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Business Communication eBooks

17 pages, PDF eBook ISBN: 978-1-933631-89-9 U.S. $4.95	8 Ways to Pin Down Evasive Clients by Nido Qubein One of the most frustrating things that can happen in sales is to run into a person you simply cannot get to make a decision and sign an agreement. If you’ve been selling your expertise long enough, you know how it goes. The fact is that many professionals work a lot harder than they need to, because they accept those answers at face value and back off. Some even count those promises as sales, and start planning all the ways they’re going to spend the money they’re going to make—once the deal comes through. But, more often than not, they’re in for a rude awakening. When a prospective clients balks at approving an agreement, it poses several big problems. There are plenty of excellent reasons for any professional to become good at pinning down evasive clients. In this eReport, I want to highlight some powerful tactics for turning those prospects who balk into paying clients.

10 pages, PDF eBook ISBN: 978-1-933631-55-4 U.S. $9.77	The Art of Asking Questions by Dr. Tony Alessandra Find out what you need to know EVERY time with The Art of Asking Questions eReport. " Every so often, there comes along a taciturn coworker, a stalwart boss, or an indecisive client. With each, there is one obstacle blocking your plan, your raise, or your ability to close a sale: Communication. What can you do to crumble the walls that are blocking your lines of communication with these people, and, for that matter, anyone else? The answer lies in the Art of Asking Questions! What do you think about this project? Can you support this decision? What can I do to help you? How would you deal with this problem? What's your objective? How do you feel about this? The world is full of questions: good questions, silly questions, important questions, offensive questions. Questions can build rapport and trust, or foster suspicion and discord. Questions can open up a conversation, or slam it closed. Questions can generate information, or send the conversation shooting off on a tangent. Questions are the heart of communication. They pump fresh life into conversations. Asking good questions = Getting the right answers.

20 pages, PDF eBook ISBN: 978-1-933631-85-1 U.S. $12.95	Attitude, Intentions, and Focus by Ken Wright How do you build passion and professional fire in your employees? How do you turn around those who have lost their motivation and get them excited and inspired again? Whether you call it enthusiasm, motivation, or drive, we as leaders are ultimately seeking ways to inspire people to do a great job. The Attitudes, Intentions, and Focus eBook offers you a no-nonsense approach to developing passion in your people by operating from the heart with compassion and humility. This 17-page eBook is packed with gems that will show you how you can become a successful, authentic leader, and consistently create a win/win scenario for your business and the people you lead. See how leading from the heart is where growth and profit really come from.

14 pages, PDF eBook ISBN: 978-1-933631-13-4 U.S. $9.97	Becoming More Persuasive by Dr. Tony Alessandra This 10-page report will give you some tools to hone your persuasive skills, so that you can communicate clearly why someone should want to do what you really need done. Topics covered include: A quick quiz to assess the level of your persuasive skills and identify opportunities for improvement The four step process for determining and closing the 'need gap' The 'P' barriers that can get in the way of negotiation and agreement How to jumpstart your powers of persuasion

15 pages, PDF eBook ISBN: 978-1-933631-58-5 U.S. $11.97	Charisma by Dr. Tony Alessandra A quiet, shy, demure young girl-instantly cast into the worldwide limelight, made the passage from obscurity to celebrity look oh so graceful. She quickly developed into an international icon that influenced our world by connecting with us emotionally, intellectually, and spiritually. Princess Diana is gone, yet her imprint will live on forever. What was this mysterious quality she possessed? The same quality that allows the most influential people on earth to attract, enchant, and persuade. This mystical, silent, magnetic quality is called CHARISMA. And you have it! Once developed, you will notice that your charisma will help you… Get far more respect than the average person does Be admired and adored, seemingly without effort Exude huge amounts of self-confidence and self-esteem Appear extremely powerful without being intimidating Easily get what you want, because people instinctively want to help you

17 pages, PDF eBook ISBN: 978-1-933631-97-4 U.S. $9.95	Connecting With Your Customer: Understanding the Buyer's Needs by Jim Cathcart In 1994, I had the opportunity to visit the White House with a small group of professional speakers. At the end of the tour, our group came to the foyer and while we were standing there my wife Paula said, "Oh my gosh, here he comes." We looked across the room and sure enough, there came the President of the United States. At that time, it was Bill Clinton. He walked over and spent about ten minutes with our group, one-on-one, chatting with each of us. Someone in the group mentioned that we were professional speakers and commented that President Clinton, too, was in many ways a professional speaker. At that time, Clinton looked directly at me and he said, "Half of my job is keeping people in the right frame of mind."

21 pages, PDF eBook ISBN: 978-0-9818958-3-3 U.S. $14.95	The Door Swings Both Ways by Bob Kustka Learn how to effectively communicate with your employees with The Door Swings Both Ways: Talking to Your Employees for Better Results, the third installment Bob Kustka's KFactors: Unlocking the Capacity of Your Human Capital eReport series. This 21-page eReport tackles the issue of employee communication head on, broaching such difficult subjects as how to communicate difficult messages to employees and how to make sure everyone at all levels of an organization is kept informed of the latest company news. Bob offers simple, easy-to-follow solutions to these issues, and shows companies how to answer those critical employee questions, "Why should I join?" and "Why should I stay?" Improving employee communications is one of the most cost effective ways for better business performance.

eBook 70 pages, PDF eBook ISBN: 978-0-9799949-4-4 U.S. $19.95 Executive Summary 26 pages, PDF eBook ISBN: 978-0-9799949-3-7 U.S. $7.95	Fresh Customer Service® Book Treat The Employee As #1 And The Customer As #2 And You Will Get Customers for Life by Michael D. Brown, MBA It goes against all you were taught in business school...and many of the books you’ve read...and it’s the key to turning customers into loyal customers. Not only will they faithfully return to you, they’ll become brand ambassadors who spread the word about your products and services far and wide. Fresh Customer Service proves that if you treat your employees with respect and kindness, if you motivate and equip them with the tools they need to do their job, and if you treat them like they’re #1, they, in turn, will unleash a passion to serve your customers like they have never been treated before. Your employees will offer a World-Class Customer Service Experience to everyone who enters your place of business. Implement the 6.5 Steps of Fresh Customer Service in your organization and see how fully engaged, totally committed employees result in return customers who spend their money on your products and services again and again. Not only does this increase retention and sales—it also means a bottom line that reflects sustained and profitable results.

24 pages, PDF eBook ISBN: 978-0-9815589-2-9 U.S. $12.95	How to Promote Yourself and Your Business by Patricia Fripp If you are like most business people and sales professionals, you are spending a fortune trying to influence the people who have never heard of you, when it’s far easier and more valuable to influence the people who already know you and who can act as your PR team! In virtually all businesses, we try to encourage, persuade, court, monitor, validate, and influence people who often have no idea who we are. We can avoid the wasted effort by maximizing the resources that are already available to us. This eBook will provide helpful direction on how to use efficient techniques to bolster your business relationships and achieve far more meaningful connections.

29 pages, PDF eBook ISBN: 978-1-933631-73-8 U.S. $9.95	Introduction to Relationship Selling^TM Reaching the Top One Percent of Your Field by Jim Cathcart The year was 1969, the place was Little Rock, Arkansas. I was a 22-year old salesman still wet behind the ears with no prior experience or training. It was the end of the month and our motorcycle dealership could earn a special bonus award if we would just sell a few more bikes before the end of the business day. An acquaintance of mine who wanted to get back into motorcycling came in after work and test rode one of our best models. It was a Suzuki T120 dual-purpose bike, one good for off road as well as street riding. We had a special reduced price on that model that was only in effect until the end of that day. He was in a position to buy it and the product suited his needs. I was the salesman, but I wasn’t selling. In fact, I was pushing! Without knowing any other way, I pressured and cajoled the prospect until he finally left in frustration. Upon reflection I realize that my selling style was not only too pushy, but it also made me appear too desperate to make the sale. What I saw as a "sense of urgency" was seen by the prospective buyer as a desperate attempt to get the sale now. But, the real problem was not my pushiness; my pushiness was a symptom of the underlying problem: my mindset. I was focused on selling the motorcycle, not on helping the customer decide to buy.

28 pages, PDF eBook ISBN: 978-1-933631-78-3 U.S. $5.96	Leading with Vision Getting Things Done through Other People by Stever Robbins Stever’s extensive insights and sharp wit are on full display in Leading with Vision. This eBook will show you how to become an effective leader through creating and communicating a consistent direction for your organization. Through what he calls a leadership relationship, Stever Robbins frames leadership in a fashion that incites focus, emotion, commitment, and responsibility within your company. This eBook is essentially a blueprint on how to make things happen when you or others may be stagnating. There’s no such thing as a born leader, and success in any relationship depends on both parties. Acting with integrity, developing shared values, and having actions match those values are vital in the cultivation of relationships. Learn the importance understanding the abilities of everyone you hire and making sure their job plays to their strengths. At its heart, leadership is nothing more and nothing less than inspiring others to follow your dream and doing what it takes to make possible their success. Being a leader isn’t about persuading the world, it’s about building your corner of the world. Use your vision as a tool for attracting people who are inspired and want to join you in making the dream real. This book is invaluable if you want to learn about negotiating feelings, creating leadership identity, and rethinking attitudes.

14 pages, PDF eBook ISBN: 978-1-933631-34-9 U.S. $9.97	Listening Attentively by Dr. Tony Alessandra Poor listening is an acknowledged problem between employees and bosses, salespeople and customers, parents and children, and husbands and wives. Lack of effective listening also leads to lost clients, lost political campaigns and lost causes. On the other hand, learning to listen better can transform people and relationships by making others feel appreciated and valued; save time by reducing mistakes and misunderstandings; and increase trust, credibility, and cooperation. Listening is just as important as speaking. Good listening draws people to you. Poor listening causes them to drift away. This 10-page report offers a powerful set of tools to help you build your listening skills up to maximum effectiveness. Topics covered include: A quick quiz to assess the level of your listening skills and identify opportunities for improvement The five roadblocks to effective listening The four levels of listening The six skills of active listening teach you: How to CARESS your way to excellent listening and jumpstart your way to better listening.

14 pages, PDF eBook ISBN: 978-1-933631-17-2 U.S. $9.97	NonVerbal Communication by Dr. Tony Alessandra Studies show that well over half of your message can be carried through nonverbal elements-your appearance, your body language, and the tone and pace of your voice. You could use powerful, clearly understood words; you could have excellent listening skills; you could be an expert with feedback...but if you don't understand nonverbal communication, your communication might be less effective than you would like. This E-report will help you understand how to create a powerful nonverbal message that will support your verbal content. You will learn how to interpret and use body language to deliver the message you intend and how to project a vocal quality that matches your message. Topics covered include: Five body language gestures Interpreting twelve gesture clusters Various ways to use body language Seven major vocal qualities Twelve common emotions communicated in voice qualities Five ways to develop an assured voice An awareness of the subtle nuances of body language and vocal behavior is critical if you want to be more aware of what you are communicating to others and what they are communicating to you. The payoff seems well worth the effort.

41 pages, PDF eBook ISBN: 978-1-933631-24-0 U.S. $12.97	The Power of Listening Dramatically increase your EAR-Q! by Dr. Tony Alessandra The difference between "hearing" and "listening" is huge, because listening is a skill that has to be learned, practiced, and developed over time. When you finish this Power of Listening workbook, you'll have every tool you ever need to double your listening skills in only a few short weeks. If you have people working with you who know how to really listen, every part of your business benefits. If you are lucky, a small percentage of your staff has naturally developed these skills long before you hired them, but for the majority you need a simple solution for a very dangerous problem. After you read The Power of Listening Workbook, your employees, sales people, customer service people, and managers will: Know the fastest ways to uncover a message's hidden meaning Get sure-fire tips on how to listen to angry customers Distinguish the subtle but vital differences between content and delivery of a message Listen without feeling prejudice, judgment, or the need to defend or interrupt Improve information retention skills Learn how to listen and wait for closing signs Learn to listen to evaluate and empathize Learn how to create environments that promote "ideal listening" Learn how to master and maintain focus in meetings and presentations Understand the critical steps to avoid misunderstandings

13 pages, PDF eBook ISBN: 978-1-933631-18-9 U.S. $9.97	Presentation Power by Dr. Tony Alessandra Most of us have experienced our share of boring or unprofessional presentations. After what seems like hours, we still don't know what message we're supposed to get. Maybe the speaker put us to sleep with his monotone or we couldn't read the small writing on the visual aids, which didn't seem to match up with what the speaker was trying to say anyway. To avoid being the source of a "sleeper" presentation, you need to build your presentation skills. This 9-page eReport will give you specific, easy-to-follow techniques that you will be able to put to work immediately. Topics covered include: Training the butterflies in your stomach Developing the attitude of a successful speaker Characteristics of effective public speakers Ten tips for overcoming stage fright Four basic types of presentations How to prepare three key parts of a presentation Knowing your audience How to get and keep your audience's attention Ice breakers How to use visual aids effectively Practicing and visualizing success Good presentations can provide opportunities for growth in power, control, recognition, and prestige. The guidelines presented in this eReport can help you immensely if you read, study, and practice. You can become the expert to whom others will turn to for advice. Good luck!

30 pages, PDF eBook ISBN: 978-1-933631-72-1 U.S. $5.92	The Rights and Responsibilities of Being at the Top by Stever Robbins The Rights and Responsibilities of Being at the Top is a very useful guidebook on the do’s and don’ts of being a CEO. This entertaining read presents ideas on how to run your business with an open mind, how to build a culture of success, and how to lead by example. Offering broad ideas on management techniques, and addressing specific problems a CEO may encounter, you’ll learn fundamental practices that will provide direction to a financially struggling company, or maintain the growth of an already prosperous operation. In this eBook, executive coach and leadership expert Stever Robbins reveals people skills and organizational skills that are intended to build connection and cohesiveness throughout your company. You’ll be equipped to with the tools to foster honesty, accountability, goal attainment, motivation, and vision. Accurately measure your employee’s performance, allocate money where it really needs to be, review the systems you have in place, and learn the proper ways to raise capital. This book will help you make the most of your resources and advance your objectives through introspection. It’s all in here. While everyone may have different skill sets as a leader, understanding what these are and making the most of your capabilities will lead to unprecedented success as your business moves into the future.

16 pages, PDF eBook ISBN: 978-0-9815589-5-0 U.S. $9.95	Sales Presentations: Solving Problems and Filling Needs by Increasing People's Desire to Buy by Jim Cathcart “Stage Fright” is what they call it in show business—that felling of butterflies in your stomach that precedes a performance. The same nervousness often crops up when you raise your hand in a meeting to speak. The minute you are called on, the jitters set in. In a sales presentation, the same phenomenon occurs. When it is really strong we call it “Call Reluctance,” and it can happen not only prior to a contact, but also in the opening moments of a sales presentation. Why? When you consider that we’re speaking on a topic that we know pretty well, what is it that makes us so nervous? The tips and techniques described in this book will help you become more confident and comfortable in all types of presentations. And the payoff for you will be not only more sales, but also a greater sense of satisfaction from doing it. Additionally, the better you become at sales presentations, the more relaxed and in control you will be.

18 pages, PDF eBook ISBN: 978-1-933631-10-3 U.S. $9.97	Sending out your Best Silent Messages by Dr. Tony Alessandra When meeting someone for the first time, we make a statement about ourselves before we ever open our mouths. It's our 'silent message'-the way we carry ourselves physically, emotionally, and intellectually. Such quiet signals profoundly affect other peoples' initial perception of us. Image isn't everything, but it is important. A negative first impression creates roadblocks that can cut off relationships before they ever go anywhere. The good news is you can control many elements of your image with some insight and some effort. This 14-page program identifies the key elements of a first impression, and offers some skill-building tips on how to maximize yours. Topics covered include: A quick quiz to assess your strengths and identify areas of opportunity for improvement The five different aspects of who you are-your "Image Rainbow"-and how they impact your image How to jumpstart your way to a better image!

17 pages, PDF eBook ISBN: 978-1-933631-09-7 U.S. $9.97	Speaking With Authority by Dr. Tony Alessandra Studies show that the top predictor of professional success and upward mobility is how much you enjoy and how good you are at public speaking. Yet, the number one fear of most adults is speaking in public. The ability to speak confidently is one of the most marketable skills you can acquire. Organizations continually seek individuals who can sell products, present proposals, report findings, and explain ideas effectively. This 13-page report is packed with skill-building tips that will help you learn to speak confidently and express your thoughts clearly and logically. Topics covered include: A quick quiz to assess your speaking skills and identify opportunities for improvement Step-by-step instructions on how to build your speaking skills How to overcome stage fright The six key steps to preparing your talk How to use your non-verbal communications for maximum impact How to jumpstart your public speaking skills How to use humor in your talk

41 pages, PDF eBook ISBN: 978-1-933631-08-0 U.S. $25.00	Street Smarts by Dr. Tony Alessandra The 37-page eBook is a self-help book that uses an allegory style to gel the ideas into a cohesive and easily remembered format. Each key point is highlighted to help you understand, remember, and use the skill. Street Smart skills revealed include: How to create a level of heightened awareness The importance of healthy skepticism Resourcefulness Risk-taking Confidence Our story follows the street smarts education of our hero, Charles, a new and naive resident of New York City. His teenage street smart friend, Tom, helps Charles learn a thing or two while Charles mentors Tom on some other important aspects of success. Charles learns how to trust his intuition, use chutzpa when necessary, not be taken advantage of, minimize the possible down side, and cut losses when he learns he's made a mistake. By the end of the story, Charles is a different person. He has a better idea of his abilities, his limitations, and he knows how to move through the system. He's learned a lot of life's unwritten rules. He has become "Street Smart." You too can benefit from Charles' journey to becoming street smart. Read this short, idea packed eBook. Each key point is summarized at the end so you can see where you measure up and where you need to practice.

9 pages, PDF eBook ISBN: 978-1-933631-03-5 U.S. $9.97	Telephone Skills by Dr. Tony Alessandra Do you make a good impression when you answer the phone? Do you sell your company and create Moments of Magic for your customers, or do you hurry callers off the line because you are so busy? Most businesses receive more phone calls than any other form of contact, so an effective telephone manner is your single most powerful business tool. It's your chance to grow your business by establishing loyal customers, because they had a positive, powerful experience on the phone. The Telephone Skills eReport is a concise overview of the most essential components of an effective telephone manner. You'll be able to read the report quickly, and apply your newly learned telephone skills right away-immediately leading to increased success for your career and your company. Topics covered include: Creating a powerful first impression when you answer the phone Maintaining a positive attitude while on the phone Avoiding the most common telephone mistakes Creating and sustaining the loyalty of your customers through the phone
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