"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."-Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"-Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology-and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness-identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

A fun guide to creating simple wooden jewelry. Craft pins, beads, pendants, and earrings evoke delightful desert art. With practical safety tips and a discussion of the best tools, anyone can get started. Design discussion and many project photographs will launch you in creating exquisite jewelry perfect for gifts. Explore techniques for wood burning, inlayed stones, and repurposed exotic woods.

Join storyteller Thomas Freese as he travels across the United States collecting true tales from folks experiencing the world of the strange up close and personal. Gathered through personal interviews, amazing stories of angels, ghosts, and aliens reveal that so-called normal life is but a thin veneer of mundane activity. Outside bedroom doors or in quaint backyards, creatures from other dimensions call, enticing us to wander away to the woods or communicate across the stretches of space and time. These tales are not culled from old, dusty archives - oh no! Here you will find 108 incredibly creepy stories involving some very strange beings and places: shape shifting creatures, Sasquatch, haunted castles, a return from the dead, fairies, a samurai ghost, photographs of spirits, a chat with a dead dad, revenge from the grave, an African American angel, alien implants, abductions, and more!

Are ghosts, witches, and scary creatures real? Around the fireside, Shelby Sherman Sanford's family is talking about their Halloween fears. Mother, father, and older sister confess their frights, but Shelby says he is not afraid of anything - he wants to go out for a walk! Later that night, when the clock strikes twelve, it seems Shelby gets his chance to prove himself, as he finds himself outside in the neighbor's corn field. A young witch welcomes him with an enchanted apple and one bite gives him the "second sight" of ghosts and monsters. A ride on the witch's broom carries Shelby over the graveyard, past the church, and crashing into a tree to begin his adventure. But is it real or a dream?

Art historian George A. Kubler (1912-1996) was a foundational scholar of ancient American art and archaeology as well as Spanish and Portuguese architecture. During over five decades at Yale University, he published seventeen books that included innovative monographs, major works of synthesis, and an influential theoretical treatise. In this biography, Thomas F. Reese analyzes the early formation, broad career, and writings of Kubler, casting nuanced light on the origins and development of his thinking. Notable in Reese's discussion and contextualization of Kubler's writings is a revealing history and analysis of his Shape of Time-a book so influential to students, scholars, artists, and curious readers in multiple disciplines that it has been continuously in print since 1962. Reese reveals how pivotal its ideas were in Kubler's own thinking: rather than focusing on problems of form as an ordering principle, he increasingly came to sequence works by how they communicate meaning. The author demonstrates how Kubler, who professed to have little interest in theory, devoted himself to the craft of art history, discovering and charting the rules that guided the propagation of structure and significance through time.