This book has been written for anyone who has to sell as part of their life or business. If you want a dramatic increase in your sales conversions - without being pushy, manipulative or 'hard sell' - this book is for you. But be warned, what you are about to learn is likely to challenge everything you thought you knew about selling. You may find that some of what you read in these pages directly contradicts what you've been taught, and that's why this philosophy works! It's completely different to the conventional wisdom around sales. By the end of this book you will be armed with the tools you need to enter any negotiation or sales conversation with clarity and confidence. You'll learn: The twelve-step Open With A Close system to increase conversions by up to 64% How to speak to prospects and potential customers with increased belief and confidence Why the human brain is programmed for fear, and the six questions you can ask your prospects to bypass it quickly and effectively How to overcome objections such as 'I can't afford it' or 'I haven't got the time' with ease and elegance How to use the Golden Question to close more business and generate greater revenue

A practical handbook for the planning and construction of all forms of apertures and openings, from doors to skylights, from the first design idea to the final details, ideal for quick and targeted consultation.

In poems marked by tenderness and mischief, humanity and humor, Yehuda Amichai breaks open the grand diction of revered Jewish verses and casts the light of his own experi­ence upon them. Here he tells of history, a nation, the self, love, and resurrection. Amichai’s last volume is one of medi­tation and hope, and stands as a testament to one of Israel’s greatest poets. Open closed open. Before we are born, everything is open in the universe without us. For as long as we live, everything is closed within us. And when we die, everything is open again. Open closed open. That’s all we are. —from “I WASN’T ONE OF THE SIX MILLION: AND WHAT IS MY LIFE SPAN? OPEN CLOSED OPEN”

Edgar-award nominated author David Rosenfelt's hilarious hero, Andy Carpenter, takes on a high-profile murder case, with his favorite golden retriever, Tara, by his side--now with a new cover look. Whether dueling with new forensics or the local old boys' network, irreverent defense attorney Andy Carpenter always leaves them awed with his biting wit and winning fourth-quarter game plan. But Andy prefers the company of his best friend, Tara, to the people he encounters in the courtroom. Tara, a golden retriever, is clearly smarter than half the lawyers who clog the courts of PassaicCounty. However, just as it seems Andy has everything figured out, his dad, New Jersey's legendary ex-D.A., drops dead in front of him at a game in Yankee Stadium. The shocks pile on as he discovers his dad left him with two unexpected legacies: a fortune of $22 million that Andy never knew existed . . . and a murder case with enough racial tinder to burn down City Hall. Struggling to serve justice and bring honor to his father, Andy must dig up some explosive political skeletons--and an astonishing family secret that can close his case (and his mouth) for good.

What are the origins of Brazilian Jiu-Jitsu? Is it merely a by-product--a rebel offspring--of Judo? What was the nature and content of the art that Mitsuyo Maeda, a.k.a. "Count Koma", and other Japanese were teaching in the Amazon? Was it Judo? Jiu-Jitsu? His own personal fight-tested style, built on a foundation of Judo and informed by his dozens and dozens of matches around the world? What was the bridge between the art he learned at the Kodokan and the Brazilian style that claims him as its godfather: a style now practiced by millions worldwide (and growing bigger every day)? Should Maeda even be at the center of this story? And what role did Carlos and Hélio Gracie play in all of this? Did they "invent" BJJ? Would BJJ exist without them? And, if so, what--if anything--did they create? And why does this history matter to the average BJJ practitioner today? Any history possesses its official narrative with its own favorite characters and events. But true history is seldom simple, and more oft than not the real story is far richer than the popular version that is widely repeated and handed down. The history of BJJ and MMA in Brazil doesn't escape this paradigm. The recent renaissance in research in regards to the history of martial arts in Brazil led to the author's curiosity, which in turn led to the documentary Closed-Guard: The Origins of Jiu-Jitsu in Brazil, which in turn led to this book. This manuscript started as an account of the author's recollections of the film's production, and quickly grew into much more. Opening Closed Guard: The Story Behind the Film contains conclusions, analysis, and historical interpretations, as well as the story behind the documentary itself and the many challenges it faced along the way. It contains interviews, research articles pertaining to the history of Jiu-Jitsu in Brazil, as well as the author's own take on the current state of BJJ and MMA. Finally, it is the story of the author rediscovering his love for Jiu-Jitsu in a completely new and unexpected way. ABOUT THE AUTHOR Born in the US from a Brazilian mother and American father, and having spent his life between these two countries, Robert Drysdale remains the only American competitor to have ever won both the IBJJF and ADCC World Championships, the two most prestigious tournaments in all of Jiu-Jitsu. Furthermore, he has also cultivated a career in MMA, both as a fighter and as a coach. The author also holds a Bachelor's Degree in History, as well as a long-held passion for this discipline. He lives in Las Vegas, Nevada, where he teaches Brazilian Jiu-Jitsu and MMA. He is also the co-founder of the international team Zenith Jiu-Jitsu, and is the father of two girls.

In this original application of information theory to social analysis, Orrin Klapp examines how and why societies are producing more stress than they ever can handle. He argues that the reduction of 'social noise', the chaos from which we try to construct meaning is a major goal of individuals and groups alike. Individuals, groups, even entire societies normally cycle rhythmically between two basic modes of adaptation to the constant communication flow: opening, or scanning for desired information; and closing, or defending against noise. For example, in a society functioning in the opening mode, movements like ecumenicism and expansionism achieve momentum. Extreme reactions in either mode lead to an opposite swing, according to Professor Klapp's model. His wide-ranging conceptual scheme incorporates hypotheses about the variety and redundancy of information, as well as about human channel capacities and the need for homeostatis. His research reveals intriguing relationships among such phenomena as the concern about industrial population and the search for ethnic roots.