"They Say / I Say" identifies the key rhetorical moves in academic writing, showing students how to frame their arguments in the larger context of what others have said and providing templates to help them make those moves. And, because these moves are central across all disciplines, the audiobook includes chapters on writing in the sciences, writing in the social sciences, and - new to this edition - writing about literature.
The best-selling book on academic writing - in use at more than 1,500 schools.
Everyone knows that the first rule of sales is “always be closing”. But what if the less time you spend trying to close, the more time you can devote to helping people solve problems and seize opportunities? And what if following the new rule of sales, “always be useful”, results in more business? If you sell and if you aim to sell better, you need to know about the stranger’s dilemma. A stranger doesn’t have the leverage of instant credibility. So it’s not surprising that a wide range of sales tactics, tools, and closing techniques have been developed as a substitute for credibility. Their purpose is often to wrangle a commitment to buy, even when buying may not be in the best interests of the client. The approach advocated in Never Be Closing is designed to overcome the stranger’s dilemma, but in a very different way.
This audiobook is a comprehensive strategy that starts with a well-researched process for identifying and solving problems. It shows you how to access your creativity to establish and maintain relationships that will be truly useful for both you and your clients over time. In a very real sense, this book will show you how to become less of a stranger. Never Be Closing expands on the principles of Tim Hurson’s first audiobook, Think Better, by offering a simple and repeatable Productive Selling framework to make the most of new opportunities. From getting your foot in the door to delivering the perfect sales pitch to debriefing after a meeting, Hurson and Dunne have an all-encompassing plan to improve your sales results, including: Eight Paths to Credibility, proven methods that establish your authority to ask key questions that reveal your client’s issues, challenges, and goals. Q-Notes, a powerful strategy to make your notes doubly useful - to both record and guide your sales meeting. Three-Act Structure, a creative way to design the sales conversation to explore client needs, offer solutions, and deliver value.
Can you make yourself, your kids, and your parents smarter?
Expanding upon one of the most-read New York Times Magazine features of 2012, Smarter penetrates the hot new field of intelligence research to reveal what researchers call a revolution in human intellectual abilities. Shattering decades of dogma, scientists began publishing studies in 2008 showing that "fluid intelligence" - the ability to learn, solve novel problems, and get to the heart of things - can be increased through training. But is it all just hype?
With vivid stories of lives transformed, science journalist Dan Hurley delivers practical findings for people of every age and ability. Along the way, he narrates with acid-tongued wit his experiences as a human guinea pig, road-testing commercial brain-training programs, learning to play the Renaissance lute, getting physically fit, even undergoing transcranial direct-current stimulation.
Smarter speaks to the audience that made best-sellers out of Train Your Mind, Change Your Brain, and Moonwalking with Einstein.
More than any other practice in your career, your ability to manage time will determine your success or failure. It’s a simple equation. The better you use your time, the more you will accomplish, and the greater your rewards will be.
This exceptional guide reveals 21 proven time management techniques you can use immediately to gain two or more productive hours every day. Featuring the strategies that business expert Brian Tracy has identified as the most effective and that he himself employs, this audio reveals how you can:
Handle endless interruptions, meetings, emails, and phone calls
Identify your key result areas
Allocate enough time for top priority responsibilities
Batch similar tasks to preserve focus and make the most of each minute
Determine what to delegate and what to eliminate
Utilize Program Evaluation and Review Techniques to work back ward from the future...and ensure your most important goals are met
Filled with Brian Tracy’s trademark wisdom, this audiobook will help you get more done, in less time…and with much less stress.
"Every line in this book is bursting with truth, wisdom, and power. Brian Tracy is the preeminent authority on showing you how to dramatically improve your life. Let him be your guide. I've learned so much from Brian myself that I can't thank him enough!" (Robert G. Allen, number-one New York Timesbest-selling author)
"This book gives you a step-by-step system to transform your thinking about yourself and your potential, enabling you to achieve greater success in every area of your life." (Lee Iacocca, Chairman, Lee Iacocca & Associates)
Each year Americans start one million new businesses, nearly 80 percent of which fail within the first five years. Under such pressure to stay alive - Let alone grow - it’s easy for entrepreneurs to get caught up in a never-ending cycle of “sell it - do it, sell it - do it” that leaves them exhausted, frustrated, and unable to get ahead no matter how hard they try. This is the exact situation Mike Michalowicz found himself in when he was trying to grow his first company. Although it was making steady money, there was never very much left over and he was chasing customers left and right, putting in twenty-eight-hour days, eight days a week. The punishing grind never let up. His company was alive but stunted, and he was barely breathing.
That’s when he discovered an unlikely source of inspiration - pumpkin farmers. After reading an article about a local farmer who had dedicated his life to growing giant pumpkins, Michalowicz realized the same process could apply to growing a business. He tested the Pumpkin Plan on his own company and transformed it into a remarkable, multimillion-dollar industry leader. First he did it for himself. Then for others. And now you.
So what is the Pumpkin Plan?
Full of stories of other successful entrepreneurs, The Pumpkin Plan guides you through unconventional strategies to help you build a truly profitable blue-ribbon company that is the best in its field.
Are you ready to break free? Are you ready to experience miracles? Are you ready to melt limitations? Virtually everything you do is a result of the unconscious mind causing you to act out of programming that you barely know exists. Without addressing your belief system, you risk allowing it to undermine all of your efforts. Yet you have more power and control over your unconscious mind than you ever suspected.
At Zero shows you how to easily overcome the problems in your programming by becoming part of the solution - by awakening.
Best-selling author Joe Vitale's previous book, Zero Limits explained how a once-secret Hawaiian method called Ho'oponopono could help people experience health, wealth, happiness, and more. At Zero starts where Zero Limits left off. It offers new stories, explains new processes, introduces new healers, and guides you to the fourth stage of awakening: Enlightenment itself.
This simple method of healing changes lives. Through a process called "cleaning" - and repeating the phrases "I love you", "I'm sorry", "Please forgive me", and "Thank you" - you'll delete programs and beliefs that you hold that you aren't even aware of, making your adventure through life easier. The more you clean, the closer you get to Zero, the state of magic, miracles, and no limitations.
Life will always present you with challenges. The practice of Ho'oponopono guides you through the journey of life with the tools you need to rid yourself of hindrances and open yourself up to infinite possibilities. Best-selling author Joe Vitale has revealed a world of wisdom that will guide you to that perfect state of Divinity - or Zero.
A New York Times bestselling author reveals how to find the right words for every situation
Whether you are making a budget request, interviewing for a job, ending a relationship, or talking to children about divorce, the crux of success in those and other crucial situations is planned, effective communication. And yet, it is the tool people most often fail to use. InPerfecting Your Pitch, expert consultant and negotiator Ronald M. Shapiro presents his system of scripting, outlined efficiently as the Three D's: Draft, Devil's Advocate, Deliver.
Using real-life examples, Shapiro walks listeners step-by-step through the process of creating an effective message, preparing for counterarguments, and delivering the results with confidence and grace across a broad range of situations. He also provides an excellent menu of stories and model scripts for communication challenges affecting business, family, friends and consumers.
Reaching out to listeners of Difficult Conversations and Getting to Yes, Perfecting Your Pitch introduces a simple but powerful system we can all use for great results.
Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to bestselling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head.
It's no longer enough to view a salesperson's job as closing. Today's superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
In Duct Tape Selling, Jantsch shows how to tackle a changing sales environment, whether you're an individual or charged with leading a sales team. You will learn to think like a marketer as you:
As Jantsch writes: "Most people already know that the days of knocking on doors and hard-selling are over. But as I travel around the world speaking to groups of business owners, marketers, and sales professionals, the number one question I'm asked is, 'What do we do now?'
50 Philosophy Classics: THINKING, BEING, ACTING SEEING - Profound Insights and Powerful Thinking from Fifty Key Books will be the sixth in the bestselling 50s series, and a lively entry point into the study.
Most of us live with the stubborn idea that we'll always have tomorrow to do our most important and valuable work. We fill our days with frantic activity, bouncing from task to task, scrambling to make deadlines and chase the next promotion. But by the end of each day we're often left asking ourselves "did the work I do today really matter?" We feel the ticking of the clock, but we're stuck in first gear, unsure of the path forward and without a road map to guide us.
There are an endless number of sales books that purport to let the listener in on the secrets of great selling. And many of them even have useful ideas and tips. But it doesn't matter how many tricks a salesperson has at hand if he or she doesn't have the one most important weapon in any salesperson's arsenal: the motivation to get out there and sell! Rhetorical tricks and clever devices, even if they're occasionally effective, don't make great salespeople; hard-working, self-motivated, optimistic people do. The cold, hard truth is that there really isn't any great big secret to sales success. There's only the simple truth: motivated, positive, goal-oriented people are usually the ones who sell the most.
The noted research psychiatrist explores how life's disappointments and difficulties provide us with the lessons we need to become better, bigger, and more resilient human beings.
Adversity is an irreducible fact of life. Although we can and should learn from all experiences, both positive and negative, bestselling author Dr. Norman E. Rosenthal, believes that adversity is by far the best teacher most of us will ever encounter.
Whether the adversity one experiences is the result of poor decision-making, a desire to test one's mettle, or plain bad luck, Rosenthal believes life's most important lessons-from the value of family to the importance of occasionally cutting corners-can be best learned from it.
Running counter to society's current prevailing message that "excellence" must always be aspired to, and failure or mistakes of any sort are to be avoided at all costs, Rosenthal shows that engaging with our own failures and defeats is one of the only ways we are able to live authentic and meaningful lives, and that each different type of adversity carries its own challenges and has the potential to yield its own form of wisdom.
Using stories from his own life-including his childhood in apartheid-era South Africa, his years after suffering a violent attack from a stranger, and his career as a psychiatrist-as well as case studies and discussions with well-known figures like Viktor Frankl and David Lynch, Rosenthal shows that true innovation, emotional resilience, wisdom, and dignity can only come from confronting and understanding the adversity we have experienced. Even when life is hardest, there are meanings to be found, riches to be harvested, and gifts that can last a lifetime.
Rosenthal illustrates his message through a series of compact, memorable chapters, each one drawn from episodes in the lives of his patients, colleagues, or himself, and concluded with a take-away maxim on the lesson learned.
Double and triple your sales - in any market.
How People Judge You-And How To Come Out Looking Good
You will never look at people the same way again-including yourself-after this lively look at how we make character judgments.
Drawing on cutting-edge social science research as well as their own work with Fortune 500 executives, members of Congress, and Nobel Prize winners, authors Matt Kohut and John Neffinger demystify the process we use to size each other up. It turns out that we judge each other primarily on two critical criteria: strength and warmth. The authors explain the inner workings of each, the tension that makes it so hard to project both at once, and the successful strategies that the most admired among us use to win respect and affection.
Offering practical advice for a range of common and challenging situations, Compelling People shows you not just how people already see you, but how to make sure your best qualities shine through.
Neville Lancelot Goddard was born in Barbados in 1905. He came to the United States to study drama at the age of seventeen and whilst touring with his dance company in England he developed an interest in metaphysics after a Scotsman he met lent him a series of books on the powers of the mind. On his return he gave up the entertainment industry to devote his full attention to the study of spiritual and mystical matters. After traveling extensively throughout the United States, Neville eventually made his home in Los Angeles where, in the 1950s, he gave a series of talks on television and radio, and for many years lectured regularly to capacity audiences. In the 1960s and early 1970s, he confined most of his lectures to Los Angeles, New York, and San Francisco. In his early lectures and books, Neville dealt solely with what he called The Law, the technique of creating one's physical reality through imagining. He wrote this book in 1952. This unabridged edition includes: I Am - Consciousness - Power of Assumption - Desire - The Truth That Sets You Free - Attention - Attitude - Renunciation - Preparing Your Place - Creation - Interference - Subjective Control - Acceptance - The Effortless Way - The Crown of the Mysteries - Personal Impotence - All Things Are Possible - Be Ye Doers - Essentials - Righteousness - Free Will - Persistence - Failure - Faith - Destiny - Reverence
Most people can't get through the day without a hit of caffeine. Chances are you're one of them. But do you really know what that daily coffee or coke is doing to you? Caffeine is a powerful stimulant. It wakes us up, boosts our mood, and offers the potential to improve both our athletic performance and our intellectual prowess. But did you know that caffeine can play a role in health problems such as obesity and anxiety, depending on how it is delivered to the body? Many purveyors of caffeine-based products have ducked regulation for decades - how have they been allowed to get away with this? And are you aware of how caffeine is used to reinforce buying patterns, sharpening our craving for it? From the coffee farms of Guatemala to the world's largest synthetic caffeine factory in China, Murray Carpenter draws on the latest research to reveal the little-known truths about this addictive, largely unregulated drug that we consume every day in coffee, energy drinks, teas, colas, chocolate, and even painkillers.
If there were a single great "secret" to being an elite sales professional, surely one of the millions of attendees of Brian Tracy's sales seminars would have spilled the beans by now. There isn't a secret. But there is a set of consistently successful selling techniques that most companies don't teach their salespeople, and which most entrepreneurs and independent sales pros think they don't have time to learn.
Based on more than 40 years of selling experience in virtually all product categories and market conditions, Unlimited Sales Success shows that these proven sales skills are learnable by anyone. Highlighting practical, time-tested principles including:
Unlimited Sales Success is loaded with eye-opening facts and exercises, peppered with stories of great selling techniques in action, and organized into a use-it-now approach that will help you become a top sales professional, starting today.
Act as if it were impossible to fail
This magic key is at the heart of one of the most persuasive self-improvement books ever published – a work that, while forgotten, rivaled the popularity of contemporaneous books by Napoleon Hill and Dale Carnegie. It was called Wake Up and Live!, written by Dorothea Brande, an enterprising Chicago journalist.
When Brande published Wake Up and Live! in 1936, the book soared to popularity, selling over 1,000,000 copies in years ahead. The book won so much acclaim that it became the sole work of mind-power philosophy ever to make it to the movie screen – and as a musical, no less. In 1937, 20th Century Fox released Wake Up and Live, starring Walter Winchell.
Brande was a journalist and writing instructor by trade, best known for her enduring and thoughtful instructional book, Becoming a Writer (1934). That book, Brande explained, grew out of a period of bounding productivity in her career, which began with her discovery of one basic law of success. Brande’s formula was so simple and magical-seeming that it made people want to argue with her the moment she uttered it. But for many it worked.
Act as if it were impossible to fail.
Brande was a preternaturally sharp-eyed student of human nature. She detected among the vast majority of men and women a “will to fail.” This damning wish grew from a little-seen foible of human nature. We are, Brande insisted, more frightened of suffering humiliation than desirous of achievement. When fear and ambition clash, she argued, fear inevitably prevails. “The Unconscious dreads pain, humiliation, fatigue” Brande wrote; “it bends its efforts even more ceaselessly to the end of avoiding pain than it does to the procuring of positive pleasures.”
Rather than risk rejection, people often self-sabotage: blowing deadlines, alienating allies, aimlessly procrastinating. Brande’s grasp of the psychology of failure brought her a “eureka” moment. After a lifetime of searching she had found the answer.
Act as if it were impossible to fail.
In Wake Up and Live! – a book that is as enjoyable as its formula is simple – Brande tells the story of her discovery and shows how her eight-word technique can be applied across different areas of life. With its observations about self-defeat, and its powerful idea for navigating around it, Wake Up and Live! is one of the most keenly argued and carefully observant works of practical psychology ever written.
Laura Vanderkam has combined her three popular audiobooks into one comprehensive guide, with a new introduction. It will help listeners build habits that lead to happier, more productive lives, despite the pressures of their busy schedules. THrough interviews and anecdotes, she reveals...
From this audiobook You Will Discover Greater Power Than You Ever Dreamed Imaginable
Since 1926, the mind-power classic It Works has sold more than 1.5 million copies. To the many devoted readers of It Works, that book's mysterious author - known by the initials RHJ - had just one message to share.
Yet the master thinker behind It Works had a final legacy to bestow upon the world.
He called it The Meaning of the Mark.
In 1931, five years after publishing It Works, the author RHJ - a Chicagoan named Roy Herbert Jarrett - published The Meaning of the Mark to more fully explain the ideas, magical methods, and mysterious symbols in his earlier work. Jarrett intended his longer and final follow-up book as the "inner key" to It Works.
This rediscovery volume makes The Meaning of the Mark available for the first time in a generation. The many listeners who hunger to learn more about the success power behind It Works will be thrilled with this substantial and detailed audio guide. It expands upon techniques and ideas only hinted at in It Works.
With its incredible combination of practical advice and metaphysical revelation, The Meaning of the Mark is a must-hear for every fan of It Works. For any who wants to fully unlock the incredible powers laid out in Jarrett's earlier work, The Meaning of the Markis the capstone of the pyramid.
Conventional wisdom holds that to increase loyalty, companies must "delight" customers by exceeding service expectations. Some focus on dazzling them at the cost of neglecting to solve basic service problems-a big strategic mistake.
Through extensive research and surveys, the authors have concluded that loyalty has much more to do with how well a company delivers on its basic promises than on how dazzling its service experience might be. The authors prove that delighting customers doesn't build loyalty, and they show how acting on this insight can help improve service, reduce costs, and decrease customer churn.
By employing practical tactics-such as teaching reps not just to resolve customer issues but also to "forward resolve" common issues-companies will be better able to focus on delivering a nearly effortless experience. That will lead directly to the improvements in customer loyalty they had been aiming for all along.
Managers are judged by results - and as a manager, those results hinge on your ability to delegate and supervise. You'll be surprised at how efficient your team becomes when you master Brian Tracy's essential skills. This indispensable guide reveals his 21 time-tested ways to boost performance, including how to: Define work, assign it, and set measurable, targeted standards for performance; Match skills to job requirements; Use Management by Objectives to delegate longer-term tasks to trusted team members; Turn delegation into a teaching tool and build the confidence of your staff; Provide useful feedback and elicit active participation; Free up your time for higher-level tasks done right, delegation and supervision allow your employees to become much more capable. Watch your own success skyrocket as you dramatically improve results while building the skills of your people.
Say you want to start going to the gym or practicing a musical instrument. How long should it take before you stop having to force it and start doing it automatically?
The surprising answers are found in Making Habits, Breaking Habits, a leading psychologist's popular examination of one of the most powerful and underappreciated processes in the brain. Although people like to think that they are in control, the vast majority of human behavior occurs without any decision-making or conscious thought.
Drawing on hundreds of fascinating studies, psychologist Jeremy Dean busts the myths to finally explain why seemingly easy habits, like eating an apple a day, can be surprisingly difficult to form, and how to take charge of your brain's natural "autopilot" to make any change stick.
Witty and intriguing, Making Habits, Breaking Habits shows how behavior occurs more than just a product of what you think. It is possible to bend your habits to your will-and be happier, more creative, and more productive.
The Plateau Effect is a powerful law of nature that affects everyone. Learn to identify plateaus and break through any stagnancy in your life- from diet and exercise, to work, to relationships.
The Plateau Effect shows how athletes, scientists, therapists, companies, and musicians around the world are learning to break through their plateaus-to turn off the forces that cause people to "get used to" things-and turn on human potential and happiness in ways that seemed impossible. The book identifies three key flattening forces that generate plateaus, two principles to guide listeners in engineering a plateau's destruction, and three actions to take to achieve peak behavior. It helps us to stop wasting time on things that are no longer of value and to focus on the things that leverage our time and energy in spectacular ways.
Anything you want to do better-play guitar, make friends, communicate with your children, run a business-you can accomplish faster by understanding the plateau effect.