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New eBooks – June 2012

NAR members and Association staff can borrow up to six electronic books, digital audios and/or videos at no cost, through the Virtual Library eBooks Collection.

Members can also borrow up to three books for 30 days from the Library Catalog for a nominal fee of $10. Call Information Central at 800.874.6500 for assistance.


Finding the Sticking Point
Brady G. Wilson

Finding the Sticking Point by Brady G. Wilson is an easy read book for people wanting to learn more about what really holds clients back from signing the contract.  It explains in simple terms how to effectively obtain the right information to “unstick” them.

How to Be Great at the Stuff You Hate
Nick Davies

No one likes a pushy, smarmy salesman — no one wants to be that guy…but most of us need to sell to some extent. How else can we get any business? We all have to do it now, whether we’re lawyers, accountants or start-ups. But don’t despair — there’s no need to go on some cringey sales training day. How to be Great at the Stuff You Hate shows you how to develop all the skills you need to sell yourself, your business and your ideas. So ditch the dread, forget the fear and start enjoying yourself! Selling isn’t something you ‘do’ to people, it’s not some dark art practiced by pushy and manipulative people — it’s a process, it’s a relationship…it’s fun! All you need to do is cut the crap, be yourself and win some business.

Mobilized Marketing
Jeff Hasen

Mobile marketing is finally entering the forefront of the marketing realm as megabrands roll out million-dollar budgets and small businesses have turned to the channel for its affordability, measurability, and repeatable successes in producing sales and driving engagement and loyalty. Through insights from bold industry visionaries and fellow mobile pioneers, Mobilized Marketing takes readers through campaigns worth repeating and others that are not. Learn the many roads that marketers can take and the proven strategies and tactics that move products and build loyalty through the consumer’s most personal device.

The Secret Language of Influence
Dan Seidman

Great selling is invisible. Influence occurs at a level just below the buyer’s awareness. That’s important because today’s buyer is savvy and all too familiar with traditional selling techniques. However, a few simple words-the right words-can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer. Some people, for example, want to hear about the money they’ll save, while others respond to the pain they’ll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to “yes.”

The Ultimate Guide to Sales Training
Dan Seidman

Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices.

The Cult of the Leader
Christopher Bones

Modern business is obsessed with leaders. We talk about leadership all the time, but its real meaning is becoming more and more obscure. Recent corporate crises have shown that all too often, our leaders are missing in action when we need them most.

Dialogue Gap
Peter Nixon

We have become experts at sending information–via email, text message, Internet, TV, and other forms of media, communicating, but not engaging, in an active dialogue defined by collaborative thinking. In Dialogue Gap, Nixon explores this growing disconnect and its significance in an increasingly globalized world where the ability to engage with others–in order to address issues like climate change, cultural differences, etc.–has become essential.

The Art of the Long View
Peter Schwartz

What increasingly affects all of us, whether professional planners or individuals preparing for a better future, is not the tangibles of life–bottom-line numbers, for instance–but the intangibles: our hopes and fears, our beliefs and dreams. Only stories–scenarios–and our ability to visualize different kinds of futures adequately capture these intangibles. In The Art of the Long View, now with the addition of an all-new User’s Guide, Peter Schwartz outlines the “scenaric” approach, giving you the tools for developing a strategic vision within your business.

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