If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count. Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’ At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy

A REESE’S BOOK CLUB PICK * NEW YORK TIMES BESTSELLER The refreshingly original and “startlingly hopeful” (Lisa Taddeo) debut memoir of an over-achieving young lawyer who reluctantly agrees to group therapy and gets psychologically and emotionally naked in a room of six complete strangers—and finds human connection, and herself. Christie Tate had just been named the top student in her law school class and finally had her eating disorder under control. Why then was she driving through Chicago fantasizing about her own death? Why was she envisioning putting an end to the isolation and sadness that still plagued her despite her achievements? Enter Dr. Rosen, a therapist who calmly assures her that if she joins one of his psychotherapy groups, he can transform her life. All she has to do is show up and be honest. About everything—her eating habits, childhood, sexual history, etc. Christie is skeptical, insisting that that she is defective, beyond cure. But Dr. Rosen issues a nine-word prescription that will change everything: “You don’t need a cure. You need a witness.” So begins her entry into the strange, terrifying, and ultimately life-changing world of group therapy. Christie is initially put off by Dr. Rosen’s outlandish directives, but as her defenses break down and she comes to trust Dr. Rosen and to depend on the sessions and the prescribed nightly phone calls with various group members, she begins to understand what it means to connect. “Often hilarious, and ultimately very touching” (People), Group is “a wild ride” (The Boston Globe), and with Christie as our guide, we are given a front row seat to the daring, exhilarating, painful, and hilarious journey that is group therapy—an under-explored process that breaks you down, and then reassembles you so that all the pieces finally fit.

Acceptance and commitment therapy (ACT) is among the most remarkable developments in contemporary psychotherapy. This second edition of the pioneering ACT skills-training manual for clinicians provides a comprehensive update—essential for both experienced practitioners and those new to using ACT and its applications. ACT is a proven-effective treatment for numerous mental health issues, including depression, anxiety, stress, addictions, eating disorders, schizophrenia, borderline personality disorder, and more. With important revisions based on new developments in contextual behavioral science, Learning ACT, Second Edition includes up-to-date exercises and references, as well as material on traditional, evidence-based behavioral techniques for use within the ACT framework. In this fully revised and updated edition of Learning ACT, you’ll find workbook-format exercises to help you understand and take advantage of ACT’s unique six process model—both as a tool for diagnosis and case conceptualization, and as a basis for structuring treatments for clients. You’ll also find up-to-the-minute information on process coaching, new experiential exercises, an increased focus on functional analysis, and downloadable extras that include role-played examples of the core ACT processes in action. By practicing the exercises in this workbook, you’ll learn how this powerful modality can improve clients’ psychological flexibility and help them to live better lives. Whether you’re a clinician looking for in-depth training and better treatment outcomes for individual clients, a student seeking a better understanding of this powerful modality, or anyone interested in contextual behavioral science, this second edition provides a comprehensive revision to an important ACT resource.

A new edition of the trusted book on intellectual property Intellectual Property simplifies the process of attaching a dollar amount to intellectual property and intangible assets, be it for licensing, mergers and acquisitions, loan collateral, investment purposes, and determining infringement damages. This book comprehensively addresses IP Valuation, the Exploitation Strategies of Licensing and Joint Ventures, and determination of Infringement Damages. The author explains commonly used strategies for determining the value of intellectual property, as well as methods used to set royalty rates based on investment rates of returns. Key concepts are brought to life through real-world examples of exploitation strategies being used by major corporations.

Values in Therapy is a powerful and practical guide for any therapist—chock-full of insight and tools to conceptualize, integrate, and effectively apply values work in-session. With an emphasis on cultivating meaning and vitality in client lives, the values component of acceptance and commitment therapy (ACT) is what draws many clinicians to the treatment model. Yet, until now, there have been no practical guides available on values-based practice written from an ACT perspective. And while values work may appear deceptively simple, it’s often difficult to effectively carry out in practice. That’s where this comprehensive guide comes in. Values in Therapy emphasizes the facilitation of specific qualities inherent in effective values conversations, such as vitality, choice, present-focused awareness, and willing vulnerability. This book will help you move away from basic techniques and exercises and toward the nuance and skills you need to do effective values work. You’ll also learn how to use these tools, with detailed scripts for in-session exercises, handouts for clients, homework ideas, assessment and tracking tools, case examples, practical vignettes, and more. Whether you’re an ACT clinician, or simply looking to incorporate values-based work into your treatment, this essential guide provides everything you need to help clients connect with what really matters to them, so they can live full and meaningful lives.

Therapists have a unique opportunity and responsibility to provide a respectful environment for their clients, yet respect has not received adequate attention in the psychotherapy community and related research. Respect-Focused Therapy: Honoring Clients Through the Therapeutic Relationship and Process sets forth the formulation of respect-focused therapy (RFT), a new approach to psychotherapy that addresses the quality of the client–therapist relationship and therapeutic process. This volume treats respect as a combination of action, attitude and open-mindedness, urging therapists to recognize their own biases and beliefs and be willing to suspend them for the benefit of their clients. Using Martin Buber’s "I-Thou" relationship as a conceptual model, Slay-Westbrook provides core principles of respect and demonstrates how to incorporate these into the therapeutic relationship to best foster a healing environment.