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The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren’t, both lose. It’s no longer sufficient to get clients to buy—a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: • Start new business from scratch in a way both salespeople and clients can feel good about • Ask hard questions in a soft way • Close the deal by opening minds
"Long distance love" is part of life for millions of couples forced by circumstance to live apart. They're executives climbing the corporate ladder while sweethearts wait hundreds of miles away...students writing lonesome love letters & emails to their "hometown honeys"... millions of people connecting daily from afar via Internet dating sites . members of our armed forces who protect freedom worldwide...even Hollywood stars, trying to sustain a relationship while making movies in different countries. Millions of couples worldwide are coping with long-distance relationships, and that number is increasing daily. In Loving Your Long Distance Relationship for Women Kimberli Bryan shares the best way to keep love hot, avoid mistakes, and escape temptation. She helps couples "stay together" while they're "apart". Bryan explains: · What's behind the growing trend in lovers being separated · Fascinating stories of people living apart & making it work · How to cope with saying goodbye again and again · Why frequent letters, e-mail, and gifts work wonders · The key to preventing phone arguments · The emotional stages of a long-distance relationship · How long distance relationships differ for women vs. men · Warning signs that your relationship is ending
If all that has ever been said and written about the art and science of fundraising could be distilled down to just what really matters—what fundraisers everywhere need to know—there would be only a small number of true gems deserving of the description, “nuggets of information.” Leading international fundraiser Ken Burnett, author of the classic Relationship Fundraising, has identified and defined 89 such nuggets which he presents here as The Zen of Fundraising, a fun read, one-of-a-kind look into what makes donors tick and–more importantly–what makes them give.
(Brunner-Routledge) Shows how taking a Jungian perspective can help deal with the complicated paradoxes of psychotherapy. Outlines a modern Jungian approach, with reference to the patient-therapist relationship itself. Considers and criticizes key aspects and theoretical perspectives. For students and practitioners. Softcover, hardcover not yet available.
Should a therapist counsel a former lover or accept a client's gift? If so, has a boundary been crossed? Some boundary issues, like beginning a sexual relationship with a client, are obvious pitfalls to avoid, but what about more subtle issues, like hugging a client or disclosing personal information to a client? What are the boundaries of maintaining a friendship with a former client or the relative of a client? When do conflicts of interest overburden the client-practitioner relationship? Frederic Reamer, a leading authority on professional ethics, offers a definitive and up-to-date analysis of boundary issues, a rapidly emerging topic in the field of human services. One of the only works in the field to provide a conceptual framework for the dual relationship between practitioner and client, this book provides an in-depth look at the complex forms these relationships take. It also gives practical risk-management models to aid human service professionals in the prevention of problematic situations and the managing of dual relationships. Reamer examines the ethics involving intimate and sexual relationships with clients and former clients, practitioners´ self-disclosure, giving and receiving favors and gifts, bartering for services, and unavoidable and unanticipated circumstances such as social encounters and geographical proximity. Case vignettes that help illustrate important points are also included in each chapter.
A least one out of every three women and one out of every six men have experienced some form of sexual abuse. Regardless of the circumstances of the violation, every survivor can attest that it will impact relationships with parents, friends, spouses, children, and God. Sexual abuse survivors are often left feeling isolated and without anyone to trust. But it does not have to be this way. Nicole Braddock Bromley understands the fears and anxieties victims face as they seek to build healthy relationships after sexual abuse. As a survivor herself, Nicole offers readers the power and hope necessary to share their story, build intimacy, and develop healthy communication in all their relationships. Breathe also serves as a helpful tool for those in relationship with an abuse survivor by providing guidance, confidence, and encouragement as they seek to help and support.
In business and IT, you have to know your customer and understand how your company interacts with him or her. The current term for this is Business Relationship Management (BRM), and The BRM Handbook is the best textbook for managers on the mechanics of BRM. It's a standout in a field that's filled with squishy books that go on at length about how important BRM is, but which lack details. Ivanka Menken provides lots of factual information, real case studies, carefully considered commentary, and reasoned criteria with which to evaluate BRM best practices and strategies. You'll get a lot from her carefully researched book. Menken devotes some of her volume to BRM background information but quickly gets to the issues that managers confronted with BRM decisions need to consider. She makes great use of bulleted lists, scorable quizzes, and checklists and templates(sections about what questions to ask relations, and why, are particularly good) that you can use right now to gauge any organization's suitability to BRM and determine how they need to change in order to get the most out of their systems. Many CIOs today are using relationship management techniques to better integrate IT into the core business units. These skills are essential, as IT is expected to play a more prominent role in the direction of the business. When a company matures and scales, it takes a different IT view, moving from reactive to predictive. The way to be successful is using relationship management techniques to further integrate IT into the business model. Integrating IT into the core business unit does not occur overnight. Instead, that trust builds through a series of successful projects that shows IT can deliver value to the business. IT is rocket science, but, at the end of the day, it's also customer service, and Customer service is listening to the business and reacting accordingly. The Business Relationship Management Handbook helps you to establish a framework for IT projects across the company and within individual business units, using relationship management practices and an investment and change management committee composed of top leaders to prioritize projects. Menken's Comprehensive Business Relationship Management Handbook is thoroughly researched and written by experienced Service Managers, then reviewed by experts in the field. You can save hundreds of hours of research and writing by starting with prewritten documents. Covering for example BRM job description s, BRM Responsibilities and Skills, Service Requirements, Use of the Service Portfolio, Example Service Catalogues, 8 Steps to Developing a Service Catalogue, BRM Metrics and Reports, Service Options, Mapping Responsibilities & Requirements and much more.
This third edition of Total Relationship Marketing confirms it as a classic text on the subject of relationship marketing and CRM, areas which have become accepted - and debated - parts of marketing but are currently undergoing dramatic change.A major contribution to marketing thought internationally, this seminal title presents a powerful in-depth analysis of relational approaches to marketing where the three words relationships, networks and interaction are king. The book effects a dramatic shift in the fundamentals of marketing thought, with the author's refined model of thirty relationships, the 30Rs, presenting a sophisticated and cogent challenge to the traditional 4Ps schema. Previous editions were widely praised as breakthrough texts in the field, combining incisive and searching analysis with an accessible and pragmatic approach to putting the theory to work.This third edition is the first book on relationship marketing and CRM to integrate the ongoing evolution in marketing through the service-dominant logic, lean consumption and the customer's value chain, the augmented role of the customer in value creation, the increasing importance of customer-to-customer (C2C) interaction, network-based many-to-many marketing, and marketing accountability and metrics. It addresses both the high tech, information technology aspects of marketing and the high touch, human aspects. Further, customer-centricity is suggested to be broadened to balanced centricity, a trade-off between the needs of all stakeholders of a network of relationships. Examples, cases, concepts and references have been updated.Highly informative, practical in style and packed with illustrations from real companies, Total Relationship Marketing is an essential resource for all serious marketing practitioners as well as undergraduate and postgraduate students. * Updated 3rd edition contains new examples, cases and references throughout and has improved features for students, including questions for discussion and end-of-chapter summaries * Topical aspects of Customer Relationship Management (CRM) is a key feature throughout * Comprehensive coverage of e-business, one-to-one marketing and revised sections on metrics and networks
Dedicated to the claiming of personal boundaries, this volume deals with addictive or destructive relationships--not just centered around spouses or lovers , but also with children, friends, and parents. Move from an addictive style of loving to find true love of self. (Holism)
Learn how to 'break the spell' of control with Patricia Evans' new bestseller. Already hailed by Oprah Winfrey, Controlling People deals with issues big and small - revealing the thought processes of those who seek to control in order to provide a 'spell-breaking' mind-set for those who suffer this insidious manipulation. Invaluable insight and advice for those who seek support.
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