Stop Telling, Start Selling

Author: Linda Richardson
ISBN: 9780071603829 / 0071603824
©2012 | 3rd Edition | 256 pages | Paperback
Pub Date: MAR-12
Price: US$ 19.00
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Since 1993 Stop Telling, Start Selling has established itself as the classic sales reps turn to again and again. In it, Linda Richardson, reveals the secret weapon of “dialogue selling”–making this the definitive guidebook of the consultative sales movement that is the leading sales movement today.

Dialogue Selling is the best way sales reps can use to differentiate themselves, their products, and organizations in a hypercompetitive world of look-alike products. “Much of what appears to be ‘consultative selling’ today is a masquerade for product selling,” explains Linda Richardson, sales training consultant to many of the Fortune 500 and author of Selling by Phone and Sales Coaching. If you want to earn your customer’s interest, trust–and business–Richardson explains the need to: STOP telling the customer about your product or service and START a true customer dialogue. In this newly revised and updated edition of Stop Telling, Start SellingRichardson shares the critical skills needed to:

• Understand your customer’s personal and business needs
• Position your message so it is important to your customer
• Unlearn manipulative tactics that can kill a sale early on
• Gather customer feedback to adjust your message as you go
• Maintain selling momentum and shorten the sales cycle

Packed with self-tests, scripted selling scenarios and real-world examples, this guide which also features all-new material on “self-coaching,” “peer-coaching,” and “negotiating terms and price.” The result is a revitalized, dialogue-based process designed to pierce the armor of today’s more cynical, tightfisted customers.

About the Author

Linda Richardson is the Founder and Chairwoman of Richardson, a global sales training business and is credited with the movement to Consultative Selling. Other innovations she has spearheaded in the sales training industry are: development of a comprehensive, integrated curriculum dedicated exclusively to sales, commitment to customization vs. generic training, and development of an interactive coaching-type training methodology.

The Hands-Off Manager

Author: Steve Chandler, Duane Black
©2012 | 1st Edition | 224 pages | Paperback
ISBN: 9781601632234 / 1601632231
Pub Date: MAR-12
Price: US$ 14.99

The number one reason cited in exit interviews for an employee quitting is “my manager.” Most managers and executives not only aren’t aware of this obvious problem, but probably wouldn’t know what to do about it if they did. 

Kiss That Frog!
12 Great Waysto Turn Negatives into Positives in Your Life and Work

Authors: Brian Tracy, Christina Tracy Stein
ISBN: 9781609942809 /  1609942809
©2012 | 1st Edition | 192 pages | Hardback
Pub Date: MAR-12
Price: US$22.95

“You are here on this earth to do something wonderful with your life, to experience happiness and joy, wonderful relationships, excellent health, complete prosperity, and total fulfillment,” write bestselling author and speaker Brian Tracy and his daughter Christina Tracy Stein. Most important, they say, all of that and more is within your grasp.

Just like the lonely princess in the fairy tale who was reluctant to lock lips with a warty frog and transform him into a handsome prince, something stops many of us short of attaining our dreams. Our negative thoughts, emotions, and attitudes can threaten to keep us from achieving all that we’re capable of. Here bestselling author and speaker Brian Tracy and his daughter, therapist Christina Tracy Stein, provide a set of practical, proven strategies anyone can use to turn those negative frogs into positive princes.

Tracy and Stein present a step-by-step plan that addresses the root causes of negativity, helps you uncover blocks that have become mental obstacles, and shows how you can transform them into stepping-stones to achieve your fullest potential. The book distills, in an accessible and immediately useful form, what Tracy has presented in more than 5,000 talks and seminars with more than five million people in fifty-eight countries and what Stein has learned through thousands of hours of counseling people from all walks of life.

“There is nothing good or bad, but thinking makes it so,” the authors quote Shakespeare. The many powerful techniques and exercises in this book will help you change your mindset so that you discover something worthwhile in every person and experience, however difficult and challenging they might seem at first. You’ll learn how to develop unshakable self-confidence, become your best self, and begin living an extraordinary life.

About the Authors

Brian Tracy is one of America’s leading authorities on the development of human potential and personal effectiveness. A dynamic and inspiring speaker, he addresses thousands of people each year on the subjects of personal and professional development, including the executives and staff of such firms as IBM, Arthur Andersen, McDonnell Douglas, and The Million Dollar Round Table. Prior to founding his own firm, Brian Tracy International, he had successful careers in sales and marketing, investments, real estate development, distribution, and management consulting. Tracy is the author of thirteen previous books including the bestselling book Maximum Achievement. He is also the author/narrator of numerous bestselling audiocassette programs, including The Psychology of Achievement and How to Start and Succeed in Your Own Business. For more information about Brian Tracy, please visit www.briantracy.com.

Being Buddha At Work
101 Ancient Truths on Change, Stress, Money, and Success

Authors: Franz Metcalf , Bj Gallagher
ISBN: 9781609942922 /  1609942922
©2012 | 1st Edition | 176 pages | Paperback
Pub Date: JAN-12
Price: US$14.95

Buddhism has for thousands of years provided a spiritual foundation for the daily lives of millions of people around the world. But does Buddhism have anything to offer us—Buddhists and non-Buddhists alike—in today’s world of work? Metcalf and Gallagher think it does. Spiritual wisdom, Western or Eastern, inspires and instructs us in living a good life. And that’s just as true at work as at home.

Buddha mind—a source of calm, compassion, and insight—exists within each of us, not just the historical Buddha. Being Buddha at Work shows how to embody that mind in the stress and clamor of the workplace—how to tap into the Buddha consciousness so we can relieve daily tensions and greet challenges with awareness, equanimity, and good humor.

The book is divided into three sections. The first, “Becoming a Mindful Worker,” covers Buddha’s wisdom for our own work; the second, “Cultivating Mindful Work Relationships,” focuses on how to work with other people; the third, “Creating a Mindful Workplace,” deals with broader organizational topics. There is wisdom here for everyone—from frontline workers and team members, to supervisors and managers, to top executives and organizational leaders.

About the Authors

Franz Metcalf teaches religious studies at California State University, Los Angeles. He is the president of the Western Region of the American Academy of Religion and an active leader in the Forge Institute. His books include What Would Buddha Do? and Buddha in Your Backpack.

A scholar-practitioner of Buddhism, Franz received his doctorate from the University of Chicago. He is a review editor for Journal of Global Buddhism and author of scholarly works on Buddhism and psychology. He is a founding member and newsletter editor of the Forge Guild of Spiritual Leaders, and author of four books applying Buddhist wisdom and practice to our hectic everyday lives. His first, What Would Buddha Do? has appeared in a dozen languages.

 BJ Gallagher is a dynamic workshop leader and charismatic keynote speaker, as well as a much-published, bestselling author. She conducts seminars for women’s groups, as well as professional organizations and corporations. Her topics include: leadership skills for women, male/female communication styles, how to manage your boss, thriving on change, and tapping into the creativity of diversity. BJ writes business books, women’s books, and gift books.

Other books you might be interested:

1. 9781605095240     Prisoners of Our Thoughts   
2. 9781605098869     No More Regrets!
3. 9781609940041     The Leadership Wisdom of Jesus

Great Leaders Grow

Authors: by Ken Blanchard , Mark Miller
ISBN: 9781609943035 / 1609943031
©2012 | 1st Edition | 144 pages | Hardback
Pub Date: JAN-12
Price: US$ 22.95

Successful leaders don’t rest on their laurels. Leadership must be a living process, not a title on a business card, and life means growth. As Ken Blanchard and Mark Miller write in the introduction, “the path to increased influence, impact, and leadership effectiveness is paved with personal growth.… Our capacity to grow determines our capacity to lead. It’s really that simple.” Great Leaders Grow shows leaders and aspiring leaders precisely which areas to focus on so they can remain effective throughout their lives.

As the book opens, Debbie Brewster, an accomplished leader herself, becomes a mentor to Blake, her late mentor’s son, as he begins his career. Debbie tells Blake, “How well you and I serve will be determined by the decision to grow or not. Will you be a leader who is always ready to face the next challenge? Or will you be a leader who tries to apply yesterday’s solutions to today’s problems? The latter will ultimately fail. The difference: the decision to grow. And not a short-term decision but a decision to grow throughout your career and throughout your life. This single decision is a game changer for leaders.”

Over the next several weeks Debbie reveals what this means in practical terms. She and Blake explore four ways that leaders must continue to grow, both on the job and off, because who you are as a leader is inextricably connected to who you are as a person. Whether you’re a CEO or an entry-level employee, you’ll be inspired to reflect on your own life and to design your own unique long-term growth plan, leading to not only continuing professional success but personal fulfillment as well.

About the Authors

Ken Blanchard is chief spiritual officer of the Ken Blanchard Companies. He is the author or coauthor of 50 books that have sold more than 20 million copies, including the iconic One Minute Manager®.

Mark Miller is vice president, training and development, for Chick-fil-A. During his career he has served in corporate communications, restaurant operations, quality and customer satisfaction, and numerous other leadership positions. He began his Chick-fil-A career in 1977 working as an hourly team member. He is the author of The Secret of Teams and the coauthor of The Secret.

Other books you might be interested:

1. 9781605098760     Full Steam Ahead!
2. 9781605093482      Whale Done Parenting

Winning Corporate Reputation Strategies
Lessons from Asia Pacific

Authors: Mark Chong, Jin Montesano
ISBN: 9780071327039 / 0071327037
©2012 | 1st Edition | 173 pages | Paperback
Pub Date: DEC-11
Price: US$ 20.00
Sample Chapter 

As Asian businesses become more financially material to global revenue streams, business leaders in the region are under increasing pressure to deliver reliable, outstanding performance. Failure to successfully navigate the often opaque policy, regulatory, and political complexities of Asian operating environments will run the risk of halting—or even derailing—corporate growth plans. An understanding of the local business environment from this vantage point is hence not only business-critical today, but a competitive advantage. 

Winning Corporate Reputation Strategies: Lessons from Asia Pacific is the first book to examine and highlight effective corporate public affairs strategies that have played a key role in understanding these environments, as well as managing them to deliver optimal business outcomes in this region. 

Comprising seven succinct case studies—as well as two essays that shed light on the unique corporate public affairs landscape in the continent’s two most important economies, China and India, respectively—this thought-provoking compendium features contributions by senior practitioners and academics living and working in Asia Pacific. Drawing upon their years of expertise and in-depth knowledge and understanding of the region, they offer diverse perspectives and practical insights into the challenges facing global corporations, winning strategies for tackling them, and the role that Corporate Public Affairs teams play in the business of reputation management. 

Endorsement

“The complex social, political, and regulatory landscape of the Asia Pacific can often stymie even the most experienced chief executive, let alone those who are brand new to the region. With their thoughtful book, Mark Chong and Jin Montesano offer timely lessons and practical guidance in reputation management that could make the executive’s journey less uncertain and more successful.”  – JACK LESLIE, Chairman, Weber Shandwick

Publicity

1. Mark Chong wrote an article on Palgrave Macmillian, Journals – The Role of Internal Communication and Training in Infusing Corporate Values and Delivering Brand Promise: Singapore Airlines’ Experience
2. Food Industry Asia (FIA) interviewed Jin Montesano on Nov. 1, 2011. Click HERE to read.

About the Editors

Mark Chong is an Associate Professor of Corporate Communication Practice at Singapore Management University (SMU), where he teaches in the undergraduate and Executive Master in Communication Management programs. He is also a member of the SMU Case Writing Editorial Board. Prior to academia, Mark worked as a corporate and marketing communication professional inAsia. This is his third book. Mark has a PhD fromCornellUniversity.

Jin Montesano is Vice President, Corporate & Government Affairs Asia Pacific at Kraft Foods. She is a public affairs practitioner with over 16 years of experience in advocacy, communications, and government relations, having worked across government, NPO, and the corporate sector. A public affairs specialist, she began her corporate career with Ogilvy & Mather Public Relations after moving toAsia in 1999. Jin has a Master of Public Affairs degree fromPrincetonUniversity’s Woodrow Wilson School of Public and International Affairs.

Other book by Mark Chong

1. 9780071324953      Brainfruit: Turning Creative into Cash

Stepping Up

Author: John Izzo
ISBN: 9781609940577 / 1609940571
©2012 | 1st Edition | 192 pages | Paperback
Pub Date: JAN-12
Price: US$ 16.95
Book Excerpt | Learn More

More people need to step up. When we take responsibility for making change wherever we can, not only does it make our companies, communities, and the world better, but we are happier and more successful and have more fulfilling relationships. But all too often, we stop ourselves before we start. The problems seem too daunting, it’s another department’s responsibility, other people are the issue and we can’t change them, and so on. And so nothing ever changes.

With his distinctive mix of inspiring storytelling and practical advice, John Izzo compassionately demolishes the most typical excuses, helps us see a way through common roadblocks, and enables anyone, anywhere, anytime to effectively bring about positive change by simply stepping up.

 Through numerous examples, Izzo shows that when one person steps up, it creates a wave of energy that encourages others to join in. Take Silvana Fucito, the middle-aged shopkeeper who fought back against the Italian Mafia, leading her neighbors, and eventually the national government, to do the same. Or the teenagers in Nova Scotia who decided to stand up to bullying when a classmate was beaten for wearing a pink shirt, ultimately spawning “pink shirt” days around the world. Or Joanne Beaton, who took over a business division in danger of being outsourced away and, by challenging her people to step up, turned it into a service provider other companies outsourced to.

 Rather than regaling us with stories of extraordinary people and extraordinary deeds, Izzo tells us about regular people who see problems and decide—sometimes hesitantly, often uncertainly—to take that first step. Like them, each one of us can claim our power to change the world.

About the Author

John Izzo is a bestselling author who has spoken to over one million people and advised over six hundred companies worldwide. He is the author of The Five Secrets You Must Discover Before You Die, Second Innocence, and Awakening Corporate Soul.

Table of Contents

Foreword by Marshall Goldsmith

Preface 

Chapter 1: The Five Rows of Responsibility
Chapter 2: It’s Not My Job, It’s Not My Fault
Chapter 3: I Am Only One Person
Chapter 4: Only Naive People Change the World
Chapter 5: 100% Responsibility/No Excuses
Chapter 6: Do Something… Do Anything
Chapter 7: Always Begin in the Room You Are In
Chapter 8: Leadership Is Not a Position
Chapter 9: Stepping Up by Speaking Up
Chapter 10: Who Am I to Step Up?
Chapter 11: Creating a Culture of Stepping Up
Chapter 12: One Person Always Matters

Resources:
Stepping Up for Change
Key Themes in the Book

Acknowledgments

Index

About the Author

The Well-Balanced Leader

Author: Ron Roberts
ISBN: 9780071772440 / 0071772448
©2012 | 1st Edition | 240 pages | Hardback
Pub Date: JAN-12
Price: US$ 28.00
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The hottest new experiential learning strategies for new levels of leadership success

When individual leaders transcend their personal needs and focus on the needs of others and the overarching needs of the organization, the entire organization benefits. Employees at all levels become more committed — and thus, more effective. The result is not only greater job satisfaction for people at all levels in the organization, but greater productivity — regardless of the organization’s field, product, or service.

According to Ron Roberts, the strongest leaders are ones who are aware of their behaviors and how the way they act impacts others. As one of the top trainers in the world in the field of accelerated experiential learning, Ron has identified 9 basic human behavior pairs to bring themselves their leadership skills into balance—what he has termed Ego Librium (e.g., judgmental vs. accepting, defensive vs. nondefensive).

By understanding where they lie on each behavior scale, leaders immediately see where and how they need to change, and how they can use their greatest strength as the basis for the series of small behavioral changes that will lead to a new way of thinking — and instinctive new reactions to situations. In practice, Ron has seen that when leaders change their behavior to focus on others that their own levels of success greatly increase.

First, readers take a self-assessment to determine where their strengths and weaknesses lie, and see where they need to make adjustments. Then, they learn to use their greatest strength to begin developing an individualized program for change. Finally, the book provides experiential learning activities, action steps, games, and thought exercises for each behavior-pair. The method works because it breaks behavior down into manageable chunks readers can practice every day at work, until the new behavior becomes instinctive, even under pressure. People who use it experience a real change in consciousness — so when people need their new behaviors most, they don’t revert to old patterns. Leaders change from the inside out, which means that they create lasting permanent changes for themselves and their organizations.

About the Author

Professor Ron Roberts is among the top consultants and trainers in the area of accelerated experiential Learning. His workshops are legendary and in high-demand; he frequently serves as the keynote speaker or presenter at national conferences and professional meetings. Ron is President of Action Centered Training Inc., ACT Government Support Services (a certified HUBZone) and ACT Games, LLC, (the innovative arm of the organization) where he has trained executives, managers, supervisors and line staff in all phases of industry, corporate and government. 

Other books you might be interested:

1. 9780071625029      Mastering Communication at Work
2. 9780071628082      The Extraordinary Leader

Running the Gauntlet

Authors: Jeffrey W. Hayzlett, Jim Eber
ISBN: 9780071784092 / 0071784098
©2012 | 1st Edition | 256 pages | Hardback
Pub Date: JAN-12
Price: US$ 26.00
Sample Chapter 01 | Learn More

Change your ATTITUDE. Change your BUSINESS. Change your FUTURE.

What’s stopping you from making the changes your business needs to thrive? The most dangerous move in business is the failure to make a move at all. The history of business is filled with companies that are no more because their leaders refused to enact change when the writing was on the wall. Fear. Apathy. Lack of personal responsibility. These simple human flaws can turn a good company into a dead company.

The writing on the wall has never been clearer than it is now—and marketing phenomenon Jeffrey Hayzlett is on a mission to make you see it, understand it, and heed it. Today’s business environment is so competitive and volatile that you can’t afford to be satisfied with business as usual. You must make changes now to compete in the future.

Building on the principles and concepts in his first book The Mirror Test, Hayzlett takes you on a step-by-step journey to:

• Develop a “takeover mentality” for your business
• Summon the vision and courage necessary for driving change
• Sharpen the mental and emotional toughness to make strategic, lasting change
• Execute the right changes and deal with any disruptions they might cause
• Sustain and manage your company’s new-found momentum

Change is already happening all around you—to products, to organizations, to entire industries. Eventually, it will happen to your company, whether from outside forces or your own initiative.

You’ve always had the ability to institute positive change in your company. Now, with Running the Gauntlet, you have the inspiration and knowledge to make it happen and take control of it—instead of letting it control you.

Praise for Running the Gauntlet

“If the shoe fits, wear it! Jeff’s advice fits any hard-charging business owner and leader.”
—Tony Hsieh, New York Times bestselling author of Delivering Happiness and CEO, Zappos.com

“I’ve seen a lot of sharks, and Hayzlett’s advice comes like a Hammerhead. He can smell blood from a mile away, so when Hayzlett jumps in big waters, some sharks have to jump out.”
—Daymond John, founder and CEO, FUBU, and star of ABC’s business show Shark Tank

“If Jeff were a wine, it would be strong, sassy, and bold – just like his savvy business advice. This is a wine you want to open again and again.”
—Gary Vaynerchuk, co-founder, Vaynermedia.com

“Running the Gauntlet just played the Trump Card. This book is terrific!”
—Ivanka Trump, EVP Trump Organization

“It’s time someone grabs you (and your business) by the shirt collar and shakes you! Strap on your chaps—business celebrity Jeff Hayzlett is going to take you on a rough-and-tumble ride that just might change the life of your business forever. Muster the courage and buy this book!”
—Darren Hardy, Publisher, SUCCESS magazine, and bestselling author of The Compound Effect

Book Review

1. American Chronicle, Jan1, 2012

Publicity

1. Yahoo! Finance  ran a detail profile of the authors Jeffrey W. Hayzlett and Jim Eber.
2. Article: Marketing Predictions for 2012 by Jeffrey W. Hayzlett on Huffington Post, Jan 2, 2012
3. American Marketing Association published the inteview with Jeffrey W. Hayzlett in their January edition, Pg 18 -21
4. Jeffrey W. Hayzlett’s interview on MSNBC-TV’s “Your Business”,  Jan 8, 2012. Pls click HERE to watch.
5. Forbes.com ran a interview with Jeffrey W. Hayzlett on Jan 11, 2012. To read, pls click HERE

About the Author

Jeffrey Hayzlett is the author of the bestselling business book The Mirror Test, a former Fortune 100 C-Suite Executive, and a leading business expert. Jeffrey has made multiple media appearances on Fox Business, MSNBC’s Your Business, and NBC’s Celebrity Apprentice with Donald Trump. From small business to international corporations, he puts his extraordinary entrepreneurial skills and creativity into play, launching ventures blending his leadership perspectives, insights into professional development, mass marketing prowess, and affinity for social media.

Jim Eber is a veteran business marketing writer who has worked with many companies and publishing houses. This is his second book with Jeff.

Other book you might be interested:

1. 9780071759137      Managers, Can You Hear Me Now

The Handbook of Fixed Income Securities

Authors: Frank J. Fabozzi, Steven V. Mann
ISBN: 9780071768467 / 0071768467
©2012 | 8th Edition | 1536 pages | Hardback
Pub Date: JAN-12
Price: US$ 150.00
Learn More

The definitive guide to fixed income investing—revised and updated for the new era of investing

The Handbook of Fixed Income Securities is the investing industry’s most trusted, widely followed fixed income reference. For nearly three decades, investors have been drawn to its unparalleled scope, detail, and expertise.

Now, the world’s most authoritative fixed income resource has been updated with facts and formulas to help you better analyze, value, and manage fixed income instruments and their derivatives in today’s evolving marketplace. This thoroughly revised eighth edition includes detailed discussions of:

• Types, features, and uses of fixed income securities
• Active and structured portfolio management strategies
• Basics of fixed income analytics, from bond pricing to price volatility measures
• Risks and risk control strategies
• Interest rate and credit derivatives and their portfolio management applications
• Asset-backed securities, collateralized debt obligations, and innovative fixed income applications

The Handbook of Fixed Income Securities is the most all-inclusive, up-to-date source available for fixed income facts and analyses. Its valuable perspective and insights will help you enhance investment returns and avoid poor performance in the fixed income market.

About the Authors

Frank J. Fabozzi is professor of finance at EDHEC Business School and a member of the EDHEC Risk Institute. Fabozzi has authored and edited a number of books on investment management, is editor of the Journal of Portfolio Management, and serves on the board of directors of the BlackRock complex of closed end funds. Fabozzi is the 2007 recipient of the C. Stewart Sheppard Award given by the CFA Institute.

Steven V. Mann is professor of finance at the Darla Moore School of Business, University of South Carolina. He has coauthored several books, including Floating-Rate Securities, Introduction to Fixed Income Analytics, and Global Money Markets.

Other books you might be interested:

1. 9780071460736     Fixed Income Mathematics
2. 9780071621205      Fixed Income Finance