Stephan Schiffman's Sales Essentials: All You Need to Know to Be a Successful Salesperson-from Cold Calling and Prospecting With E-mail to Increasing the Buy and Closing by Stephan Schiffman (Paperback - Jan 1, 2008)

• Paperback: 416 pages
• Publisher: Adams Media (January 1, 2008)
• Language: English
• ISBN-10: 1598692283
• ISBN-13: 978-1598692280

Product Description

Book Description

Having trouble closing your deals?
Hitting a frustrating plateau with your sales numbers?
Feel that upselling is a lost cause?

Let sales guru Stephan Schiffman drive your sales pitches up a notch with his tried-and-true techniques-and get results immediately! Stephan Schiffman's Sales Essentials includes time-tested tips on:

* Mastering the cold call
* Using e-mail as a selling tool
* Raising the steaks to "up" your next buy
* Closing the deal-every time!

Plus! You'll also find 50 surefire questions to ask to make deal after deal, year after year. Packed with insider information you need to beat the competition, you can't afford not to read Stephan Schiffman's Sales Essentials!

About the Author

Stephan Schiffman, America's #1 Corporate Sales Trainer, is president of D.E.I. Management Group and has trained more than 500,000 salespeople. He is the author of dozens of bestselling books, including The 25 Sales Strategies That Will Boost Your Sales Today!, The 25 Most Common Sales Mistakes and How to Avoid Them, and The #1 Sales Team. His clients include Aetna, AT&T, Blue Cross/Blue Shield, Boise Office Solutions, ChevronTexaco, Cox Communications, EMC, FedEx, IBM, Merrill Lynch, Motorola, The New York Times, Sony, and Waste Management.

Personal Development for Smart People: The Conscious Pursuit of Personal Growth by Steve Pavlina

About the Book:-

Paperback: 266 pages

Publisher: Hay House (October 15, 2009)

Language: English

ISBN-10: 1401922767

ISBN-13: 978-1401922764

Personal Development for Smart People: The Conscious Pursuit of Personal Growth by Steve Pavlina (Paperback - Oct 15, 2009)













Table of Contents:-
Introduction
Part I Fundamental Principles
Chapter 1 Truth
Chapter 2 Love
Chapter 3 Power
Chapter 4 Oneness
Chapter 5 Authority
Chapter 6 Courage
Chapter 7 Intelligence
Part II: Practical Application
Chapter 8 Habits
Chapter 9 Career
Chapter 10 Money
Chapter 11 Health
Chapter 12 Relationships
Chapter 13 Spirituality
Afterword
Resources


Synopsis
Despite promises of “fast and easy” results from slick marketers, real personal growth is neither fast nor easy. The truth is that hard work, courage, and self-discipline are required to achieve meaningful results—results that are not attained by those who cling to the fantasy of achievement without effort.Personal Development for Smart People reveals the unvarnished truth about what it takes to consciously grow as a human being. As you read, you’ll learn the seven universal principles behind all successful growth efforts (truth, love, power, oneness, authority, courage, and intelligence); as well as practical, insightful methods for improving your health, relationships, career, finances, and more.You’ll see how to become the conscious creator of your life instead of feeling hopelessly adrift, enjoy a fulfilling career that honors your unique self-expression, attract empowering relationships with loving, compatible partners, wake up early feeling motivated, energized, and enthusiastic, achieve inspiring goals with disciplined daily habits and much more!With its refreshingly honest yet highly motivating style, this fascinating book will help you courageously explore, creatively express, and consciously embrace your extraordinary human journey.
More Reviews and Recommendations


Biography


Steve Pavlina is widely recognized as the most successful personal-development blogger on the Internet, attracting more than two million monthly readers who value his unique insights. Instead of posing as a self-help guru with all the answers, Steve encourages people to fearlessly conduct their own personal growth experiments in order to learn through direct experience. He has written more than 700 free articles, often challenging his readers to question what they’ve been taught and to consider alternative perspectives. Blue-eyed, colorblind, and left-handed, Steve is the voice of recessive genes that seek creative expression instead of social conformity.


Steve Pavlina (born April 14, 1971) is an American self-help author, motivational speaker and entrepreneur. He is the author of the web site and blog dedicated to personal development, StevePavlina.com and the book Personal Development for Smart People. He writes on a broad range of topics, and his lifestyle experiments (e.g. polyphasic sleep) have generated some mainstream media interest.

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Introduction
• Creating StevePavlina.com
• What Is Personal Development for Smart People?
Qualities of the Core Principles
- First, These principles must be universal
- Second, these principles must be collectively complete, so all the critical elements are present and none are missing
- Third, the primary principles must be irreducible, similar to prime numbers in mathematics
- Fourth, these principles must be internally congruent
- Finally, these principles must be practical
• Introducing the Seven Principles
• How to Read This Book
- This book is organized in two parts
- Part I explores the seven fundamental principles of personal development
- Part II is the application section.


Part I Fundamental Principles
Chapter 1 Truth
1.1. Perception
1.2. Prediction
1.3. Accuracy
1.4. Acceptance
1.5. Self-Awareness
1.6. Blocksto Truch
Media Conditioning
Social Conditioning
False Beliefs
Emotional Interference
Addictions
Immaturity
Secondary Gain
Self Assessment
Journaling
Media Fasting
The Guy in the Glass - by Dale Wimbrow, (c) 1934


When you get what you want in your struggle for pelf,
And the world makes you King for a day,
Then go to the mirror and look at yourself,
And see what that guy has to say.


For it isn't your Father, or Mother, or Wife,
Who judgement upon you must pass.
The feller whose verdict counts most in your life
Is the guy staring back from the glass.


He's the feller to please, never mind all the rest,
For he's with you clear up to the end,
And you've passed your most dangerous, difficult test
If the guy in the glass is your friend.


You may be like Jack Horner and "chisel" a plum,
And think you're a wonderful guy,
But the man in the glass says you're only a bum
If you can't look him straight in the eye.


You can fool the whole world down the pathway of years,
And get pats on the back as you pass,
But your final reward will be heartaches and tears
If you've cheated the guy in the glass.


Chapter 2 Love


2.1. Connection
2.2. Communication
2.3. Communion
2.4. Blocks to Love
Disconnected Mind-set
Fear of Rejection
Incompatibility
Lack of Social Skills
2.5. How to Connect More Deeply
The Connection Exercise
The Time-Travel Meditation
Sharing
Fast-Forwarding
The Direct Approach
Appreciation


Chapter 3 Power
3.1. Responsibility
3.2. Desire
3.3. Self-Determination
3.4. Focus
3.5. Effort
3.6. Self-Discipline
3.7. Blocks to Power
Timidity
Cowardice
Negative Conditioning
3.8. How to Build Your Power
Progressive Training
Master the First Hour
Personal Quotas
Worst First
Competition
Rest


Chapter 4 Oneness
4.1. Empathy
4.2. Compassion
4.3. Honesty
4.4. Fairness
4.5. Contribution
4.6. Unity
4.7. How to Experience Oneness
Oneness World
Spend Time in Nature
Physical Contact
The Mirror Exercise


Chapter 5 Authority
5.1. Command
5.2. Effectiveness
5.3. Persistence
5.4. Confidence
5.5. Significance
5.6. How to Increase Your Authority
Orchestrate Small Rebellions
Triage
Experiment


Chapter 6 Courage
6.1. Heart
6.2. Initiative
6.3. Directness
6.4. Honor
6.5. How to Build Courage
The Heart Question
Progressive Training
Education
Commit in Advance


Chapter 7 Intelligence
7.1. Authenticity
7.2. Creative Self-Expression
7.3. Growth
7.4. Flow
7.5. Beauty
7.6. How to Live Intelligently
Conscious Assessment
Growth Blitzing
Cultivate an Intelligent Microcosm


Part II: Practical Application
Chapter 8 Habits
8.1. Habits and Truth
8.2. Habits and Love
8.3. Habits and Power
2 Powerful methods for achieving victory in the end-game of habit change:
1. 30-Day Trials
2. Stair-Stepping
8.4. Habits and Oneness
8.5. Habits and Authority
1. Daily Goals
2. Worst First
3. Peak Times
4. No-comm Zones
5. Mini-Milestones
6. Timeboxing
7. Batching
8. Early Bird
9. Pyramid
10. Tempo
11. Neat Freak
12. Agendas
13. Pareto
14. Ready-Fire-Aim
15. Minuteman
16. Deadline
17. Promise
18. Punctuality
19. Gap Reading
20. Resonance
21. Prizes
22. Priority
23. Continuum
24. Slice and Dice
25. Single-Handling
26. Randomization
27. Insanely Bad
28. Delegation
29. Cross-Pollination
30. Intuition
31. Optimization
32. Super Slow
33. Dailies
34. Add-Ons
35. Plug-Ins
36. Gratitude
37. Training
38. Denial to non-critical requests
39. Recapturing
40. Mastermind
41. Twenty Creative Ideas
42. Challenger
43. Asylum
44. Music
45. Miracle Worker
46. Paying It Forward
47. Bouncer
48. Opt Out
49. Decaffeinating
50. Conscious Procrastination
51. TV-Free
52. Timer
53. Valor
54. Nonconformist
55. Agoraphobia
56. Reminder
57. Do It Now!
58. Coach
59. Inspiration
60. Gym Rat
61. Troll Hunt
62. Evil Eye
63. Politician
64. Modeling
65. Proactivity
66. Real Life
8.6. Habits and Courage
8.7. Habits and Intelligence


Chapter 9 Career


9.1. Career and Truth
9.2. Career and Love
9.3. Career and Power
9.4. Career and Oneness
9.5. Career and Authority
9.6. Career and Courage
9.7. Career and Intelligence


Chapter 10 Money


10.1. Money and Truth
10.2. Money and Love
The Moocher Mind-Set
The Contributor Mind-Set
10.3. Money and Power
10.4. Money and Oneness
Money and Fairness
10.5. Money and Authority
10.6. Money and Courage
10.7. Money and Intelligence


Chapter 11 Health


11.1. Health and Truth
11.2. Health and Love
11.3. Health and Power
11.4. Health and Oneness
11.5. Health and Authority
11.6. Health and Courage
11.7. Health and Intelligence


Chapter 12 Relationships


12.1. Relationships and Truth
12.2. Relationships and Love
12.3. Relationships and Power
12.4. Relationships and Oneness
12.5. Relationships and Authority
1. Accurate
2. All-Inclusive
3. Flexible
4. Ethical
5. Congruent
6. Consciously Chosen
7. Pleasure-increasing and/or pain-reducing
8. Empowering
12.6. Relationships and Courage
12.7. Relationships and Intelligence


Chapter 13 Spirituality


13.1. Spirituality and Truth
13.2. Spirituality and Love
13.3. Spirituality and Power
13.4. Spirituality and Oneness
13.5. Spirituality and Authority
13.6. Spirituality and Courage
13.7. Spirituality and Intelligence


Afterword
Resources

Built To Last: Successful Habits of Visionary Companies by James C. Collins & Jerry I. Porras

Built To Last: Successful Habits of Visionary Companies by James C. Collins & Jerry I. Porras

Firnando Chau Review

How to Think Like a CEO by D. A. Benton

How to Think Like a CEO: The 22 Vital Traits You Need to Be the Person at the Top by D. A. Benton (Paperback - May 1, 1999)


From getAbstract.com

• Why perseverance ranks among the most important qualities for a CEO
• What eight qualities near-perfect CEOs have
• Why being kind to others is not a sign of weakness

Author Debra A. Benton discusses how chief executive officers succeed. She bases her information on interviews with hundreds of major corporations’ CEOs and with well-known leaders and public figures. The experiences of so many CEOs make the book fascinating. Readers will be intrigued by the many success stories. Benton also extrapolates and explains the key principles behind the success of these executives. The book is an excellent, well-written guide that includes some well-known success principles and some that may be less well-known. The short, snappy, easy-to-read style is accessible. A helpful summary at the end of each chapter captures the major principles covered. getabstract.com recommends this book to those on the way up in management, those interested in getting into management, and those who wish to apply these principles of success in their own careers.

About the author

Debra A. Benton, the head of Benton Management Resources, provides advice and expertise in professional development to CEOs and their managers. She previously wrote Lions Don’t Need to Roar: Using the Leadership Power of Professional Presence to Stand Out, Fit In and Move Ahead, a book about how effective people think about themselves, others, and life.