Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.
Buying Facilitation: The New Way to Sell that Influences and Expands Decisions significantly updates Sharon Drew Morgen's revolutionary Bestseller Selling with Integrity and offers sellers additional skills to actually teach their buyers how to line up decision variables to discover and create their best solution. A true values-based approach, Buying Facilitation introduces the newest thinking in the field of sales, and is touted by marketing guru Philip Kotler as the next step beyond Consultative Selling. Sales is no longer merely a means to offer product data but a highly skilled profession in which sellers become true consultants, and lead buyers through all of those unique, internal, and hidden decisions that must be addressed (with business partners, initiatives, and internal decision-makers) before they can buy. Ken Blanchard says of Morgen's work: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the paradigm shifts occurring in business today." Not to be confused with conventional selling, The Buying Facilitation Method is a sequential questioning process that sits on top of 'sales' as we've known it. By incorporating values, integrity, servant-leadership, systems analysis, coaching, and decision strategy, Sharon Drew Morgen has given us another book that is an important addition to the thinking in the industry. As our preeminent thought-leader, Sharon Drew continues to redefine the job of a sales professional; in Buying Facilitation she makes the knowledge easily accessible to her large audience of those interested in truly supporting buyers in making their best purchasing decisions. Buying Facilitation has been used by visionary sellers in global corporations such as IBM, KPMG, and Pioneer Hibred for a decade, as a way to move the decision cycle ahead with integrity and efficiency in any purchasing environment, and to serve the buyer as a trusted advisor.
What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation(R) model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today." Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation(R) is light years ahead of the rest of the field." Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: "Because of this book, we'll never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: It's crystal clear and easy to understand, and necessary for any serious sales professional." Jeff Blackwell, Founder SalesPractice.com "This book is a dead-on analysis of how buying decisions get made." Anne Miller, author Metaphorically Selling "Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy." Michael Norton, Founder CanDoGo.com "Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution." Jill Konrath, author Selling to Big Companies "Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making." Lee J. Colan, author Sticking to It "Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach." Britton Manasco, Principal Manasco Marketing Partners "This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation(R) will be a natural part of our sales process." Reg Nordman, Managing Partner Rocket Builders "Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide." Mark Dallmeir, CEO The ROBB Group Holdings "Sharon Drew's Buying Facilitation(R) model is the only approach that manages the off-line decision making. We've used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional." Jack Hubbard, CEO St. Meyer & Hubbard. "Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of 'manipulating' people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact." Gil Friend, CEO Natural Logic
Learning to roller skate or ride a bike should be an enjoyable experience, but for a child with developmental co-ordination disorder (DCD, also known as dyspraxia), these activities can lead to frustration and failure. Can't Play Won't Play is full of practical information, tips and hints to enable children with DCD to access and enjoy activities that other children take for granted. Whatever game you choose to try with your child, this book will offer handy hints for developing the necessary skills to make it a fun and rewarding experience. From football and rugby to swimming, skipping and skating, the advice covers all the regular childhood activities as well as games to improve physical organization and social skills. The authors provide useful equipment lists and safety tips, and include photographs and diagrams to demonstrate the activities. The delightful illustrations add to the book's appeal, making it a friendly and accessible guide to dip into when you are in need of inspiration. Can't Play Won't Play is an essential resource for parents, teachers and all those working with children with DCD.
Built upon the good practice for which the Dyscovery Centre has become so well known, this book takes a broader view of the difficulties that those with additional needs face. It considers whether this is a health, educational or social difficulty and what the wider implications are for the individual and how they manage at home and in the community. The authors look at what happens, what can be done to help and what changes occur as the child becomes an adolescent and eventually an adult. Teachers, SENCOs, teaching assistants, occupational therapists, physiotherapists, speech and language therapists and parents of children with dyspraxia or developmental co-ordination disorders should find this book stimulates their thinking and helps them in their work.
No Glass Slipper takes a powerful look at the lives of strong and famous women who once struggled with painful experiences, but eventually developed the life skills to set goals and move forward. Author and clinical psychologist Sharon L. Coffey uses the compelling biographies of celebrities, such as Barbra Streisand, Oprah Winfrey, Drew Barrymore, Halle Berry, and Demi Moore, and allows their life lessons with depression, sexual abuse, suicide, and alcoholism as guidance as you journey to find your true destiny. Coffey encourages you to consider adverse conditions as challenges to be conquered-not as debilitating circumstances that cripple you for life. Learn how to cope with adversity, keep life simple, set goals, and meet challenges head on and with optimism. Coffey includes self-assessment questionnaires and evaluation techniques that will help you identify the issues in your life that need resolution. When faced with hardship, remembering the survivors in No Glass Slipper will not only help you find the answers to the questions "How can I be better?" and "How can I live better?" but will also help you realize that there is no glass slipper to rescue you from adversity. Only you can define your life.
This fully revised Little Book contains a variety of easy, fun activities which suit different ages, stages of development and levels of skill with scissors. For the youngest children, the act of snipping is endlessly fascinating, while older children want to explore the ability to shape and control. These activities are designed to take children from basic chopping to more complex and purposeful cutting and fashioning.
The book is divided into sections focusing on warm-up activities, hand-eye co-ordination, hand and finger strength and manipulation. Each activity also includes suggestions for adaptations to make it easier or harder, helping you to pitch it at an appropriate level for the children you are working with.
A Guardian Book of the Week Longlisted for the PEN / E. O. Wilson Literary Science Writing Award An award-winning physician and scientist makes the game-changing case that genetic females are stronger than males at every stage of life Here are some facts: Women live longer than men. They have stronger immune systems. They're better at fighting cancer and surviving famine, and even see the world in a wider variety of colors. They are simply stronger than men at every stage of life. Why is this? And why are we taught the opposite? To find out, Dr. Sharon Moalem drew on his own medical experiences - treating premature babies in the neonatal intensive care unit; recruiting the elderly for neurogenetic studies; tending to HIV-positive orphans in Thailand - and tried to understand why in every instance men were consistently less likely to thrive. The answer, he discovered, lies in our genetics: two X chromosomes offer a powerful survival advantage. With clear, captivating prose that weaves together eye-opening research, case studies, diverse examples ranging from the behavior of honeybees to American pioneers, as well as experiences from his personal life and his own patients, Moalem explains why genetic females triumph over males when it comes to resiliency, intellect, stamina, immunity and much more. He also calls for a reconsideration of our male-centric, one-size-fits-all view of medical studies and even how we prescribe medications - a view that still sees women through the lens of men. Revolutionary and yet utterly convincing, The Better Half will make you see humanity and the survival of our species anew.
This book explores the significance of the now-lost pavilion built in the Buckingham Palace Gardens in the time of Queen Victoria for understanding experiments in British art and architecture at the outset of the Victorian era. It introduces the curious history of the garden pavilion, its experimental contents, the controversies of its critical reception, and how it has been digitally remediated. The chapters discuss how the pavilion, decorated with frescos and encaustics by some of the most prominent painters of the mid-nineteenth century, became the center of a national conversation about an identity for British art, the capacity of its artists, and the quality of Royal and public taste. Beyond an examination of the pavilion's history, this book also introduces a digital model which restores the pavilion to virtual life, underscoring the importance of the pavilion for Victorian aesthetics and culture.
This monograph presents papers from the 2000 Mayors' Institute on City Design and the public forum that followed it. Essays include: "Schools for Cities: Urban Strategies" (Sharon Haar); "Reenvisioning Schools; The Mayors' Questions" (Leah Ray); "Why Johnny Can't Walk to School" (Constance E. Beaumont); "Lessons from the Chicago Public Schools Design Competition" (Cindy S. Moelis and Beth Valukas); "Something from Ǹothing': Information Infrastructure in School Design" (Sheila Kennedy); "An Architect's Primer for Community Interaction" (Julie Eizenberg); "The City of Learning: Schools as Agents for Urban Revitalization" (Roy Strickland); and "Education and the Urban Landscape: Illinois Institute of Technology" (Peter Lindsay Schaudt). Case Studies include: "Prototypes and Paratypes: Future Studies" (Sharon Haar); "Lick-Wilmerding High School, San Francisco" (Pfau Architecture Ltd.); "Architecture of Adjustment, New York City' (kOnyk Architecture); "Booker T. Washington School for the Performing and Visual Arts, Dallas" (Allied Works Architecture Inc.); "Camino Nuevo Middle School, Los Angeles" (Daley, Genik Architects); "Elementary School Prototypes, Chicago Public Schools" (OWP/P Architects). (Contains 31 bibliographic references.) (SM).
The debut title of new mystery series introducing Jane Wheel, former career woman who is now an antique "picker, " sniffing out "killer stuff" at estate sales, auctions, and flea markets in suburban Chicago. When she discovers the body of a fellow collector and stumbles upon a second corpse, Jane soon becomes the prime suspect. With homicide detective Bruce Oh and her best friend Tim, Jane sets out to catch a killer. Martin's Press.
Jethri Gobelyn has risen far: from despised youngest on a Terran family Loop ship to second trader on premier Liaden tradeship Elthoria under the guidance of his unlikely foster-mother Norn ven’Deelin Clan Ixin. Master Trader ven’Deelin has taught Jethri much, and she expects great things from him. Indeed, one might say she demands them. Jethri has inherited a mission from his father, a plan that will allow family Loop ships like the one he grew up on to survive the encroachment of Rostov’s Dust. In this, he’s backed by several prominent Looper families who are scheduled to meet and plan at the South Axis Trade Fair. In what seems to be a fortunate pairing of missions, Master Trader ven’Deelin sees Jethri become lead trader on his own small ship, which is scheduled to arrive at the South Axis Fair. Unfortunately, that “fortunate coincidence” may instead be a test of Jethri’s loyalties, as he’s thrust into a tangle of gray-trading, mistaken identity, misinformation, and galactic politics . . . At the publisher's request, this book is sold without DRM (Digital Rights Management). About Dragon in Exile: “. . . sprawling and satisfying. . . . Space opera mixes with social engineering, influenced by Regency-era manners and delicate notions of honor. . . . it’s like spending time with old friends.”—Publishers Weekly About Necessity’s Child: “Compelling and wondrous, as sharp and graceful as Damascus steel, Necessity's Child is a terrific addition to Lee & Miller's addictive series.”—Patricia Briggs About the Liaden Universe® series: “Every now and then you come across an author, or in this case, a pair, who write exactly what you want to read, the characters and personalities that make you enjoy meeting them. . . . I rarely rave on and on about stories, but I am devoted to Lee and Miller novels and stories.”—Anne McCaffrey “These authors consistently deliver stories with a rich, textured setting, intricate plotting, and vivid, interesting characters from fully-realized cultures, both human and alien, and each book gets better.”—Elizabeth Moon “. . . delightful stories of adventure and romance set in a far future . . . space opera milieu. It’s all a rather heady mix of Gordon R. Dickson, the Forsythe Saga, and Victoria Holt, with Lee and Miller’s own unique touches making it all sparkle and sizzle. Anyone whose taste runs toward SF in the true romantic tradition can’t help but like the Liaden Universe.”—Analog “. . . the many fans of the Liaden universe will welcome the latest . . . continuing young pilot Theo Waitley’s adventures.”—Booklist on Saltation “. . . aficionados of intelligent space opera will be thoroughly entertained . . . the authors’ craftsmanship is top-notch.”—Publishers Weekly on Lee and Miller’s popular Liaden Universe® thriller I Dare
Michigan Military - Michigan Pride is filled with short veteran's stories about their unique military experience. The book also includes interesting tidbits of history and show many of the wartime posters and pictures of WW II. Why do we sell Poppies on Veteran's Day? What was meant by the "Magic Carpet" brigade? What did "Hollywood Stars" think of the war? Why did a Polish woman bury glass jars at the base of a tree? Why do the "guards" at the Tomb of the Unknown Soldier have "wet" gloves? Who were "Ripley's Raiders?" Why were sailing ships used during WW II? What is an "ash can?" What president of a major food company paid for a full eight course dinner for four sailors on leave? These and many other questions are answered in the book! Read about the "airman" who became a "guest" at Stalag I 7B and how he coped with the situation. Read about the eye-opening experience a medical corpsman experienced when he crossed the equator! Read about "Operation Detachment" and the terrifying experience of the taking of Iwo Jima, culminating in the famous "raising of the flag" picture on the cover of this book. Read some of the poignant VVW Il poetry penned by a lonely G.l. Read about the Vietnam Memorial wall and a veteran's visit that brought healing to him and his fellow veterans. Michigan Military - Michigan Pride is designed to honor veterans and active service people throughout America. Admiral Chester Nimitz, CINCPAC, WVV Il stated: "Among the Americans who fought on Iwo Jima, uncommon valor was a common virtue." That sentiment can be ascribed to all who have fought to retain America's freedom and independence. It is important we remember that "Freedom - is not free!" It is also important to remember - "Our Military - Keeps America Freel
Most Americans, when pressed, have a vague sense of how they would like to die. They may imagine a quick and painless end or a gentle passing away during sleep. Some may wish for time to prepare and make peace with themselves, their friends, and their families. Others would prefer not to know what's coming, a swift, clean break. Yet all fear that the reality will be painful and prolonged; all fear the loss of control that could accompany dying. That fear is justified. It is also historically unprecedented. In the past thirty years, the advent of medical technology capable of sustaining life without restoring health, the expectation that a critically ill person need not die, and the conviction that medicine should routinely thwart death have significantly changed where, when, and how Americans die and put us all in the position of doing something about death. In a penetrating and revelatory study, medical anthropologist Sharon R. Kaufman examines the powerful center of those changes -- the hospital, where most Americans die today. In the hospital world, the deep, irresolvable tension between the urge to extend life at all costs and the desire to allow "letting go" is rarely acknowledged, yet it underlies everything that happens there among patients, families, and health professionals. Over the course of two years, Kaufman observed and interviewed critically ill patients, their families, doctors, nurses, and other hospital staff at three community hospitals. In...And a Time to Die, her research places us at the heart of that science-driven yet fractured and often irrational world of health care delivery, where empathetic yet frustrated, hard-working yet constrained professionals both respond to and create the anxieties and often inchoate expectations of patients and families, who must make "decisions" they are ill-prepared to make. Filled with actual conversations between patients and doctors, families and hospital staff,...And a Time to Die clearly and carefully exposes the reasons for complicated questions about medical care at the end of life: for example, why "heroic" treatment so often overrides "humane" care; why patients and families are ambivalent about choosing death though they claim to want control; what constitutes quality of life and life itself; and, ultimately, why a "good" death is so elusive. In elegant, compelling prose, Kaufman links the experiences of patients and families, the work of hospital staff, and the ramifications of institutional bureaucracy to show the invisible power of the hospital system itself -- its rules, mandates, and daily activity -- in shaping death and our individual experience of it. ...And a Time to Die is a provocative, illuminating, and necessary read for anyone working in or navigating the health care system today, providing a much-needed road map to the disorienting territory of the hospital, where we all are asked to make life-and-death choices.
Wonderfully written, infused with positive energy and solid information. All parents of children who have ADHD should buy it' - Edward Hallowell, MD What if you could work with your child, motivating and engaging them in the process, to create positive change once and for all? In this insightful and practical book, veteran psychologist Sharon Saline shares the words and inner struggles of children and teens living with ADHD—and a blueprint for achieving lasting success by working together. Based on more than 25 years of experience counseling young people and their families, Dr. Saline's advice and real-world examples reveal how parents can shift the dynamic and truly help kids succeed. Topics include: Setting mutual goals that foster cooperation Easing academic struggles Tackling everyday challenges, from tantrums and backtalk to staying organized, building friendships, and more. With useful exercises and easy-to-remember techniques, you'll discover a variety of practical strategies that really work, creating positive change that will last a lifetime.
Always study with the most up-to-date prep! Look for Barron's SAT Study Guide Premium, 2021-2022, ISBN 9781506281605, on sale July 06, 2021. Publisher's Note: Products purchased from third-party sellers are not guaranteed by the publisher for quality, authenticity, or access to any online entitles included with the product.
Adobe Illustrator WOW! Book is updated to help intermediate through advanced students get up to speed on the more creative features of Illustrator and efficiently integrate workflow updates and improvements. With its practical, yet beautiful examples, this book focuses on real-world tips, tricks, and techniques extracted from the artwork of many of the world's best Illustrator artists. This 14th edition of the book will help students harness the most powerful creative features of Adobe Illustrator CS6 and CC (including the latest 2014 release), from painting and generating objects with raster brushes, to creating complex repeating patterns, and inserting Illustrator objects into an editable 3D perspective grid. They'll learn how to incorporate the vast array of feature enhancements designed to improve object and text creation and editing, including Live Corners, Live Rectangles, the new Path Reshaping functions, and the Touch Type tool. In addition, they'll discover how to add automatic corners to pattern brushes, apply gradients to strokes, prepare artwork for animation and the web, and use Image Trace to transform raster art to vectors. Through real-world step-by-step lessons and stunning artwork, students will be inspired to master even the most challenging aspects of Adobe Illustrator.
Love Inspired Suspense brings you three new titles! Enjoy these suspenseful romances of danger and faith. COURAGE UNDER FIRE True Blue K-9 Unit by Sharon Dunn Rookie K-9 officer Lani Branson’s one goal in her training exercise is to prove herself capable of the job—until she’s attacked. Now a ruthless stalker’s threatening her at every turn, and her boss, Chief Noah Jameson, and his K-9 partner have made it their mission to keep her alive. CHRISTMAS WITNESS PROTECTION Protected Identities by Maggie K. Black When Corporal Holly Asher’s witness protection transportation is targeted, going on the run with Detective Noah Wilder is the only way to survive. But can they pose as an engaged couple at Christmas without tipping off those who want to kill her? KILLER AMNESIA by Sherri Shackelford Emma Lyons’s investigative reporting skills are put to the test when she loses her memory after an attempt on her life. But researching her own past with the help of Deputy Liam McCourt leads to town secrets darker than they imagined…and a killer who won’t stop until they’re silenced.
In the 12th century, Eleanor of Aquitaine hires Justin de Quincey, bastard son of the bishop of Chester, to find the murderer of one of her goldsmiths.
When you are in Somerset you are never far from mysterious caverns, whispering woods, hidden valleys and places which can't decide whether they are seascapes or landscapes. The ancient Kings Arthur and Alfred hid amongst Somerset's secret waterways, waging the wars and making treaties that forged Britain's history. Outlaws and highwaymen lived on the wildest of moors that plummet into the sea. Ordinary people farmed the land and fished the waters alongside the Little People, the Fair Folk, the fairies and goblins that were as tricksy and unchancy to meet as any smuggler... In this collection, professional storyteller Sharon Jacksties has selected and reworked tales for children aged 7–11 to discover.
A prescription for sweet satisfaction... Pediatrician Macy Carter has been so busy expanding her practice she's had no time to build the family she craves. Her late, much-loved surrogate father apparently had some matchmaking in mind when he arranged for a sexy architect to take over his home and company. Too bad Derek is a single dad who's been there, done that, and intends to remain unattached. Their priorities are totally out of sync. Their chemistry? Unbelievably potent. Thanks to his former mentor, Derek Logan just inherited an architectural business, a house and the gorgeous client next door. He's keeping away from forever relationships, but this doctor's sensual touch is addictive. Helping Macy build her dream medical complex awakens Derek to how much more he now wants out of life. But has he hesitated too long to prove he's ready for and deserving of her love?
This exploration of effective practices to support lesbian, gay, bisexual, transgender, queer (LGBTQ) and gender-diverse students in elementary, middle, and high school contexts focuses on curriculum, pedagogy, and school environment. Narratives and artwork from the field are framed by sociocultural and critical theory as well as research-based elaboration on the issues discussed. Applications of antidiscrimination law and policy, as well as learning skills like creativity, collaboration, and critical thinking help teachers tackle some of the most significant educational challenges of our time. The stories of real-world practices offer encouragement for building inclusive environments and enhancing social-emotional relationships among youth, families, and schools. Gender Diversity and LGBTQ Inclusion in K-12 Schools provides a helpful roadmap for educators hoping to create safe and empowering spaces for LGBTQ and gender-diverse students and families.
Diddy Disciples is a creative and playful new worship and Bible storytelling resource for babies, toddlers and young children. Diddy Disciples aims to encourage participation, discipleship and leadership from children’s earliest years, using storytelling, singing, colour, repetition, art and lots and lots of movement! Peer-learning is actively encouraged with many opportunities for young children to learn from each other. Groups are invited to build their own Diddy Disciples sessions, choosing from different options. Leaders can use the material to create a service to follow the pattern of their church’s Sunday worship, a simple midweek baby and toddler singing session, or anything in between! Book 1 includes: Over 20 weeks’ worth of fully worked-out sessions organized into 4-6 week units from September to December All the information you need to set up and run Diddy Disciples in your group Plenty of opportunities to tailor the material to your own context, resources and tradition All sorts of creative ‘starter ideas’ for using everyday art and play resources to spark children's imaginations and engagement as they respond to the biblical stories. The Units are: Jesus’ wonderful love: six weeks introducing some of Jesus’ most famous parables God the maker: six weeks on creation and caring for it, including a Harvest celebration In November we remember: four weeks including All Saints and Remembrance Sunday Getting ready for baby Jesus: five weeks journeying through Advent to Christmas
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