Harry Beckwith is the author of Selling the Invisible and The Invisible Touch, both marketing classics. Now he applies his unparalleled clarity, insight, humor, and expertise to a new age of mass communication and mass confusion. What Clients Love will help you stand out from the crowd-and sell anything to anyone. From making a pitch to building a brand, from designing a logo to closing a sale, this is a field guide to take with you to the front lines of today's business battles. Filled with real tales of success and failure, it shows you how to: Fly a Jefferson Airplane. Everyone knows there's a Jefferson Monument, but a Jefferson Airplane? A brilliant, attention-grabbing name often includes the unexpected and the absurd. Strike with a Velvet Sledgehammer. It's not a hard sell. It's not exactly soft. Selling well means finding the fine line between modesty and bragging, and driving the message home. Speak to the Frenchman on the Street. A French mathematician believed that no theory was complete until you could explain it to the first person you meet on the street. Marketers, ecoutez! Dress Julia Roberts. Why, one scene from Pretty Woman can enlighten you more than a full year of study at a top business school. What Clients Love will help you get focused, stay focused, and follow the essential rules to success-by doing the little things right and the big things even better.
The must-read summary of Harry Beckwith's book: "What Clients Love: A Field Guide to Growing Your Business". This complete summary of the ideas from Harry Beckwith's book "What Clients Love" answers a fundamental question: "How do you grow your business today and continue to be an ongoing success in the future?" In his book, the author explains that having technical competence in what you do is essential for this, but you also need to build and maintain strong customer relationships. This summary reveals the five key building blocks of good customer relationships that you should learn and apply in order to grow your business. Added-value of this summary: • Save time • Understand key concepts • Expand your business knowledge To learn more, read "What Clients Love" and discover the key to building strong customer relationships and ensuring the future success of your business.
'Through different voices and styles of contributions, including papers, edited talks and panel discussion, this collection explores and applies the principles of relational transactional analysis. It sets them in social, cultural and political contexts, and considers a number of important implications of this particular relational turn in psychotherapy. The book advances relational transactional analyses and, in doing so, reflects the creativity and vibrancy of contemporary TA. The editors have skilfully brought together different generations of TA practitioners in an accessible and stimulating volume. I commend the editors and highly recommend the book.'- Dr Keith Tudor, author of a number of books and co-author of the article "Co-creative transactional analysis" in the Transactional Analysis Journal. He is Associate Professor, Auckland University of Technology, Auckland, Aotearoa, New Zealand.
Love Your Clients and Profit is a must read for anyone truly interested in establishing themselves as the trusted advisor in their particular niche! One of the best books Ive read on personal interaction, ever! If youre having challenges with acquiring, retaining or maintaining clients those challenges will be permanently eliminated if you apply the lessons shared in this wonderful book! Mike Collier Business Behavioral Coach and Founder, Get Rich Steady Seminars The Peak Performance Symposium The Business Elite Mastermind Love Your Clients and Profit is a book that addresses all industries, retail sales, business negotiations or advisers in all professions. The book has a fascinating way of simplifying the complexity of the MOST important thing in business and private life: How to master human interactions in such a way that you create a win-win result. I enjoyed this book, because it cares about what I need to best possible deal with my clients. It fascinates me how the complexity of human interaction can be broken down into simple processes and tools to create irresistible client relationships. I will use this book before future meetings and reflecting on my meeting outcomes. I highly recommend Love Your Clients and Profit for everyone caring about their clients and future profit. Cameron Stevens Principal Director Mandala Financial Services
Everyone wins this game of literary tennis, a comedy of manners about envy in which Wickham skewers the nouveau riche. At their country estate, Patrick Chance and his wife host a weekend tennis party. As four couples gather on the sunny terrace, it seems obvious who among them is succeeding, and who is falling behind. But by the end of the party, nothing will be quite as certain. While the couples' children amuse themselves with pony rides and rehearsals for a play, the adults suffer a series of personal revelations and crises. Wickham's nonstop action reveals at every turn that matters may not be as they seem, and in the end one thing is crystal clear: the weekend is about anything but tennis.
With grace and humor, Douglas Reeves reflects on the pracices and experiences that have helped to grow a consulting business form his kitchen table to a major enterprise with multiple divisions
Completely updated and expanded, the second edition of David Airey’s Logo Design Love contains more of just about everything that made the first edition so great: more case studies, more sketches, more logos, more tips for working with clients, more insider stories, and more practical information for getting the job and getting it done right. In Logo Design Love, David shows you how to develop an iconic brand identity from start to finish, using client case studies from renowned designers. In the process, he reveals how designers create effective briefs, generate ideas, charge for their work, and collaborate with clients. David not only shares his personal experiences working on identity projects–including sketches and final results of his own successful designs–he also uses the work of many well-known designers such as Paula Scher, who designed the logos for Citi and Microsoft Windows, and Lindon Leader, creator of the current FedEx identity, as well as work from leading design studios, including Moving Brands, Pentagram, MetaDesign, Sagmeister & Walsh, and many more. In Logo Design Love, you’ll learn: Best practices for extending a logo into a complete brand identity system Why one logo is more effective than another How to create your own iconic designs What sets some designers above the rest 31 practical design tips for creating logos that last
GRAPHIC NOVEL "This is an original, creative way of unpicking relationship problems - worth revisiting again and again for more insights." Bel Mooney, Columnist, Daily Mail Anthony and Andrea aren't getting on. It's five weeks away from their marriage and Andrea has caught her fiance cheating on the internet, with an older woman! Share this couple's journey with their counsellor and become a fly on the wall as they journey into their most private and unknown places. Much more than a comic strip, the graphic novel Couple Therapy: Dramas of Love and Sex takes you into the hidden world of the Relate counselling room, and lets you into the private worlds of three fictional couples as they struggle to improve their relationships and their sex lives. Relate counsellor Barbara Bloomfield discusses each case with renowned family therapist, Prof. Rudi Dallos, as they share thoughts, theories and active techniques that will help each couple to understand what's gone wrong and how to make changes for the better. WITH A FOREWORD BY RUTH SUTHERLAND, CEO OF RELATE "Couple Therapy is a very innovative book exploring the private worlds of two fictional couples (plus one family) going through RELATE counselling. It is comic strip type graphic novel which highlights relationship issues in an exciting, easy and highly readable way. A 'must' read for anybody experiencing problems in a relationship." Cary L Cooper, CBE, Distinguished Professor of Organizational Psychology and Health at Lancaster University, UK, and President of Relate "This wonderfully creative book provides a unique insight into the Relate counselling room. It is written with clarity and integrity and I would highly recommend it to anyone interested in learning more about Relate counselling." Jenny Porter, Supervisor, Relate Cymru, and Tutor at The Relate Institute, UK "This graphic novel explores some of the problems we all face in our relationships and beautifully describes what goes on in the counselling room to solve them. I love the real feeling of being in the room that the cartoons convey and then the 'what's going on in the counsellor's head' commentary adds depth, followed by some excellent supervision of the work at the end of each chapter. There's no 'dumbing down' and the book gives real insights into the couple and family counselling process. Marvellous!" Gwilym Roberts, Chief Executive Relate Cymru, UK "This beautifully illustrated graphic novel provides an informative and accessible guide to systemic-oriented couple therapy, with accompanying comments and thoughts helping the reader to understand the way the couple feels and the therapist works with their problems. The book can be recommended to anyone who wants to get an idea of what happens in couple therapy." Dr Andreas Vossler, Director of the Foundation Degree in Counselling, The Open University, UK "Full of the drama and humanity of couple therapy, Barbara Bloomfield's thoughtful holding, interventions and reflections match the vivid characters illustrated by Chris Radley in this energetic graphic narrative that showreels fictionalised episodes from inside the confidential couple therapy room. Entertaining, reflective, moving and educational - this is a riveting read." Claire Williamson, Programme Leader, MSc in Creative Writing for Therapeutic Purposes, Metanoia Institute, UK
Every significant choice, every important decision we make, is determined by our perception of time. This is the most influential force in our lives, yet we are virtually unaware of it. In this fascinating book, the award-winning past president of the American Psychological Association, Philip Zimbardo, and his co-author, John Boyd, show how: - the way you perceive time is as unique as your fingerprints - these individual time perspectives shape your life, and the world around you - you can change the way you perceive time, so you get the most out of every minute - if you don't, the power of time in the modern world is so immense that it will take its toll on you The Time Paradox is a highly readable, stimulating look at a subject that absorbs us all.
Love Remedies are a new generation of Australian Wild Flower Essences extracted by the Stepanovs Method inspired by the traditional Aboriginal healer Eddie Kneebone. These flower essences are collected with love. No part of the plant is cut or destroyed. This means that they continue their cycle of life to reproduce. The frequencies of nature's pure love will resonate within, creating peace, love and harmony. The missing link in healing is love.
A groundbreaking exploration of our most complex and mysterious emotion Elation, mood swings, sleeplessness, and obsession—these are the tell-tale signs of someone in the throes of romantic passion. In this revealing new book, renowned anthropologist Helen Fisher explains why this experience—which cuts across time, geography, and gender—is a force as powerful as the need for food or sleep. Why We Love begins by presenting the results of a scientific study in which Fisher scanned the brains of people who had just fallen madly in love. She proves, at last, what researchers had only suspected: when you fall in love, primordial areas of the brain "light up" with increased blood flow, creating romantic passion. Fisher uses this new research to show exactly what you experience when you fall in love, why you choose one person rather than another, and how romantic love affects your sex drive and your feelings of attachment to a partner. She argues that all animals feel romantic attraction, that love at first sight comes out of nature, and that human romance evolved for crucial reasons of survival. Lastly, she offers concrete suggestions on how to control this ancient passion, and she optimistically explores the future of romantic love in our chaotic modern world. Provocative, enlightening, and persuasive, Why We Love offers radical new answers to the age-old question of what love is and thus provides invaluable new insights into keeping love alive.
Do you need to make sales but hate selling? Do you want to be more persuasive without being pushy? Are client relationships more important than getting the sale at any cost? If you answered 'yes' to any of these questions then this book is for you. In LOVE SELLING you'll learn a revolutionary approach on how to sell without selling out.
Ms. Martin's trademarks: a preoccupation with the dark underside of life, a taste for disturbing, even macabre imagery… excursions into an unseen realm [of] strange and magical events… Martin possesses a sure storytelling gift, [an] ability to transform a myriad of specific details into larger, symbolic shapes. --New York Times About the Author(s) Valerie Martin, an American novelist and short story writer, was born in Sedalia, Missouri in 1948, but spent most of her childhood and young adult life in New Orleans. She attended the University of New Orleans and the University of Massachusetts at Amherst where she received an MFA in Creative Writing. Ms. Martin has taught at the University of New Orleans, New Mexico State University in Las Cruces, the University of Alabama at Tuscaloosa, the University of Massachusetts at Amherst, and Mt. Holyoke College.
Sales are a spiritual event, like all things in life. We are spiritual beings living a human experience. When we are born we receive as a gift of life a body and a quantum of energy. We are also born with absolute freedom and it is our mission to respect it, maintain it and project it. In the exercise of this freedom are our thoughts that are an access to an opinion of the world. Our thoughts generate action and thus we show ourselves with a way of being before others. Our way of being opens or closes possibility, this way of being is fed with what is received naturally through genetics, our family system, our direct and indirect environment. Then our thoughts color our natural energy that is in direct connection with infinite intelligence. The more connected we are with this infinite intelligence, the more in harmony we will be with the universe and all that it can give us. We are biological beings with an important spiritual world. When practicing Tai Chi, I understood that the objective of this practice is to align ourselves with nature and its laws. For this, if we understand the laws of nature and tune in to them, we will have a much more fluid life. In this part of the book, I will give an opinion of the sales process. For this, based on my field experience of more than 25 years working in all types of companies in the national and international mass and corporate sector, my personal and spiritual experiences I will present the process as a cycle of three (3) keys and seven (7 ) stages. In this book you will find 16 chapters where you will know my life story, the method itself and some tips at the end. Regarding the cyccle, it will be repeated indefinitely as many times as necessary to meet our objectives. The three keys are AFFINITY ( AFINIDAD), MAPPING (MAPEO) and TUNING ( SINTONÍA) . When we say AFFINITY we mean all the activities that go from imagining who we are going to contact to creating an appropriate context for our meeting with the client. AFFINITY comprises three stages: OPENING (APERTURA), ACTION (ACCIÓN), and HARMONY (ARMONÍA). At the OPENING, we will make room within us for the entire process that begins. We will get ready to start the process, here we think about who our client will be, we will identify them and assign them a probability of success in the business. Once this is done, the ACTION follows, this is to make contact either by telephone, by email, networks, etc. to arrange the meeting / appointment that will allow us to talk about the product / service in question. Once the meeting has been arranged, it is very important that it begins with HARMONY, this is instead of breaking the ice as we commonly know it, it is about creating a favorable environment for the meeting. During the meeting and having harmonized it, it is very important that we are open to what happens. Now is the time to start MAPPING. MAPPING comprises two stages: LOVE and ART. In this case, it is about everything that we will do to know deeply the client's needs, what they want it for, etc., and after doing so, prepare and present a proposal tailored to the client's needs. Here our inner openness is very important and nothing better than connecting from LOVE, this is a state of surrender towards the client to actively listen to what they want and why they want what they want. Once we listen carefully, it is time to create with all our ART the solution that we will give to the problem posed by the client. At this moment the ART is displayed and the client wonders if it will be for him, if this product service will be up to what he needs, here a cycle of consultations / questions / objections begins that naturally should lead to the closing of the sale, here we enter a TUNING process. In SINTONÍA we distinguish two well-marked stages, JOY, this is the joint celebration with the client, etc. although something is missing here, the final closure of the process, which is the signing of the AGREEMENT.
Kendall Cashmon, 26, is a single, sharp, and fiscally savvy investment advisor for a prominent investment firm in Atlanta, GA. Now, after 5 years of being molded into a rich and successful member of the senior advisory team by her mentor and boos, Charlie Chiles, Kendall is seemingly on her way to the top. That is until she receives a bombshell announcement from her trusted mentor, and shes introduced to a new colleague, the sexy and accomplished Xavier Aldrich. Instantly attracted, Xaviers presence at the firm causes internal conflict for Kendall as she begins to question her priorities in life, as falling in love was never supposed to be in the plans. Succeeding Charlies unexpected surprise, the truth about the world of wealth and luxury that Kendall thought she knew so intimately begins to unfold. Kendall will be faced with tough decisions not know who to trust that will challenge her values and ultimately affect her new found love, her career, and the one thing she cherishes most in life. www.KimberlyMaryie.com
The author takes a fresh look at specific ways to create a client-centric law firm and deliver exceptional client service by differentiating a law firm from other firms, and the specific skills and strategies needed to build effective and productive relationships that result in successful business development. The book provides practical ideas and tactics for addressing the key areas of a law firm-- managing, leading, team building and compensation, client service, and new business development. Writing in an engaging and witty but no-nonsense style, the author speaks directly to the reader, cutting through the stereotypes and misconceived notions that haunt the legal profession and coaching the lawyer to reach beyond the norm.
Project management can be a complicated issue for architects and related professionals, involving myriad risk factors. This guide for architects and project managers compiles articles in one place that previously were only found online.
Although the impact that clients can have on therapists is well-known, most work on the subject consists of dire warnings: mental health professionals are taught early on to be on their guard for burnout, compassion fatigue, and countertransference. However, while these professional hazards are very real, the scholarly focus on the negative potential of the client-counselor relationship often implies that no good can come of allowing oneself to get too close to a client's issues. This sentiment obscures what every therapist knows to be true: that the client-counselor relationship can also effect powerful positive transformations in a therapist's own life. The Client Who Changed Me is Jeffrey Kottler and Jon Carlson's testimony to the significant and often life-changing ways in which therapists have been changed by their patients. Kottler and Carlson draw not only upon their own extensive experience - between them, they have more than fifty years in the field - but also upon lengthy interviews with dozens of the country's foremost therapists and theorists. This novel work presents readers with a truly unique perspective on the business of therapy: not merely how it appears externally, but how practitioners experience it internally. Although these stories paint a complex and multi-layered portrait of the client-counselor relationship, they all demonstrate the profound and unexpected rewards that the profession has to offer.
`This thought- provoking book should be required reading for all trainers, practitioners and supervisors. It examines the complex issues that arise when the clinician enters into a relationship with the client beyond the psychotherapeutic boundaries' - Healthcare Counselling and Psychotherapy Journal A recent development in the profession is a consideration of the appropriate use of touch. This is looked at in some detail in this book with useful guidelines of the issues to be considered in deciding whether to touch a client or not. The issue of dual relationships with clients, trainees and supervisees affects most counsellors or psychotherapists at some point in their careers. Many practitioners are unclear about such boundary issues and how, when and if it is appropriate to enter into a dual relationship, whether as a friend, business partner or sexual partner. These relationships are seldom neutral and can have a powerful beneficial or detrimental impact on the person seeking help. Dual Relationships in Counselling & Psychotherapy examines the circumstances in which such relationships arise and provides guidelines on how to ethically manage, avoid or even to develop dual relationships. It also clearly defines the limits beyond which practitioners must not go. The book explores: the dangers of sexual relationships; non-sexual relationships (for example, requests for friendship, gift-giving and chance meetings outside the therapy room); and dual relationships which inevitably occur in small communities and minority groups. Exploring a subject which is often avoided and, for some, even taboo, Dual Relationships in Counselling & Psychotherapy is an invaluable source of advice for trainees and practitioners alike.