True or false? In selling high-value products or services: closing" increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; & open questions are more effective than closed questions. All false says Neil Rackham. He & his team studied more than 35 000 sales calls made by 10 000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-selling method where SPIN describes the whole selling process
- Situation questions Problem questions Implication questions Need-payoff questions. SPIN-selling provides you with a set of simple & practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance."
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Spinderella the spider has a passion for football! She tries to play a match with her brothers & sisters but she doesn't know how many spiders should be on each team. Even worse she can't count the goals! Luckily Spinderella lives on the ceiling of a school dinner hall & with the help of her Hairy Godmother she finds a classroom where all her questions are answered! Just like magic Spinderella finds she can divide her brothers & sisters into two equal teams & keep score. They have a brilliant match & Spinderella scores the winning goal! ...

This is a new & completely revised book covering the latest UK & European Health & Safety directives. Spindle Moulder Handbook" deals with all aspects of this essential woodworking machine including spindle speeds cutting action theory operation safety cutter & cutter types & their preparation & performance development of cutters grinding profiling & development. A large section covers the practical aspects of operating the machine; the fences guards jigs & so on; the types of operation such as rebating grooving bevelling moulding trimming shaped work routing dovetailing finger jointing tenoning & much more. This title is well-illustrated & written by an acknowledged expert. It is essential reading for all spindle moulder users & students of machine woodworking." ...

When mill-owner Frederick Hallam dies in 1860 his widow Annie plans to build Spinners Lake a project that will keep her from destitution. But then artist Tian Gilchrist walks into her life awakening disturbing memories. Can Annie love another man the way she loved Frederick? ...

This book is longlisted for the Man Booker Prize 2013 & the winner of Book of the Year at the Irish Book Awards 2012. My father still lives back the road past the weir in the cottage I was reared in. I go there every day to see is he dead & every day he lets me down. He hasn't yet missed a day of letting me down." In the aftermath of Ireland's financial collapse dangerous tensions surface in an Irish town. As violence flares the characters face a battle between public persona & inner desires. Through a chorus of unique voices each struggling to tell their own kind of truth a single authentic tale unfolds. The Spinning Heart speaks for contemporary Ireland like no other novel. Wry vulnerable all-too human it captures the language & spirit of rural Ireland & with uncanny perception articulates the words & thoughts of a generation. Technically daring & evocative of Patrick Mc Cabe & J.M. Synge this novel of small-town life is witty dark & sweetly poignant. Donal Ryan's brilliantly realized debut announces a stunning new voice in literary fiction." ...

When sixteen-year-old Alfred Rosenberg is called into his headmasters office for anti-Semitic remarks he made during a school speech he is forced as punishment to memorize passages about Spinoza from the autobiography of the German poet Goethe. Rosenberg is stunned to discover that Goethe his idol was a great admirer of the Jewish seventeenth-century philosopher Baruch Spinoza. Long after graduation Rosenberg remains haunted by this Spinoza problem" how could the German genius Goethe have been inspired by a member of a race Rosenberg considers so inferior to his own a race he was determined to destroyspinoza himself was no stranger to punishment during his lifetime. Because of his unorthodox religious views he was excommunicated from the Amsterdam Jewish community in 1656 at the age of twenty-four & banished from the only world he had ever known. Though his life was short & he lived without means in great isolation he nonetheless produced works that changed the course of history. Over the years Rosenberg rose through the ranks to become an outspoken Nazi ideologue a faithful servant of Hitler & the main author of racial policy for the Third Reich. Still his Spinoza obsession lingered. By imagining the unexpected intersection of Spinozas life with Rosenbergs internationally bestselling novelist Irvin D. Yalom explores the mindsets of two men separated by 300 years. Using his skills as a psychiatrist he explores the inner lives of Spinoza the saintly secular philosopher & of Rosenberg the godless mass murderer." ...

If you thought the Limiters were nasty think again. Theyve brought their females with them this time. & all that stands in their way are Will & his friends & a rag-bag team of retired commandos. Its a smoking spiral of chaos & not everyone is going to survive. ...

The Spiral Draw Book" comes with cool translucent drawing wheels that make it easy to create zillions of dizzying designs right the pages of the book. The book itself is packed with tons of on-the-page drawing ideas plus inspired instructions for swirly projects like spiral scrach art spiral stationery spiral soak art & more
- the range of activities will make your head spin."
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The time when the twelve suns become one is drawing closer & it could mark the end of all things. Only Chess Tuesday can prevent destruction
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Dean Jocelin has a vision: that God has chosen him to erect a great spire on his cathedral. His mason anxiously advises against it for the old cathedral was built without foundations. Nevertheless the spire rises octagon upon octagon pinnacle by pinnacle until the stone pillars shriek & the ground beneath it swims. Its shadow falls ever darker on the world below & on Dean Jocelin in particular. ...