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Relationship eBooks

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."

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. $5.92	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.

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: 978-0-9799949-2-0 U.S. $9.95	Sales Psychology: Understanding the Mind of the Buyer by Jim Cathcart There is an old saying that "knowledge is power." But while a little knowledge may go a long way, this motto is no longer completely accurate when it comes to the world of Relationship Selling^TM. In the 21st Century world of sales, it is all about trust. Trust is power. Being able to trust a person or company to do what they say they will do is pure gold in today's marketplace. When was the last time you wasted a big portion of your day just trying to get people to do what they said they would do and do it well? In any situation where two equally qualified options exist, the person or product that is most trusted will always win. When two people attempt to win an account, the one who appears to be most trustworthy will have the edge.

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!

221 pages, PDF eBook ISBN: 978-1-933631-92-9 U.S. $17.95	A View from the Roof Lessons for Life & Business by Calvin Mackie In A View from the Roof-Lessons for Life & Business, Presidential award-winning speaker Dr. Calvin Mackie offers a virtual Blackberry^TM of lessons that will inspire and direct your life to greatness. Through a slideshow of poignant vignettes and laugh-at-loud anecdotes, Dr. Mackie highlights the practical wisdom of his father, Willie Mackie Sr., the uneducated sharecropper's son who built a thriving roofing business of 100 employees with a truck, a ladder, and a whole lot of attitude. From the hot gable rooftops of New Orleans to the set of a Spike Lee film, this book explores the extraordinary journey of the Mackie men, while leaving you with a view you'll remember forever!
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