Scott Richey

Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.

Here’s how it started: I was driving to look at a new property, and a client called me to list one in North Louisiana. I was thinking that this 38-acre listing was right in the sweet spot for the size tracts that many people want for rural home sites in our region. I wondered if this tract could be bought at a price where we could improve it and make some money on it just like the... Well, just like the last several tracts I had bought over the last year!

Use simple and easy-to-follow instructions on how to handle credit bureaus if they refuse to remove inaccurate, unverifiable and questionable information. Learn about the recent consumer-friendly reforms in lending, credit score calculation, and credit bureau behavior.

In this Very Short Introduction, William Lowrie describes the internal and external processes that affect the planet, as well as the principles and methods of geophysics used to investigate them. From analyses of Earth's deepest interior to measurements made from Earth-orbiting satellites, Lowrie shows how geophysical exploration is vitally important in the search for mineral resources and emphasizes our need to understand the history of our planet and the processes that govern its continuing evolution.

If you listened to the original Buffettology, you know exactly half of what you need to know to effectively apply Warren Buffett's investment strategies. The New Buffettology guides listeners through opportunity-rich bear markets, and step-by-step through Buffett's own investment process.

Amoral, cunning, ruthless, and instructive, this piercing work distills 3,000 years of the history of power into 48 well-explicated laws. This bold volume outlines the laws of power in their unvarnished essence, synthesizing the philosophies of Machiavelli, Sun Tzu, Carl von Clausewitz, and other infamous strategists. The 48 Laws of Power will fascinate any listener interested in gaining, observing, or defending against ultimate control.

With irresistibly persuasive vigor, David Shenk debunks the long-standing notion of genetic giftedness, and presents dazzling new scientific research showing how greatness is in the reach of every individual. DNA does not make us who we are. Forget everything you think you know about genes, talent, and intelligence, he writes. In recent years, a mountain of scientific evidence has emerged suggesting a completely new paradigm: not talent scarcity, but latent talent abundance.

From the New York Times best-selling author of Chasing the Scream, a radically new way of thinking about depression and anxiety. What really causes depression and anxiety - and how can we really solve them?

Timea Nagy was 20 years old when she answered a newspaper ad in Budapest, Hungary, calling for young women to work as babysitters and housekeepers in Canada. Hired by what seemed like a legitimate recruitment agency, Timea left her home believing she would earn good money to send back to her family. What she didn't know was that she'd been lured by a ring of international human traffickers - and her life would never again be the same.

Hillbilly Elegy is a passionate and personal analysis of a culture in crisis - that of white working-class Americans. The decline of this group, a demographic of our country that has been slowly disintegrating over 40 years, has been reported on with growing frequency and alarm but has never before been written about as searingly from the inside. J. D. Vance tells the true story of what a social, regional, and class decline feels like when you were born with it hung around your neck.