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The Optimal Salesperson - Mastering the Mindset of Sales Superstars and Overachievers describes in detail the essential attributes of top performers in the sales profession. Even more importantly it identifies the hidden weaknesses which prevent talented people from reaching their full potential. If you are a sales professional who has studied all of the sales techniques and are frustrated with your progress you will not only discover what is holding you back but learn how to overcome those hidden obstacles to success. If you are a business owner or VP of sales and have spent tens of thousands of dollars on sales training with little return, this book will explain why the training didn't work and where you should expend your effort in the future. Dan Caramanico and Marie Maguire have provided something for everyone who is involved in sales

• Sales Rank: #1683573 in Books
• Published on: 2009-09-01
• Original language: English
• Number of items: 1
• Dimensions: .91" h x 5.24" w x 8.28" l, .91 pounds
• Binding: Hardcover
• 248 pages

Review
Dan and Marie have written the best material yet when it comes to really explaining how to overcome some of the nastiest, most powerful, most detrimental obstacles that salespeople face - their hidden weaknesses. --Dave Kurlan, president, Objective Management Group

The principles of The Optimal Salesperson quickly jump-started my early sales production and continue to help me remove personal limitations and accelerate my success in the commercial real estate industry. --Kirk K. Miller, top commercial real estate producer, Cushman & Wakefield

I searched for years for the key to sales success. Dan and Marie give a roadmap for reaching the top and they do it in an easy to read, no-nonsense format. --Bill Loftus, CEO Gestalt, Inc.

Dan and Marie capture the absolute science behind professional selling. If you are committed to reaching the top and achieving your goals, this book will change your life. It did mine. --Robert Cenci, Assistant VP, Sales Manager, Bank of America

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8 of 8 people found the following review helpful.
Buy Cycle
By David A. Reber
I read this book from cover to cover twice, back to back. The booked is now pretty marked up with underlinings from my Sharpie pen and I have taken nine pages of notes in my Moleskine notebook from it.

There are five parts to the book and the authors do a great job at defining and then supporting with illustrations and examples. They define the Optimal Salesperson (I), discuss how they get motivated (II) and the tools they must possess (III), and then the meat and potatoes of the book for me was identifying hidden obstacles (IV) and how to apply them to specific parts of the selling process (V).

One of the many takeaways I gained from the book was that of identifying the hidden obstacle of a Sales Rep's buying cycle. A Sales Rep will find it hard to expect their clients to buy different from the way they themselves will buy, referenced as a non-supportive buy cycle in the book. I have a report that tracks first night closes vs. the overall close rate of each Rep so I pulled that report for a complete year. I looked at two of my top Reps who produced nearly the same volume and compared their first time close rates. The Rep with the highest first time close is one of those guys that goes out and buys what he wants when he wants it. He's the guy that will buy every book offered at a seminar and if somebody is selling Girl Scout cookies in the office, they are going to get an order from him. This is not to say that he spends his money frivolously, he just makes a decision and goes with it.

The Rep with the lower first time close rate is a shopper. He will go from store to store and do loads of research on-line investing valuable time before he finally decides on making a purchase. Considering that time is money, how much does he really save? So he empathizes with a client that "needs to get other quotes" or "wants to sleep on it."

In a sales meeting I had a lot of fun with this concept of "buy cycle". Without naming names I described the characteristics of the higher first night closer and that of the lower fist night closer. As I was setting this up I could see each Rep identifying with which category they were in and then I revealed the numbers from the report on the overhead. It was a revelation to my lower first night closer that he was working twice as hard as the other guy producing the same bottom line volume because of his own buy cycle. Now that we have identified his hidden obstacle we can work towards overcoming it and making him better

Just identifying it may have done that. He came up to me shortly after that meeting telling me that he'd been thinking about taking his daughter to a Yo-Yo Ma concert for her birthday. This usually would have required a lot of shopping around and bargaining on ebay and then he would have to figure out the best section to sit in, etc. He told me that as a result of that meeting he decided to just purchase the tickets immediately and to get seats in the front middle section so they could see Yo-Yo up close. He said he realized his daughter deserved the best seats for her special night and he didn't need to waste a lot of time on getting what he decided he wanted.

This is just one example of what I learned from this book but if it were all I got, I think it was well worth the read.

In their summary on page 241 they say, "The "hard" work of sales is overcoming the hidden weaknesses that hold you back." That is so true.

I will say that one small negative is that the editing of the book was poorly done as it is covered with typographical errors throughout which was very distracting for me.

2 of 2 people found the following review helpful.
Beyond motivation and follow through
By J. Fulvio
All the tactics and enthusiasm in the world may not be enough to overcome belief system limitations -- and not just for sales people, but for would-be deal makers, those growing their own businesses and anyone else promoting an idea. The hidden obstacles examined in parts four and five of the book lay bare the reasons why even dilligent, competent, optimistic people fail to reach their full potential.

Whether you're a sales professional (and we are ALL in sales) or you're looking to become more effective with the boss, the board, investors or others you need to influence, this is a selling book that goes way beyond techniques and adrenaline.

2 of 2 people found the following review helpful.
A Must-Have Tool!!!!!
By Diana Kirschner
The Optimal Salesperson is a fantastic, in-depth, sophisticated and indispensable training tool!!! The seasoned authors possess a keen psychological depth of knowledge plus the practical step-by-step how-to's that can help you achieve sales goals beyond your wildest dreams. I have seen them do it with client after client. Buy this book for yourself and everyone on your sales team right now. You can jump forward and become a sales superstar!

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The Heart of a Woman (1981) is an autobiography by African-American writer Maya Angelou. The book is the fourth installment in Angelou's series of seven autobiographies. Critic Mary Jane Lupton says it has "a narrative structure unsurpassed in American autobiography" and that it is Angelou's "most introspective" autobiography. The title is taken from a poem by Harlem Renaissance poet Georgia Douglas Johnson, which connects Angelou with other female African-American writers. The Heart of a Woman recounts events in Angelou's life between 1957 and 1962 and follows her travels to California, New York City, Cairo, and Ghana as she raises her teenage son, becomes a published author, becomes active in the US civil rights movement, and becomes romantically involved with a South African freedom fighter. Like Angelou's previous volumes, the book has been described as autobiographical fiction, though most critics, as well as Angelou, have characterized it as autobiography. Although most critics consider Angelou's first autobiography I Know Why the Caged Bird Sings more favorably, The Heart of a Woman has received positive reviews. It was chosen as an Oprah's Book Club selection in 1997.

• Published on: 2006
• Binding: Leather Bound
• 272 pages

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0 of 0 people found the following review helpful.
Five Stars
By a customer
I was glad to have this for my Maya Angelou collection.

0 of 0 people found the following review helpful.
A great book !
By Nancy Cruz
a great book by a favorite author

1 of 4 people found the following review helpful.
Another triumph for Maya
By Myrtle A. McDonald
Once again in her continuing autobiography Maya Angelou allows us into her world. She lets you know that she is just as human as the rest of us. I loved this book. It is well worth the money and I can't believe anyone would want to sell this book for a lousy 1.59 Maya's books should be bronzed and kept forever.

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Raphael is a rare painter who was never out of fashion. This book addresses some of the interests of recent scholarship, which has changed the focus from concern with attribution and definition of Raphael's style and the classic style of the High Renaissance to more practical matters. Investigation of the intellectual and cultural history of sixteenth century Rome and Florence in the past generation have made it possible to put Raphael in the context of his patrons and his other contemporaries. Raphael managed what was no doubt the largest workshop to date and it provided the model for many artists who followed him. This leads us to an understanding of the privileging of invention over execution that takes place increasingly in the sixteenth century. Raphael became the model for artists, beginning already soon after his death and continuing after the collapse of the academic tradition in the late nineteenth century. This reverence is studied in the final section of this book, including an essay that traces changing tastes in restoring his paintings.

• Sales Rank: #5033570 in Books
• Brand: Brand: Cambridge University Press
• Published on: 2008-08-04
• Original language: English
• Number of items: 1
• Dimensions: 8.98" h x .87" w x 5.98" l, 1.63 pounds
• Binding: Paperback
• 468 pages

Features

• Used Book in Good Condition

Review
"Taken as a whole, the book will be a useful resource for undergraduates and the seriously enthusiastic layperson."
Time Literary Supplement

"All of the essays attempt to review major scholarship on their topics and to summarize the historical circumstances and intellectual milieu, making them accessible and helpful to the student approaching Raphael for the first time."
Renaissance Quarterly

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Originally published in 1976 The Moonshine Manual is a wonderful book if you live on a farm and can drive to town for a bag corn. Along with the typewriter the town Feed & Seed store have disappeared. Today there is a renaissance in micro-brewing and craft distilling. The principals of distilling described is this book are correct but the methods used by today's "urban" moonshiner have changed because every town in America has a home brew shop where he or she can take a home brewing class and buy his ingredients to make beer and moonshine. (Mostly yeast and sugar.) The techniques described in this book are not used by today's modern moonshiner because better how-to information (books) and equipment are readily available. It is estimated that there are 15,000 modern moonshiners in the USA and the industry is currently going through a renaissance. Some home brew shops and internet brewing supply companies are selling the15 gallon pot stills like hot cakes

• Sales Rank: #4012903 in Books
• Published on: 1975
• Number of items: 1
• Binding: Paperback
• 150 pages

Most helpful customer reviews

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By rcadenv
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great place to start
By Baja James
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Five Stars
By Amanda Dziadul
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With an emphasis on the narrative film, The Art of Watching Films challenges students to take their film experience further by sharpening their powers of observation, developing the skills and habits of perceptive watching, and discovering complex aspects of film art that they might otherwise overlook.

The Art of Watching Films introduces the formal elements and production process of films, and helps students analytically view and understand films within their historical, cultural and social contexts. The text presents an analytical framework that can be applied to all movies, as distinctly different as Avatar, The Girl with the Dragon Tattoo, Vertigo, Iron-Man, Man on Wire, and The Hurt Locker.

• Sales Rank: #900803 in Books
• Published on: 2003-08-29
• Original language: English
• Number of items: 1
• Dimensions: 11.50" h x .89" w x 8.40" l,
• Binding: Paperback
• 592 pages

Most helpful customer reviews

2 of 2 people found the following review helpful.
Informative
By GeekChic
Used this book in an intro to film class. I will keep it on the shelf as a reference book. For class it has smooth reading that is cohesive, didn't seem like it has filler information in it. It was fun to read. The context was very helpful in class for lectures, and movie analyzation. Goes over key aspects of film as well as very detailed examples of what to look for, how to see it.

3 of 3 people found the following review helpful.
Excellent beginning film book
By J.R.
This book provides insight into the many aspects of movies. It focuses on the details that you don't consciously think about when viewing movies. Any beginning film student (or anyone interested in getting more out of the movie watching experience) will find this book very helpful. I also enjoyed the references to movies young and old.

2 of 3 people found the following review helpful.
Great Book and Worth the Cost!
By PZio
Another book that was required for an Intro to Film class. This no-nonsense approach to film is definitely for serious students. It explains everything about film and films and filming that I really never wanted to know, but it is well laid out and perfect for the class I took. Rather dry - so what? You will learn the fundamentals of film using this book. It helped me ace the course.

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To Teach is the now-classic story of one teacher's odyssey into the ethical and intellectual heart of teaching. For almost two decades, it has inspired teachers across the country to follow their own path, face their own challenges, and become the teachers they long to be. Since the second edition, there have been dramatic shifts to the educational landscape including the rise and fall of NCLB. This new Third Edition is essential reading amidst today's public policy debates and school reform initiatives that stress the importance of ''good teaching.'' To help bring this popular story to a new generation of teachers, Teachers College Press is publishing an exciting companion volume: To Teach: The Journey, in Comics. In this graphic novel, Ayers and talented young artist Ryan Alexander-Tanner bring the celebrated memoir to life. The Third Edition of To Teach, paired with the new graphic novel, offers a unique teaching and learning experience that broadens and deepens our understanding of what teaching can be. Together, these resources will capture the imaginations of pre- and in-service teachers who are ready to follow their own Yellow Brick Roads.

• Sales Rank: #188398 in Books
• Brand: Brand: Teachers College Press
• Published on: 2010-05-01
• Original language: English
• Number of items: 1
• Dimensions: 8.90" h x .60" w x 6.10" l, .60 pounds
• Binding: Paperback
• 192 pages

Features

• ISBN13: 9780807750636
• Condition: New
• Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!

About the Author
William Ayers is a school reform activist and Distinguished Professor and Senior University Scholar at the University of Illinois at Chicago.

Most helpful customer reviews

21 of 29 people found the following review helpful.
A must for all those directly involved in education.
By A Customer
Rarely does a book change your perspective on a subject and then provide you with on-going thoughts that then change you, especially books written about education. This one does. It is a must for all those involved in education that wish to further their view of creating learning environments for meaningful lessons. Teachers, preservice teachers, and teacher educators will benefit from this wonderful read. Ayers lifts the words off the page, tranforming them into carefully composed lyrics that are obviously written by a teacher who cares for the well-being of children in today's world.
If you like kids, you'll like what you read in this book. If you want to improve your teaching, you'll receive some great ideas for doing so; expect no recipes or prescriptions, though, because this journey begins with you. Don't miss this opportunity.

4 of 5 people found the following review helpful.
Inspiring Read
By meems
This book was required reading for one of my education courses, and truth be told, it was very accessible, inspiring, and motivating. The writing is conversational and the tone is uplifting, though with an edge of criticism. It is clear that the author is a seasoned teacher, and for someone like me who is pre-service, the kind of wisdom that comes from his experience is invaluable. I highly recommend this book for anyone who is seriously considering becoming a teacher, as it will stimulate many questions about the way things are in education today.

8 of 11 people found the following review helpful.
A very challenging book
By Marethyu
I really appreciated this book. Ayers is very passionate about a teacher's responsibility to help their students become complete human beings. Reading this book, and Grant Wiggins Understanding by Design, in a graduate class renewed my passion for teaching, which is really a passion for learning. Education should be about the big questions of life, not just the details and basic skills that are tested and required by the state and federal government.

Ayers is committed to developing whole and complete human beings, not automatons.

My only issue is with his emphasis on social justice as the focus of education. While I agree that a concern for social justice will emerge in people who think for themselves, it seems as if his recommendations force this concern on kids a little too heavyhandedly. If we are to be independent, complete people, then naturally what concerns us will not always be the same. Nevertheless, his emphasis is better than many who want us to just teach kids to read words and add and subtract, but don't really care if they can think for themselves.

[...]

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• Published on: 2002
• Binding: Mass Market Paperback

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The original Micro-Series is BACK, this time with all-new colors! Raphael struggles to control his inner rage until he finds the perfect outlet: Casey Jones! It's hot head vs. hot head and neither is going down without a fight! This could be the beginning of a beautiful friendship!

• Sales Rank: #4838740 in Books
• Published on: 2012
• Binding: Comic

Most helpful customer reviews

0 of 0 people found the following review helpful.
Radical Purchase!
By Wat
This comic arrived in excellent condition and is an awesome comic to boot.

Who wouldn't love the story in this one-issue micro-series about the 'coolest, but
rudest' turtle meeting one of the most heroic psycos in comics?

This comic details the story of the meeting of Raphael, the meanest/strongest turtle
with the biggest attitude and Casey Jones, a psychotic vigilante who goes Punisher
on the street gangs of New York with sports equipment. A classic story for fans of
any of the multiple incarnations of the TMNT. (Though it may be a little too violent
for the younger readers)

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