Showing results by author "Robert L. Shook" in All Categories

Every salesperson knows that closing is the moment of truth. But closing isn't something that happens only at the end of your presentation. Joe Girard shows you how to set yourself up for success from the beginning and prepares you to deal with your biggest obstacles. Find out why people who give you the most initial resistance will become some of your best prospects. Learn how to avoid buyer's procrastination and create a sense of urgency. And discover why the sale really begins after the sale.

The Pep Talk is a sports story - with solid business applications - about an underdog football team defeating a formidable opponent. Typically, a novelette of this type peaks at the end of the game, but it's in the pep talk where the real story begins.

Great salespeople are made, not born. Now you can learn how to get the winning edge in the art of selling from America's 5 best sales professionals: Martin Shafiroff, the world's #1 stockbroker; Bettye C. Hardeman, America's #1 residential real-estate agent; Joe Gandolfo, the world's #1 life insurance agent; Mary Kay Ash, founder and chairman of Mary Kay Cosmetics, Inc.; and Buck Rodgers, IBM's legendary super-salesman.

It’s the business of saving lives. Miracle Medicines goes behind the scenes of the pharmaceutical industry and into the high-security laboratories to tell the stories of the men and women - chemists, physiologists, medical and clinical researchers, engineers - who have chosen to toil for years in the lab in order to transform scientific theories into new lifesaving medicines. You’ll witness the day-to-day labors, victories and defeats of the dedicated professionals who are waging a war against the diseases that still plague mankind.