of powerful discoveries about behavior, communication and trust and learn how to speak the language of how your prospect thinks.

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224

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G&D Media

Published Date

ISBN 10

1722501766

ISBN 13

9781722501761

The Referral Mindset

7 Easy Steps to EXPLOSIVE Growth from Your Own Customers

By: Kerry Johnson

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The Referral Mindset

7 Easy Steps to EXPLOSIVE Growth from Your Own Customers

By: Kerry Johnson

But referrals also are among the most difficult to get. Asking for referrals is a mix of skills, confidence and mindset. Most referral generation techniques don't work. Now Kerry Johnson will show you the ones that do.

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198

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G&D Media

Published Date

ISBN 10

172251051X

ISBN 13

9781722510510

Mastering the Virtual Sale

5 Strategies to Explode Your Business in the New Economy

By: Kerry Johnson

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Mastering the Virtual Sale

5 Strategies to Explode Your Business in the New Economy

By: Kerry Johnson

If you can Master the Virtual Sale, your production will be even greater than in a face-to-face environment.

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225

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G&D Media

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ISBN 10

1722505524

ISBN 13

9781722505523

Willpower

The Secrets of Self-Discipline

By: Kerry Johnson,Kerry Johnson, Ph.D.

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Willpower

The Secrets of Self-Discipline

By: Kerry Johnson,Kerry Johnson, Ph.D.

The author explains that even with all the good intentions in the world to accomplish goals, people cannot move forward without willpower and without self-discipline.

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