Rainmaking Conversations


Book Description

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to: Build rapport and trust from the first contact Create conversations with prospects, referral sources, and clients using the telephone, email, and mail Uncover the real need behind client challenges Make the case for improved business impact and return on investment (ROI) for your prospects Understand and communicate your value proposition Apply the 16 principles of influence in sales Overcome and prevent all types of objections, including money Craft profitable solutions and close the deal The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.




10 Make-or-Break Career Moments


Book Description

Find the Right Words at the Right Time There are key moments in the course of every career when the right words can make a life-changing, career-altering difference. If you are someone who thinks of the perfect thing to say only after the moment has passed, this savvy guide to smart communication will save the day. In ten focused and articulate chapters, veteran communications consultant Casey Hawley provides spot-on strategies for responding confidently and making a positive and powerful impression when: • You meet an executive or other key business contact • You meet the interviewer for your next job • You are offered a job • You are in a performance review (including asking for a raise) • You meet your new team • You are fired • A challenge to your ethics, loyalty, or future arises • You resign from a job • Conflict arises with a coworker or other businessperson • You are recognized for excellence Arm yourself with this helpful and empowering guide and prepare to succeed in every make-or-break moment you encounter. Whether you’re looking for a new job or facing an important discussion in your current position, Hawley helps you develop the interpersonal skills you’ll need to navigate these critical conversations with clarity and conviction.




Conversation


Book Description

Essayist Stephen Miller pursues a lifelong interest in conversation by taking an historical and philosophical view of the subject. He chronicles the art of conversation in Western civilization from its beginnings in ancient Greece to its apex in eighteenth-century Britain to its current endangered state in America. As Harry G. Frankfurt brought wide attention to the art of bullshit in his recent bestselling On Bullshit, so Miller now brings the art of conversation into the light, revealing why good conversation matters and why it is in decline. Miller explores the conversation about conversation among such great writers as Cicero, Montaigne, Swift, Defoe, Lady Mary Wortley Montagu, and Virginia Woolf. He focuses on the world of British coffeehouses and clubs in “The Age of Conversation” and examines how this era ended. Turning his attention to the United States, the author traces a prolonged decline in the theory and practice of conversation from Benjamin Franklin through Hemingway to Dick Cheney. He cites our technology (iPods, cell phones, and video games) and our insistence on unguarded forthrightness as well as our fear of being judgmental as powerful forces that are likely to diminish the art of conversation.




Critical Conversations For Dummies


Book Description

The easy way to communicate best when it matters most Most people are aware of the importance of handling critical conversations well. However, when it comes down to actually being in a difficult situation that calls for key communication skills, many do not know how to practically apply their own thoughts. Critical Conversations For Dummies is a step-by-step reference for the variety of crucial conversations life presents in the workforce. It's packed with strategies for preparing for high-stakes situations; being persuasive (not abrasive); knowing the value of assertive communication; resolving failed promises and missed deadlines; maintaining morale when firing staff; getting new employees off on the right foot; managing staff relations and strengthening team relationships; understanding audience needs and motivations to get positive results; altering confrontational language to cooperative language during difficult conversations; and building relationships in the face of conflict. Improve communication skills in crucial conversations Avoid common pitfalls and emotional tendencies Discover the benefits of success in crucial conversations This book is especially relevant to the hundreds of thousands of leaders who are tasked with multiple duties, whether addressing complex problems from stakeholders or achieving exceptional results from staff.




C.R.A.F.T. Conversations for Teacher Growth


Book Description

Conversations between administrators and teachers take place every day, for many reasons, but what can we do to elevate them so that they lead to better professional relationships, more effective school leaders and teachers, and improved learning for students? C.R.A.F.T. Conversations for Teacher Growth offers the answer, demonstrating how exchanges that are clear, realistic, appropriate, flexible, and timely can be transformational. The authors explain how C.R.A.F.T. conversations support leaders' efforts in four "cornerstone" areas: Building Capacity, Invoking Change, Promoting Collaboration, and Prioritizing Celebration. With this foundation in place, they offer explicit guidance for developing the skills necessary to move through all components of a C.R.A.F.T. conversation: planning, opening, engaging, closing, reflecting, and following up. Extended vignettes featuring administrators and teachers bring each component to life, illustrating how focused efforts on improving how we communicate and build relationships can help schools achieve their goals and become places where adults—and students—thrive.




The Art of Conscious Conversations


Book Description

Ditch the negative mental habits that derail conversations and destroy projects, and discover a framework for forging authentic, enduring, and productive connections. We live in conversations like fish live in water-we're in them all the time, so we don't think about them much. As a result, we often find ourselves stuck in cyclical patterns of unproductive behaviors. We listen half-heartedly, react emotionally, and respond habitually, like we're on autopilot. This bookis a practical guide for thoughtfully reflecting on conversations so we can avoid the common pitfalls that cause our relationships and work to go sideways. Chuck Wisner identifies four universal types of conversations and offers specific advice on maximizing the effectiveness of each: Storytelling-Investigate the stories we tell ourselves about ourselves and others Collaborative-Explore the way our stories and other people's stories interact Creative-See new possibilities and discover unforeseen solutions Commitment-Make promises we know we can keep These conversations unfold sequentially: our awareness of our and others' stories transforms our ability to listen and collaborate, which opens our thoughts to creative possibilities, guiding us toward mindful agreements. Our conversations-at home, at work, or in public-can be sources of pleasure and stepping-stones toward success, or they can cause pain and lead to failure. Wisner shows how we can form a connection from the very first conversation and keep our discourse positive and productive throughout any endeavor.




Conversations That Sell


Book Description

Winner of the Top Sales World Magazine's 2013 Top Sales Marketing Book Award, Gold Medal




The Principal as Leader of Challenging Conversations


Book Description

Direct difficult discussions toward successful outcomes every time! For every headteacher who has ever wished for a quick reference guide to keeping challenging conversations on course, the ideal tool is here! Inside are all the skills you need for navigating high-stakes interactions with staff, parents, students, and district leaders and steering them toward win-win solutions. Case studies throughout the book identify the risk areas and provide the steps to mastering techniques for: - Active listening - Assertive communication - Providing effective feedback - Staying calm - Problem solving - Mediation. Also included are scripts, sample dialogues, style inventories, checklists, and resources for practicing skills learned from the case studies. Like having a communications coach in your back pocket, this guide gives tips for building a collaborative culture focused on what matters most--working together to achieve student success.




Successful Writing and Speaking: The Communication Collection (9 Books)


Book Description

This Harvard Business Review digital collection will give you the confidence and tools you need to write and speak successfully. It includes the HBR Guide to Persuasive Presentations, by presentation expert Nancy Duarte; the HBR Guide to Better Business Writing, by writing expert Bryan A. Garner; the HBR Guide to Negotiating, by negotiation expert Jeff Weiss; Failure to Communicate, by consultant and coach Holly Weeks; as well as HBR’s 10 Must Reads on Communication, Giving Effective Feedback, Running Meetings, How to Run a Meeting, and Managing Difficult Interactions.




HBR's 10 Must Reads Collection (12 Books)


Book Description

From management to strategy to leadership, this is the best of Harvard Business Review. This essential, comprehensive digital collection delivers the entire 12 books of the HBR’s 10 Must Reads series with over 120 Harvard Business Review articles. With this essential collection from Harvard Business Review, you’ll have the best management ideas and advice all in one place. Now offered as a comprehensive digital compilation, this set includes the entire library of Harvard Business Review articles (more than 120 of them) found in the HBR 10 Must Reads book series. From leadership and strategy to innovation and marketing, no other collection offers the top thinking from global experts on today’s most essential management topics. The collection includes must-have articles on the following topics: Leadership, Managing Yourself, Strategy, Managing People, Change Management, Communication, Innovation, Making Smart Decisions, Teams, Collaboration, and Strategic Marketing. In addition, you’ll get articles from the foundational HBR’s 10 Must Reads: The Essentials, which offers seminal pieces chosen by the editorial team at Harvard Business Review. Each book is packed with enduring advice from the best minds in business such as: Michael Porter, Clayton Christensen, Peter Drucker, John Kotter, Daniel Goleman, Jim Collins, Ted Levitt, Gary Hamel, W. Chan Kim, Renée Mauborgne and much more. The HBR’s 10 Must Reads Collection includes: HBR’s 10 Must Reads: The Essentials This book brings together the best thinking from management’s most influential experts. Once you’ve read these definitive articles, you can delve into each core topic the series explores: managing yourself, managing people, leadership, strategy, and change management. HBR’s 10 Must Reads on Managing Yourself The path to your professional success starts with a critical look in the mirror. Here’s how to stay engaged throughout your 50-year work life, tap into your deepest values, solicit candid feedback, replenish your physical and mental energy, and rebound from tough times. This book includes the bonus article “How Will You Measure Your Life?” by Clayton M. Christensen. HBR’s 10 Must Reads on Managing People Managing your employees is fraught with challenges, even if you’re a seasoned pro. Boost their performance by tailoring your management styles to their temperaments, motivating with responsibility rather than money, and fostering trust through solicited input. This book includes the bonus article “Leadership That Gets Results,” by Daniel Goleman. HBR’s 10 Must Reads on Leadership Are you an extraordinary leader—or just a good manager? Learn how to motivate others to excel, build your team’s confidence, set direction, encourage smart risk-taking, credit others for your success, and draw strength from adversity. This book includes the bonus article “What Makes an Effective Executive,” by Peter F. Drucker. HBR’s 10 Must Reads on Strategy Is your company spending too much time on strategy development, with too little to show for it? Discover what it takes to distinguish your company from rivals, clarify what it will (and won’t) do, create blue oceans of uncontested market space, and make your priorities explicit so employees can realize your vision. This book includes the bonus article “What Is Strategy?” by Michael E. Porter. HBR’s 10 Must Reads on Change Management Most companies’ change initiatives fail—but yours can beat the odds. Learn how to overcome addiction to the status quo, establish a sense of urgency, mobilize commitment and resources, silence naysayers, minimize the pain of change, and motivate change even when business is good. This book includes the bonus article “Leading Change,” by John P. Kotter. HBR’s 10 Must Reads on Innovation To innovate profitably, you need more than just creativity. Learn how to decide which ideas are worth pursuing, innovate through the front lines, tailor your efforts to meet customer’s needs, and avoid classic pitfalls. This book includes the bonus article “The Discipline of Innovation” by Peter F. Drucker. HBR’s 10 Must Reads on Communication The best leaders know how to communicate clearly and persuasively. From connecting with the audience and establishing credibility to inspiring others to carry out your vision, get the skills you need to express your ideas with clarity and impact—no matter what the situation. This book includes the bonus article “The Necessary Art of Persuasion” by Jay A. Conger. HBR’s 10 Must Reads on Collaboration Join forces with others inside and outside your organization to solve your toughest problems. Learn how to forge strong relationships, build a collaborative culture, and manage conflict wisely. This book includes the bonus article “Social Intelligence and the Biology of Leadership” by Daniel Goleman and Richard Boyatzis. HBR’s 10 Must Reads on Strategic Marketing Reinvent your marketing by putting it—and your customers—at the center of your business. Leading experts provide the insights and advice you need to figure out what business you’re really in, uncover your brand’s strengths and weaknesses, and end the war between sales and marketing. This book includes the bonus article “Marketing Myopia” by Theodore Levitt. HBR’s 10 Must Reads on Making Smart Decisions Discover why bad decisions happen to good managers—and how to make better ones. Get the skills you need to make bold decisions that challenge the status quo, support your decisions with data, and foster and address constructive criticism. This book includes the bonus article “Before You Make that Big Decision …” by Daniel Kahneman, Dan Lovallo, and Olivier Sibony. HBR’s 10 Must Reads on Teams Most teams underperform. Yours can beat the odds. Learn how to boost team performance through mutual accountability, motivate large, diverse groups to tackle complex projects, and increase your teams’ emotional intelligence. This book includes the bonus article “The Discipline of Teams” by John R. Katzenbach and Douglas K. Smith. About the HBR’s 10 Must Reads Series: HBR's 10 Must Reads series is the definitive collection of ideas and best practices for aspiring and experienced leaders alike. These books offer essential reading selected from the pages of Harvard Business Review on topics critical to the success of every manager. Each book is packed with advice and inspiration from the best minds in business.