Conveyancing Handbook
The tenth edition of this handbook has been fully revised and expanded by a new team of editors and contributors. It prepares conveyancers for the implementation of the Land Registration Act 2002 and the Commonhold and Leasehold Reform Act 2002.
SPIN - selling
Author:Neil Rackham;
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 Neil Rackham. He 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 dont work for major sales. Rackham went on to introduce his SPIN®-Selling method, where 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 todays leading companies with dramatic improvements to their sales performance. Available for the first time in paperback, and featuring a new preface by the author.
The Power of Resilience
Author:Robert Brooks;
Now in paperback, the book that shows readers how to build their capacity for resilience. Resilience is a hot topic today. We are all conscious that bad things happen in the world, but Brooks and Goldstein demonstrate how anyone can cultivate a stronger, more positive outlook
Many adults have become trapped in what Brooks and Goldstein refer to as "negative scripts," which are repetitive, counterproductive ways of thinking and behaving that adversely influence all areas of their lives including interpersonal relationships. These negative scripts are written over years and become a permanent way of thinking for many people, serving as barriers for effective change and for meeting emotional, social, and vocational potential.
The Power of Resilience offers strategies for rewriting these negative scripts in order to develop resilience and hope in ourselves and in others. The concept of resilience touches on many features of everyday life, including the capacity to develop and express empathy, communicate effectively, accept others, deal comfortably with mistakes, solve problems and make decisions, and interact responsibly and in a compassionate and self-disciplined way with family, friends, and colleagues.
The Nature of Risk
Author:Justin Marris
Sometimes the biggest risk of all is taking one, and the need to be sure you are making the right choice actually increases the risk. The market is not efficient and hedging doesn't work. To rely on charts to understand the market is Mamis' way. The author is an excellent market technician who offers sound financial guidance and insights into the prepared mind. He gets your thinking going with a comfortable investment philosphy that will often go against convention. There are enough anecdotes, war stories, and charts to make for sound advise. The path to market freedom is technique, and you don't have to be one of the best traders to succeed with experience. It seems to me that the entire 1990s have confirmed the ambiguities of market language and how to operate in such a world. You will know how to keep risk at bay which most of us find not to be an easy task. 241 pages.
The tenth edition of this handbook has been fully revised and expanded by a new team of editors and contributors. It prepares conveyancers for the implementation of the Land Registration Act 2002 and the Commonhold and Leasehold Reform Act 2002.
SPIN - selling
Author:Neil Rackham;
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 Neil Rackham. He 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 dont work for major sales. Rackham went on to introduce his SPIN®-Selling method, where 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 todays leading companies with dramatic improvements to their sales performance. Available for the first time in paperback, and featuring a new preface by the author.
The Power of Resilience
Author:Robert Brooks;
Now in paperback, the book that shows readers how to build their capacity for resilience. Resilience is a hot topic today. We are all conscious that bad things happen in the world, but Brooks and Goldstein demonstrate how anyone can cultivate a stronger, more positive outlook
Many adults have become trapped in what Brooks and Goldstein refer to as "negative scripts," which are repetitive, counterproductive ways of thinking and behaving that adversely influence all areas of their lives including interpersonal relationships. These negative scripts are written over years and become a permanent way of thinking for many people, serving as barriers for effective change and for meeting emotional, social, and vocational potential.
The Power of Resilience offers strategies for rewriting these negative scripts in order to develop resilience and hope in ourselves and in others. The concept of resilience touches on many features of everyday life, including the capacity to develop and express empathy, communicate effectively, accept others, deal comfortably with mistakes, solve problems and make decisions, and interact responsibly and in a compassionate and self-disciplined way with family, friends, and colleagues.
The Nature of Risk
Author:Justin Marris
Sometimes the biggest risk of all is taking one, and the need to be sure you are making the right choice actually increases the risk. The market is not efficient and hedging doesn't work. To rely on charts to understand the market is Mamis' way. The author is an excellent market technician who offers sound financial guidance and insights into the prepared mind. He gets your thinking going with a comfortable investment philosphy that will often go against convention. There are enough anecdotes, war stories, and charts to make for sound advise. The path to market freedom is technique, and you don't have to be one of the best traders to succeed with experience. It seems to me that the entire 1990s have confirmed the ambiguities of market language and how to operate in such a world. You will know how to keep risk at bay which most of us find not to be an easy task. 241 pages.
posted by Think at 2:10 am
<< Home