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In this sequel to his best-seller The System, master sales trainer Eric Lofholm lays out the seven-step sales scripting method he has used to help his clients generate over $500 million in revenue over the last two decades. Eric begins by showing you how to get over some of the common fears associated with sales scripting, such as fear of sounding rehearsed and scriptwriter's block. He then walks you step-by-step through the sales scripting process, revealing secrets such as how to script an effective close and how to script responses to sales objections. He follows up with tips on how to get your scripts written faster and how to rehearse and deliver them effectively so they sound spontaneous. Eric includes hundreds of sample scripts for every sales situation that you can use as templates to create your own custom scripts. For salesmen, sales trainers, and small business owners looking for an edge in today's struggling economy, this book is a must-read.

• Sales Rank: #44858 in eBooks
• Published on: 2015-11-20
• Released on: 2015-11-20
• Format: Kindle eBook

About the Author
ERIC LOFHOLM, best-selling author of The System, is a master sales trainer who has helped over 10,000 students make more sales. Trained by bestselling sales expert Dr. Donald Moine, Eric has helped generate nearly $500 million in revenue in the last two decades. Eric honed his skills as a sales trainer for Tony Robbins from 1997 to 1999 before founding his own company, Eric Lofholm International. He offers expert training both for corporate sales departments and for individuals who want to improve their sales skills.

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9 of 9 people found the following review helpful.
And the book itself is put together like a symphony
By Bernarda & Sam
Before I read Eric's carefully-crafted, effective book, I thought of a Dave Berg cartoon from Mad magazine, in which a boy invites a girl on a date over the phone, reading his script - and she answers from her own written script!
Eric is so generous with examples and models - the last third of the book is all extra attached enrichment material.
And the book itself is put together like a symphony, with each part in its place, but lots of coming back to the same themes, like a patient mentor who will give readers the exposure we need - though he recommends we read it at least seven times to get it under our belts!
Like Plato writing the teachings of Socrates, or Ouspensky with Gurdjieff, or Rumi with Shams, Eric gives us Dr. Moines' teachings, organized so we can assimilate them.
Worth reading, really worth applying - is there anyone who is never a salesperson, ever? I think we can all use some scripting!

1 of 1 people found the following review helpful.
For Effective Sales Results, Read this book
By Ben
This book gives specific steps to improve the area that will improve sales results the fastest. Scripting has been proven to improve confidence and preparation in dealing with the sales process. Eric's expertise comes from feet on the ground actions that have resulted in his being one of the foremost sales influencer today.

1 of 1 people found the following review helpful.
Changed the way I think about sales forever!
By Susan Joy Schleef
Eric Lofholm's book is so well organized and thoroughly covers the key steps in creating a sales script for one-on-one persuasive conversations. This book, as well as group coaching from Eric, has totally changed the way I think about sales and the way I talk to people about my small service business.

See all 15 customer reviews...

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Since Gudrun came from the frozen mists beyond the edge of the world, the Jarl's people have obeyed her in hatred andterror. But the enchantress has one weakness: a son, Kari, banished to a forbidding fortress in the north, never seen by the Jarl's people. In secret they wonder: Are the rumors true? Was he born a monster?

Now Jessa and her cousin Thorkil have been exiled to the north, and if they survive the journey, they will find the truth: Is Kari a beast? Or the means to stop the sorceress?

• Sales Rank: #903412 in eBooks
• Published on: 2012-01-31
• Released on: 2012-01-31
• Format: Kindle eBook

From School Library Journal
Grade 5-9–Snow-walkers drift across great plates of ice, through sleet and snow, in the farthest north, where nothing else lives. When these terrible beings come into contact with humans, they can freeze people with a touch or enmesh them in dreams and steal their souls. The story of a protracted conflict between the Snow-walker witch, Gudrun, and her half-human son Kari, her mirror image, is told mostly from the point of view of Jessa, the daughter of a dispossessed nobleman. With her two knives and equally sharp wits, she makes a satisfying heroine, the only female in a group of companions who resist Gudrun's efforts to conquer their realm and draw Kari under her spell. Their adventures, steeped in Norse mythology and Old English epic poetry, unfold in three books, published separately in England and bound together in this edition. The middle tale, "The Empty Hand," with its monster created by Gudrun's spells, recalls Beowulf. Fisher is a skillful storyteller, using clear language and plenty of action to keep the plot moving. She is at her artistic best when she evokes the northern landscape, with its green pastures, vast haunted forests, and icy reaches where the northern lights glow. Her characters are painted with broad strokes, their conflicts and relationships simple and direct. However, patching together the three titles into one continuous narrative leaves some rough spots. A character from the first book is dropped without explanation, and the second book offers unnecessary retelling of previous events. Still, fantasy readers will happily follow the adventures of Jessa, Kari, and their brave companions.–Margaret A. Chang, Massachusetts College of Liberal Arts, North Adams
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

From Booklist
Gr. 6-9. Drawing on Celtic and Norse mythology (chapter headings are taken from Beowulf and Norse poems), Fisher spins a fantasy quest with all the classic elements. Long ago, the evil sorceress Gudrun the Snow-walker banished her powerful son, Kari, to a distant castle, then seized control of the Jarl's people. Now, the Jarl's subjects Jessa and Thorkil seek to restore the kingdom to its rightful ruler. Gudrun exiles them to Thrasirshall, where Kari is imprisoned. Clever Jessa, Kari, and a small band of friends, including writer-storyteller Skapti, set off on a hero's journey to the far north for a showdown between the wicked ruler and her son. Originally published in Britain as three separate books, this newly melded story suffers from occasionally awkward pacing and narrative shifts that will demand a dedicated, sophisticated reader. In addition, the bard Skapti, who rarely tells any stories, could have been used more effectively to share the unfamiliar mythology. It's the description of the icy backdrop and the mythological beings in the cast, most notably the predatory rune creature, that reveals the beauty of Fisher's prose. For larger fantasy collections. Cindy Dobrez
Copyright © American Library Association. All rights reserved

Review
"A spell-binding story, sure to kindle the imagination." -- Times Educational Supplement

"Fisher comes out with another winner." -- Horn Book Magazine

"Fisher is a skillful storyteller." -- School Library Journal

"Interesting characters, creatures, and tasks will engage readers. An excellent addition to the genre." -- Voice of Youth Advocates (VOYA)

Most helpful customer reviews

8 of 8 people found the following review helpful.
Repacked for your confusion
By Laura C. Perenic
Originally published in England as three separate volumes, Snow-Walker combines The Snow-Walker's Son, The Empty Hand and The Soul Thieves. Using Norse and Celtic mythology to build on, Fisher creates a frozen world dominated by a Sorceress name Gundrun who has dethroned the Jarl. Her equally powerful son, Kari, has been banished to Thrasirshall where he is befriended by fellow outcasts, Jessa, Skapti, Brochael and others. Set upon by runebeasts and other magic the travels bring hardship to many as Gundrun steals the souls of loved ones, including Wulfgar's fiancé. Their journey to lands steeped in old, dark traditions should put them in peril more often but the characters seem fated to live happily ever after and no permanent damage to done. The novel has a choppy pace to its construction from three individual works but this alone cannot explain the work's awkward plot and minimal character development. The story is difficult to follow in places making it more suitable for older readers who will enjoy the challenge of making sense of things. The action is limited and not sustained, leavening the reader bored and disappointed. A re-read may highlight missed intricacies but it's probably not worth the effort.

7 of 7 people found the following review helpful.
This was very intriguing...
By Willow and Jasmine
I have never read a fantasy book quite like this one. It took quite a bit from Norse mythology and some of it reminded me of Beowulf. It takes place in a very cold country in the north.

In the first book, Jessa and Thorkil are banished to Thrasirshall because their parents were not loyal to the present Jarl (ruler) and his evil Snow-walker bride from the north. The snow-walker, Gudrun, banished her monster son, Kari, to Thrasirshall with only one man to look after him. When they arrive, they find Kari to be the mirror image of his mother. (This theme recurrs over and over in the book; the same, but opposite, etc.) He hates his mother as much as the rest of the country does. Soon the Jarl dies and Gudrun sends assassins to kill Kari. He escapes with his few friends and heads back to the Jarlshold. At the end of this book, he defeats his mother and she goes back to the land of the Snow-walkers, beyond the end of the world.

In the second book, a strange monster begins terrorizing the Jarlshold and surrounding countryside. Thorkil is dropped as a main character. Now the 6 main characters are Jessa, Kari, Brochael (Kari's guardian), Wulfgar (the new Jarl), Skapti (a poet) and Hakon (a servant or slave). This book takes place at the Jarlshold for the whole book and is mainly about how no one, not even his friends, will trust Kari because he has power to control people and looks like his mother. At the end of this book, the monster is neatly disposed of, though it had a satisfying ending.

In the third book, Wulfgar is about to be married when Gudrun sends a soul-stealing spell and takes his bride. It soon begins to affect the whole Jarlshold and the friends, except for Wulfgar, journey to the land of the Snow-walkers to try to defeat Gudrun once and for all. Along the way they meet a ghost army, a shape-shifter named Moongarm, a settlement that performs human sacrifice to appease the gods, etc. It was very fast paced. Eventually, they reach the Snow-walkers' land and good triumphs again. It has a happy, but strangely, also sad ending. You feel like something is missing for the characters and they will never completely have a happy ending where everything ties up perfectly. For this reason, the ending is well done. Good never triumphs completely.

The book was narrated from Jessa's point of view, except for a few changes to Hakon or Kari. I thought putting the Norse myths in gave it a very different feel than most other fantasy books I've read. Although it was a VERY long book, it moved along at a breath-taking speed and was never boring, just sort of dream-like. You were never sure what was real and what wasn't. It was definitely a unique read and I recommend it to any fantasy lovers who love a long, cold read! Im planning to look up other books by this author and I'm very glad I took the time to read it.

12 of 14 people found the following review helpful.
Cold and beautiful
By EA Solinas
Welsh author Catherine Fisher strikes gold in an icy, shimmering new fantasy, "Snow-Walker." With likable characters and vidid writing, Fisher demonstrates her talents in the arena of Norse mythology, filled with shapeshifting wolf-men, soul-stealing ghosts, and icy witches.

Jessa is horrified when she learns that the Jarl (a sort of king-chieftain) has exiled her to Thrasirshall -- where Kari, the son of the Jarl and his cold, evil wife Gudrun, lives in complete isolation. He's rumored to be a monster. But when Jessa arrives, she finds that Kari is not a monster -- but a lonely young boy who has the power to destroy his scheming sorceress mother, and has been sent away because of that.

After the death of the Jarl, Gudrun vanishes, and a new Jarl, Wulfgar, is chosen. And Kari vanishes back to the north for a few years, honing his magic abilities. But with power comes greater fear. Kari fears becoming like the evil Gudrun, and others fear his dark magic. Even Wulfgar begins to doubt him, especially when Kari is accused in a prophecy by a priest.

But Kari and Jessa have more than just accusations to deal with. A monstrous, bearlike creature is coming to the Jarlshold, with Wulfgar as its target. And Wulfgar's bride's soul is stolen by Gudrun. Kari and his loyal friends band together to defeat the evil Snow-Walker -- but is the good in Kari enough to keep him from becoming like Gudrun?

The first book by Catherine Fisher, "The Oracle Betrayed," was a tepid mix of Greek and Egyptian cultures. She fares much better with the rich Norse mythology, against a backdrop of monsters, snow, ice, and sorcerous people with eyes like bits of ice. Werewolves, armies of dead men, villages on lakes, and spirits conjured out of loneliness and misery are only part of this story.

It's actually like a trilogy of novellas, each a little over 160 pages long -- "The Snow-Walker's Son," "The Empty Hand," and "The Soul Thieves." With plenty of room to stretch, Fisher's writing is tense, descriptive, poetic, and simple. Her descriptions of magical beasts and phantoms are spellbinding. The main problem is that the climactic battles in "Soul Thieves" and "Snow Walker's Son" seem to finish too quickly and cleanly, although the finale is a satisfying one.

Though the strong-willed Jessa is the lead character, Kari is the center of the novel -- a boy who never had a normal life, and has a lingering fear of being turned to evil. The supporting characters like Wulfgar, Kari's loyal guardian Brochael, crippled thrall Hakon and others are well-drawn. Gudrun isn't given much dimension (okay, she's evil and cruel, we got it), but her chilly plotting is well-done.

Catherine Fisher is well-suited to the robust Norse legends of the snowy north, and the solid "Snow-Walker" is an excellent fantasy read for adults and teens alike.

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The subtitle of "The City Without Jews," A Novel of our Time, remains unfortunately true. Bettauer takes as his subject one of the oldest themes in Jewish history: exile. Exile appears constantly in Jewish literature and history. Written in 1923, the author imagines that anti-Semitism leads Austria to expel all Jews. He describes the expulsion, but does not linger over the suffering, humiliation, and trauma such expulsions have historically caused. Families may be split, and lovers torn from each other, proprietors may be forced to sell their businesses at ridiculously low prices, but Bettauer is less concerned with what happens to any one individual than with taking an idea and carrying to its ultimate conclusion no matter how ridiculous it may seem. This is very much a novel of ideas, not of character. One of the ideas is that the consequences of expulsion are as bad or worse for the country which throws out its Jews as they are for the Jews themselves.

• Sales Rank: #1779741 in Books
• Published on: 1997-05-01
• Original language: English
• Number of items: 1
• Dimensions: 8.50" h x 5.50" w x .50" l,
• Binding: Paperback
• 188 pages

Language Notes
Text: English (translation)
Original Language: German

Most helpful customer reviews

1 of 4 people found the following review helpful.
a prescient novel about pre WWII
By Kindle Customer
A slice of pre war Hitler in Austria- the characters are fascinating and the story reflects reality in retrospect

8 of 10 people found the following review helpful.
Is it possible that I'm the first to review this?
By Lynn Hoffman, author:Radiation Days: A Comedy
The City Without Jews (Stadt Ohne Juden) was a
piece of social science fiction written in the

1920's. Its premise is that a future Austrian
government might decide to exile all its Jews
in order to reduce the competition for Christian
Austrians. After the completion of the forced
emigration, any Jew found in the city would be
put to death.
In the story, a well-disguised Jew re-infiltrates
Austrian society to find and court his Gentile
girlfriend. As the net closes in on him, the
consequences of a city losing its
intellectual and commercial elite starts to be
felt. Which will happen first? Will the lover be
discovered or the Jews readmitted?

This would all be a sweet liberal fable except
for a few things.

*First, this book was wildly
popular. It sold 200,000 copies in Austria alone.

*Second, a decade after it was published, the
Austriad goverment and people decided to commit
a far worse outrage against their Jewish citizen:
instead of exile, they were murdered and Austrians
comprised a disproportionate number of concentration
camp guards.

*Finally, to this day, the Austrian
government and people has been unwilling to
acknowledge that a crime was committed or to
recognize any moral debt to the survivors.

For those of us who want to believe in the power
of literature, The City Without Jews is a very
sad book indeed.

--Lynn Hoffman, author of THE NEW SHORT COURSE IN WINE and
the forthcoming novel bang BANG from Kunati Books.ISBN 9781601640005

2 of 2 people found the following review helpful.
Perhaps its better, but then..
By Curious
One needs to consider a work of a different place and culture to some extent as it may have seemed at the time, through a filter of culture and yet another of translation. Here the effects of time gone by is a third filter yet
The brief work seems prescient in predicting some length that Antisemitism could achieve. It certainly shows that there was a greatly-prevalent antagonism to Jews that could be noted by this writer, an Austrian Protestant.
The book is not quite 200 pages and strikes one as a moralistic fantasy, in line with the sort of writing one might expect of G K Chesterton. Yet, it has a bit less of the moral uncertainty of his works. It is a bit heady and sophomoric for my taste presenting Austrians mostly unfavorably and Jews mostly in glowing terms, perhaps a bit too simply sketched out, for the most part.
Ironically, the Jewish hero, Max, winds up being not only talented, wealthy and clever, but also shows himself to be a crafty manipulator, which fits him to the Antisemitic prejudices, reinforcing the concept of the scheming Jew.
Ultimately, the highly assimilated hero is accepted back in the arms of his country and his Christian near-fiancée and her parents. In this and in the Jewish stereotype that came out, perhaps accidentally, the work really is 'of its time'.
The book was likely too favorable to Jews and negative to Austrians, despite its levity and brevity, as the author was assassinated a bit over a year after its publication.
The fact that removal of Jewish wealth was so harmful to the country may have been likely. One wonders whether a Nazi sympathizer, taking due note of this decided to aggressively strip such wealth and 'milk the Jews dry'.

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In a clear and readable style, Bill Bolton addresses the basic principles of modern instrumentation and control systems, including examples of the latest devices, techniques and applications. Unlike the majority of books in this field, only a minimal prior knowledge of mathematical methods is assumed. The book focuses on providing a comprehensive introduction to the subject, with Laplace presented in a simple and easily accessible form, complimented by an outline of the mathematics that would be required to progress to more advanced levels of study.

Taking a highly practical approach, Bill Bolton combines underpinning theory with numerous case studies and applications throughout, to enable the reader to apply the content directly to real-world engineering contexts. Coverage includes smart instrumentation, DAQ, crucial health and safety considerations, and practical issues such as noise reduction, maintenance and testing. An introduction to PLCs and ladder programming is incorporated in the text, as well as new information introducing the various software programmes used for simulation.

Problems with a full answer section are also included, to aid the reader’s self-assessment and learning, and a companion website (for lecturers only) at http://textbooks.elsevier.com features an Instructor’s Manual including multiple choice questions, further assignments with detailed solutions, as well as additional teaching resources.

The overall approach of this book makes it an ideal text for all introductory level undergraduate courses in control engineering and instrumentation. It is fully in line with latest syllabus requirements, and also covers, in full, the requirements of the Instrumentation & Control Principles and Control Systems & Automation units of the new Higher National Engineering syllabus from Edexcel.

* Assumes minimal prior mathematical knowledge, creating a highly accessible student-centred text
* Problems, case studies and applications included throughout, with a full set of answers at the back of the book, to aid student learning, and place theory in real-world engineering contexts
* Free online lecturer resources featuring supporting notes, multiple-choice tests, lecturer handouts and further assignments and solutions

• Sales Rank: #1646326 in Books
• Brand: Brand: Newnes
• Published on: 2004-08-25
• Original language: English
• Number of items: 1
• Dimensions: 9.80" h x .80" w x 7.30" l, 1.51 pounds
• Binding: Paperback
• 352 pages

Features

• Used Book in Good Condition

Review
“The author has done a great job in condensing fundamental control theory into a practical text suitable for undergraduate studies in engineering…The book is interesting because the author not only details the fundamentals behind the operation but also shows how these devices are used in real applications.” – IEEE Electrical Insulation Magazine, Dec. 2005

About the Author
Former Lecturer at Buckingham Chilterns University College, High Wycombe, UK, and now retired, William Bolton has worked in industry and academia as a senior lecturer in a college of technology, a member of the Nuffield Advanced Physics team, an adviser to a British government aid project in Brazil on technical education, as a UNESCO consultant in Argentina and Thailand, and as Head of Research and Development at the Business and Technician Education Council. He has written many engineering textbooks, including Mechatronics, 4th ed., Engineering Science, 5th ed., Higher Engineering Science, 2nd ed., Mechanical Science, 3rd ed., and Instrumentation and Control Systems.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Four Stars
By Richard Kwofie
The books I bought served their purpose. Thanks once again.

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