For big-ticket sales ranging from $2,000 to $2.5 million, the add-to-shopping cart, click-here-to-check-out approach just doesn't make sense. Regnerus offers an approach to e-commerce designed exclusively to help sell high-priced products and services using the Internet.

Big ticket products and services -- what are they? You see big ticket items all of the time. That one-hour photo processing machine at the drug store was sold by a salesperson. The car wash that you go to is a big robotic system that was a big sale for someone and many of the components of that system (e.g. the dryers) were big ticket items when they were sold to the contractor who erected the car wash. Characteristics we find in the sale of big ticket items include. The products or services are of relatively high price. The duration of the selling process is relatively long and consists of several steps. The duration of the process that buyers go through is relatively long. The buyers are usually looking to purchase against a set of specifications - they are looking for a solution. And so there are usually steps in the selling process to learn about and get agreement on the needs and wants of the buyers . There is often a team of people on the buying side. Sometimes the salesperson needs help from others (team sales). The products often need explaining. There is usually competition to deal with. They are rarely sold from a retail store.The complexity and price of such offerings justifies the cost and selling time of a field sales force. This book provides, among other things: Show More Show Less

There are only three outcomes to a potential sales opportunity; either you will win it, lose it or no decision is made. Connective Selling is about understanding how people buy so you can make the right move at the right time in the sales process. Designed for ?big ticket? work, the Connective Selling model is equally applicable in all sales situations. It?s about earning respect and trust by knowing your client?s business and addressing their problems. It?s about solving their issues and helping them succeed. It tells you what to talk about, and when, and how to really hear what your contacts are saying. Ultimately, it?s about the importance of building rapport and relationships to win business. SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical ?8 junction? approach will help you sell effectively without the ?hard sell?. Connective Selling is for salespeople who want to win business with techniques that really work.

Discusses the life, career, and accomplishments of basketball player Kevin Garnett.

A true story of taming OCD: “Her description of her escalating illness is irreverent, brutally honest, and compelling [and] her successes are inspiring.” —Booklist It’s like the meanest, wildest monkey running around my head, constantly looking for ways to bite me. That was how Kirsten Pagacz described her OCD to her therapist in their first session when she was well into her thirties. She’d been following orders from this mean taskmaster for twenty years, without understanding why. The tapping, counting, cleaning, and ordering brought her comfort and structure, two things lacking in her family life. But it never lasted. The loathsome self-talk only intensified, and the rituals she had to perform got more bizarre. By high school, she was anorexic and a substance abuser—common “shadow syndromes” of OCD. By adulthood, she could barely hide her problems and held on to jobs and friends through sheer grit. Help finally came in the form of a miraculously well-timed public service announcement about OCD—at last, her illness had an identity. After finally learning how to conquer her OCD, Pagacz shares her story—from her traumatic childhood to the escalation of her disorder to her triumph over it—along with knowledge and insight about such techniques as meditation, yoga, cognitive-behavioral therapy, medication, and exposure therapy, to help others leave the OCD circus and live a better life.

Major League Winners: Using Sports and Cultural Centers as Tools for Economic Development chronicles the challenges overcome by civic leaders who are using the development of sports and cultural venues to help create diversified, vibrant, and attractive economic bases within their communities. Drawing on his 30 years of involvement with such projec