The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds
A guide on how to attain desired business results explains how leaders can create consistent and effective solutions and outlines rules for accelerating work while revitilizing an enterprise.
An up-to-date consideration of women who are plagued by crack cocaine addiction, Crack Cocaine, Crime, and Women provides integral information on the legal, lifestyle, and treatment issues specific to these drug addicts. Author Sue Mahan discusses the divergent perspectives surrounding the controversial status of these women and offers insight into their tormented reality. In a clear and practical manner, Mahan examines the common patterns of crack-addicted women and the implications for policy and practice. This informative volume also addresses the tragic consequences of children born to addicted mothers and stresses the need for policies and resources that support their well-being. Crack Cocaine, Crime, and Women offers a broad and informed perspective on the problem of crack-addicted women for a wide range of urban human service professionals, including counselors, social workers, law enforcement personnel, public health professionals, women's services providers, criminal justice professionals, and advanced students preparing to work in these fields.
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