Selling a service or a product is about closing deals. As a sales professional, if you don't close, you're not making any money for yourself or your company. But closing won't happen without an approach that makes you stand out from the thundering herd of competition-one that can make you more valuable in the eyes of the customer. In The Four Faces of Sales, author John Orvos presents a unique, fresh, and practical approach to sales excellence. Drawn from his success as a sales leader in his own software company and from the years that followed, Orvos identifies, defines, and provides numerous examples of the four key steps, or faces, of sales-the sleuth, doctor, quarterback, and hero. His new sales approach facilitates success by building on what's known as personal value currency in the eyes of the customer. This guide goes beyond giving you the typical "what to do" and "how to do it" advice. The right skill used at the wrong time will not yield any better results than the wrong skill will. The Four Faces of Sales explains what skills you need, teaches you how to execute these skills, and ensures you know precisely when to use them. You can create a positive, branded buying experience by taking the right actions at the right time.

The Four Faces of Nuclear Terrorism, a new book from the Center for Nonproliferation Studies, assesses the motivations and capabilities of terrorist organizations to acquire and use nuclear weapons, to fabricate and and detonate crude nuclear explosives, to strike nuclear power plants and other nuclear facilities, and to build and employ radiological weapons or "dirty bombs."

In February 2006, four faces appear to Victor Hannah carved out of the storm clouds above his home in the tiny historic town of Annapolis, Maryland. The experience entangles him in a murder mystery involving the occult of the modern Western world and the traditional witch doctors of Africa. The murders involve several Western billionaires who all inexplicably die after returning home from overseas business trips. Victor's curiosity leads him to seek advice from a renowned psychic in Washington DC, who in turn introduces him to Jana Gordon, the beautiful daughter of one of the deceased men. Jana is determined to bring those responsible for the murders of her father and the other financiers to justice. The search for the cause of the mysterious deaths takes Victor, Jana, and her two undercover private detectives to the African country of Zimbabwe. There they are confronted with the dangers of the powerful magic of African witchcraft and a strange, evil creature that has been conjured to oppose them. Victor and Jana find evidence that links the murders to the legend of Chief Lobengula's hidden treasure of diamonds. But will they be able to capture those responsible and put an end to the evil scheme?

A financial advisor's job can be one of the most rewarding in today's economy. You follow the markets, help people reach their financial and personal goals, and make a decent living while doing it. But the recent downturn in the global economy and general skepticism regarding Wall Street has advisors working harder than ever to manage and grow their business. Every FA must sign more new clients to keep their practice viable. If you are a financial advisor who is struggling to balance all that it entails to run, market, and administer your business, then Taming the Four-Headed Dragon is the book for you. This "phenomenal" book, as one reviewer called it, is packed with proven tactics and strategies to help financial advisors be clear on who is an ideal prospect for them and arm their referral sources with relevant messaging to make these connections. Author Bill Walton provides a prospecting system that turns every conversation or meeting into a beneficial next step toward closing business. This must-have guide for all financial professionals who sell reveals how to: - set meaningful goals that pull you toward action; - profile your ideal client; - write a clear and compelling value proposition; - craft and share crisp messaging with referral sources and centers of influence; and - conduct meetings that always lead to a next step. Bill Walton's sales training programs have been adopted by Wall Street's top firms and high-profile Fortune 500 companies. Drawing on his years of experience and success from the sales forces that he serves, Bill Walton has provided an essential guide for achieving success in the ever-competitive arena of financial sales.

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Since 1978, Soundview Executive Book Summaries has offered its subscribers condensed versions of the best business books published each year. Focused, insightful, and practical, Soundview's summaries have been acclaimed as the definitive selection service for the sophisticated business book reader. Now Soundview is bringing together summaries of eighteen classic and contemporary sales books, including seven never-before-published summaries. Here, in one easy-to-digest volume, is just about everything you ever wanted to know about sales. The summarized titles cover every aspect of superior salesmanship from some of the most acclaimed and legendary sales gurus. For instance: Brian Tracy gives new and experiences salespeople additional ways to improve their numbers in Be A Sales Superstar. Tom Hopkins provides advice and encouragement to transform the average salesperson into a champion in How to Master the Art of Selling. Chet Holmes presents his twelve key strategies for doubling sales in any company in The Ultimate Sales Machine. Zig Ziglar bridges the past and present of sales strategy in Ziglar on Selling. John Maxwell explains The Winning Attitude. Marc Miller helps sales professionals eliminate the adversarial stigma in A Seat at the Table. The collective wisdom contained in The Sales Guru can help any salesperson on his or her journey to becoming a sales guru.

Examines the resurgence of interest in rebuilding the links between agricultural production and food consumption. With examples from Puerto Rico to Oregon to Quebec, this work offers a North American perspective attuned to trends toward globalization at the level of markets and governance and shows how globalization affects specific localities.