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"Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer?"

"Great selling is invisible. Influence occurs at a level just below the buyer's awareness. That's important because today's buyer is savvy and all too familiar with traditional selling techniques. However, a few simple words - the right words - can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer. Some people, for example, want to hear about the money they'll save, while others respond to the pain they'll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to "yes". "The Secret Language of Influence" reveals the best ways to approach buyers who are: motivated by benefits vs. problems; proactive vs. reactive; big-picture vs. detail oriented; systems thinkers vs. creative minds; and, influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs). From the use of storytelling, humor, and emotion-evoking language to words to avoid and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and change buyers' minds."

""Can you say anything about sex at the office anymore? Yes, maybe, but read this first. Sexual harassment is a malign specter hovering over workplaces everywhere. One touch of its foul breath can devastate businesses, causing them to lose millions of dollars, not to mention waste bundles of time and energy. Needless to say, organizations are running scared. This book provides managers with vital information to protect themselves and their companies from lawsuits, bad publicity, decreased employee morale, and other associated miseries. Topics covered include: * laws and court decisions (including the most recent Supreme Court rulings) * what behavior is acceptable--and what isn't * preventive policies and staff training * investigating complaints, and more. With one of every three cases filed with the EEOC involving a sexual harassment claim, managers need help. This complete ""answer book""--with real-life scenarios, self-help quizzes, checklists, and thoughtful analysis--gives them just the guidance they need.""

"Companies depend on the ability of managers to fulfill organizational vision and meet crucial objectives. But without a firm grasp of critical management competencies, new managers' own futures -- as well as the company's -- can be at serious risk. What Every New Manager Needs to Know gives readers the skills they need to excel in their new responsibilities, such as managing the relationship between individual and team performance, making key people decisions like hiring, coaching and evaluating, developing budgets, and mastering the skills of project management. The book explores the key roles managers must take on in different situations, and answers fundamental questions like: * What does it mean to be a manager? * What work can be delegated to others? * When is it -- and isn't it -- appropriate to take on an active leadership role? Featuring examples and stories, What Every New Manager Needs to Know shows newly appointed managers how to think outside the cubicle and excel in their new roles."