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“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers. They were so stressed by this behavior that they suffered from a high incidence of alcohol and substance abuse, divorce, job-jumping, and low productivity. In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham

If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales.

Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before.

Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship.

Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.

• Sales Rank: #76900 in Books
• Brand: Willingham, Ron
• Published on: 2003-06-17
• Released on: 2003-06-17
• Original language: English
• Number of items: 1
• Dimensions: 9.53" h x .86" w x 6.42" l, .98 pounds
• Binding: Hardcover
• 210 pages

Review
“Powerful, insightful, and practical. Integrity Selling for the 21st Century dispels outdated methods and techniques and replaces them with a dynamic six-step process for success… A must-read for any sales professional.”
—Alex Perriello, president and CEO, Coldwell Banker Real Estate Corporation

“Integrity Selling® is a wonderful tool that analyzes what makes people buy, and breaks down the process into simple and usable bites.”
—Dennis Manning, president and CEO, Guardian Life Insurance Company of America

“Ron Willingham’s new book helps salespeople realize that customers are not persuaded so much by what they say but by who they are and how they relate to others. It’s a refreshing book that peels back the artificial layers of traditional selling and exposes the true essence of sales success.” —Gerhard Gschwandtner, founder and publisher, Selling Power

“The Integrity Selling® program reminds us there is more to sales than being customer-focused. It’s going the extra mile to solve needs, not fill wants. It’s making the conscious decision to do things right for people because it’s the right thing to do. Now, more than ever, those who believe in ethics, trust, honesty, responsibility, and integrity succeed. Those who don’t, do not.”
—Barry Griswell, chairman, president, and CEO, Principal Financial Group

From the Inside Flap
"I have observed several hundred salespeople who were taught to use deceptive practices like 'bait and switch' and encouraged to play negotiation games with customers. They were so stressed by this behavior that they suffered from a high incidence of alcohol and substance abuse, divorce, job-jumping, and low productivity. In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher." -- Ron Willingham
If you've tried manipulative, self-focused selling techniques that demean you and your customer, if you've ever wondered if selling could be more than just talking people into buying, then "Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs -- and believing that you can meet those needs -- will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales.
Since the publication of Ron Willingham's enormously successful first book, "Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the "New York Times. In his new book, "Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today's business climate -- when the need for integrity is greater than ever before.
"Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellarsalesperson in any business climate. Once you've established your own goals and personality traits, you'll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship.
Drawing upon Willingham's years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.

From the Back Cover
“Powerful, insightful, and practical. Integrity Selling for the 21st Century dispels outdated methods and techniques and replaces them with a dynamic six-step process for success… A must-read for any sales professional.”
—Alex Perriello, president and CEO, Coldwell Banker Real Estate Corporation

“Integrity Selling® is a wonderful tool that analyzes what makes people buy, and breaks down the process into simple and usable bites.”
—Dennis Manning, president and CEO, Guardian Life Insurance Company of America

“Ron Willingham’s new book helps salespeople realize that customers are not persuaded so much by what they say but by who they are and how they relate to others. It’s a refreshing book that peels back the artificial layers of traditional selling and exposes the true essence of sales success.” —Gerhard Gschwandtner, founder and publisher, Selling Power

“The Integrity Selling® program reminds us there is more to sales than being customer-focused. It’s going the extra mile to solve needs, not fill wants. It’s making the conscious decision to do things right for people because it’s the right thing to do. Now, more than ever, those who believe in ethics, trust, honesty, responsibility, and integrity succeed. Those who don’t, do not.”
—Barry Griswell, chairman, president, and CEO, Principal Financial Group

Most helpful customer reviews

12 of 13 people found the following review helpful.
Corporate Standard
By Steve Bate
After reading and studying this book, I have made it the standard for our company. It has the right answers presented in a clear, concise and easy to follow manner. If a person follows the process in this book, he/she will be successful in selling, no matter what the product. It is particularly valuable in taching how to sell high-dollar and multi-sales-call products/services.

6 of 6 people found the following review helpful.
A Winner of a Book about Sales
By Mary Lou Cheatham
Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy is a useful book based on a customer needs-focused philosphy.

It teaches a six step program:

1. Approach
2. Interview
3. Demonstrate
4. Validate
5. Netotiate
6. Close

This easy-to-understand system can be applied to most selling challenges. This book is an interactive book with self-evaluation required.

It is useful not only for the people who consider selling part of their business, but also for almost everyone. We are all selling something.

The book is easy to read, and the headings are clear. It is a useful study tool.

I like the principle that states that the main challenge of selling is emotional control. Many of us need to work on negative feelings before we try to sell. If we can learn to manage our emotions, we can learn to manage our sales outcomes.

An excellent choice!

4 of 4 people found the following review helpful.
"Integrity" says it all
By Sales Trainer
If you are in sales and you want a system that truly focuses on the needs and wants of the prospect, this book is for you. It'll help you feel good about what you do and, more importantly, it'll help your customers feel good about what you do.
You'll position yourself as someone who genuinely wants to do what's best for the customer, and that will make you easy to do business with and easy to refer to others.
I've worked with this system since Ron's first book came out. Sales people of all experience levels have the same response - this works and people buy because they know I am interested in them. This book is better than the first one, and in my opinion will increase your production through providing value to the customer.

See all 62 customer reviews...

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[V198.Ebook] PDF Ebook Quien cuenta las estrellas? / Number the Stars (Spanish Edition), by Lois Lowry

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Ten-year-old Annemarie Johansen and her best friend Ellen Rosen often think of life before the war. It's now 1943 and their life in Copenhagen is filled with school, food shortages, and the Nazi soldiers marching through town. When the Jews of Denmark are "relocated". Ellen moves in with the Johansens and pretends to be one of the family. Soon Annemarie is asked to go on a dangerous mission to save Ellen's life. An ALA Notable Book. A "School Library Journal" Best Book of the Year. Teacher's Guide.

• Sales Rank: #696096 in Books
• Brand: Lowry, Lois/ Sanz, Juan Carlos (ILT)/ Luque, Juan (TRN)
• Published on: 2011-06-30
• Original language: Spanish
• Number of items: 1
• Dimensions: 7.50" h x 5.00" w x .50" l, .55 pounds
• Binding: Paperback
• 204 pages

Features

• Used Book in Good Condition

Most helpful customer reviews

0 of 0 people found the following review helpful.
Book
By Liz
The book was in great condition. It was a great translation and comparable to the English version of the novel.

0 of 0 people found the following review helpful.
quien cuenta las estrellas
By EH
Este libro fue recomendado en la escuela de mi hija. Ella lo leyó casi en dos días. Le gustó bastante

0 of 0 people found the following review helpful.
Sobre 2da guerra mundial
By Fernando A. Castro
Buena novela histórica para niños de 8 añitos para arriba.

See all 4 customer reviews...

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[A767.Ebook] Free Ebook Principles of Brewing Science: A Study of Serious Brewing Issues, by George Fix

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In this indispensable reference, Fix applies the practical language of science to the art of brewing.

• Sales Rank: #212009 in Books
• Model: 1751170
• Published on: 1999-11-16
• Original language: English
• Number of items: 1
• Dimensions: 9.09" h x .50" w x 6.16" l, .76 pounds
• Binding: Paperback
• 250 pages

About the Author
The late George Fix will be remembered as a pioneer in finite element methods and phase field methods, and for numerous other contributions to numerical analysis and applied mathematics. He also distinguished himself as the chairman of three mathematics departments and as a caring adviser and mentor to graduate students and junior mathematicians. George had a second concurrent and distinguished career as a practitioner and scientist in the brewing of beer. His own home brews won countless regional and national sanctioned competitions, and he was named Homebrewer of the Year in 1981 by the American Homebrewers Association (AHA). He wrote two books with his wife, Laurie, An Analysis of Brewing Techniquesand one of the Classic Beer Style SeriesMarzen, Oktoberfest and Vienna. In addition, he authored a scientific treatise titledPrinciples of Brewing Science, which has gone through two editions and which is a standard reference among amateur and especially professional brewers. He was awarded the Distinguished Service Recognition Award by the Association of Brewers in 1991 and the Ninkasi award by the AHA in 1997, the highest honors bestowed by these organizations at the time. He also served as a consultant for brewpubs and gave numerous lectures all over the country to aficionados of the brewing arts and sciences.

Most helpful customer reviews

13 of 41 people found the following review helpful.
Not for the homebrewer
By Bigfoot
While jam-packed with technical brewing-related information on the molecular level, the book is virtually useless to the amateur brewer seeking to improve his or her beer. I did not expect instant enlightenment, but I did hope to glean some knowledge of water chemistry, hop utilization, etc. Unfortunately, I am brewing beer, not conducting experiments in a well-equipped laboratory. The prose is somewhat dry and reads like a post-graduate-level lecture. Definitely a chemistry text, and not a brewing text.

9 of 10 people found the following review helpful.
Very interesting for those seeking a deeper understanding of brewing science
By S. McDowall
Great book, well written and researched. The book gives a much more thorough treatment of the chemistry of the process than many other texts on the subject. The book would likely not be of significant utility (they should read How to Brew: Everything You Need To Know To Brew Beer Right The First Time which is a very good practical guide), but for those who seek an deeper understanding of the molecular basis of said noble beverage it is well worth the effort.

As a bit of a chemistry nerd, I really enjoyed this book. For those who don't have a chemistry background it may be a little bit overwhelming at times but probably no less interesting.

I would like to take issue with the publisher however, as there are several errors in the printed text. Most of these errors are typographical by nature and as innocuous as any such error can be in a published work but for a work which markets itself as a serious study of brewing science it really is important to be reliable. When such errors relate to scientific information they can affect the delivery of information and markedly detract from the reader's overall impression of professionalism and validity.

Despite this, I strongly recommend this work as a most thorough and entertaining explanation of brewing science.

8 of 9 people found the following review helpful.
A Primer to Technical Brewing Manuals for Inquisitive Homebrewers
By Druid Brew
While the book does have its problems with seemingly circular references and excessive typos, I think this is the best, to-the-point distillation of decades of brewing research available. I appreciate the scientific format of citing references to support claims, as you can easily go verify the statements for yourself. While this book does not read like a novel, I think the technical style is well written, clear and concise. You won't find elegant language or long prose; it isn't that kind of brewing or homebrewing book. I would recommend this book to anyone who ever asks the questions "why" or "how" when it comes to brewing. If you are simply looking for a how-to book then this may not be for you. If you want to know the answer to why hop oils isomerize or degrade the way they do, or why brewing water affects brewing or why different enzymes behave the way they do at given temperatures and pH, or how kegging pressure affects the partial pressure of carbon dioxide and carbonic acid (or many other questions like these), then this is your book.

Overall, I think this book is an excellent distillation of more advanced (and lengthy) technical brewing books, and I will be recommending this to many of my friends involved in the AHA and BJCP.

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[X167.Ebook] Download Industrial Pipework, by Doug Kentish

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Great book, in good condition. Some wear from gentle use.

• Sales Rank: #16498962 in Books
• Published on: 1982-03
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 352 pages

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By Mohamed Abo-Hashish
It was very useful for plant design engineer, in addition of its simplicity.

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[T806.Ebook] Fee Download The Architect's Studio Companion: Rules of Thumb for Preliminary Design 4th (fourth) edition, by Edward Allen

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• Sales Rank: #1452252 in Books
• Published on: 2006
• Binding: Hardcover

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Leadership is never more crucial than when corporate survival is at stake. But the days of the tough guys are over. The leaders who are driving today’s sustainable turnarounds understand that the answers to a distressed company’s problems lie almost always within the firm itself – usually at middle manager level and below. The secret is cooperation. Drawing on interviews with top company doctors and advisers, as well as on the authors’ own experience, Leading Corporate Turnarounds explores seven key leadership and management skills required for successful turnaround, and shows why quickly gaining the buy-in and trust of all stakeholders is the key to ultimate success.

• Written by the founding directors of the Society of Turnaround Professionals (STP), with a proposed Foreword by the Society’s Patron Sir John Harvey-Jones
• Considers the different drivers of turnaround, the alternatives to it, and the restructuring processes required to move beyond crisis stabilization to sustainable change
• Features international case studies from leading companies including BT, Virgin Express, Arthur Andersen, Parmalat, GE, Lee Cooper, New Look and IBM

• Sales Rank: #961535 in Books
• Published on: 2006-02-03
• Original language: English
• Number of items: 1
• Dimensions: 9.27" h x 1.02" w x 6.40" l, 1.09 pounds
• Binding: Hardcover
• 248 pages

Review
"...provides several striking examples of corporate turnarounds in recent years..." (Financial Times, April 2006)

"...describes real life turnarounds more extraordinary than fiction..." (The Financial Director, June 2006)

From the Inside Flap
Having published the extremely successful Corporate Turnaround (Penguin 1999), which talks about what to do in a turnaround, the authors decided that they would undertake a new research project to better understand the current role of leadership in turnaround situations. 75% of Society of Turnaround Professional members were interviewed and a further 10 interviews were carried out with non-members.

"An incisive and instructive book firmly based in the (very) real world."
—Jon Moulton, Managing Partner, Alchemy Partners LLP

"As operationally focused investors, time and time again we see the importance of leadership to the success of corporations, and particularly to companies experiencing some form of distress. This book will be of use not just to turnaround practitioners seeking to develop their leadership skills, but also to the stakeholders whose job it is to identify and recruit the high quality leaders needed for corporate success."
—Huw Phillips, Principal, Clayton Dubilier and Rice

From the Back Cover
Leadership is never more crucial than when corporate survival is at stake. But the days of the tough guys are over. The leaders who are driving today’s sustainable turnarounds understand that the answers to a distressed company’s problems lie almost always within the firm itself usually at middle manager level and below. The secret is cooperation.

Drawing on interviews with world leading, international company doctors and advisers, as well as on the authors’ own experience, Leading Corporate Turnarounds explores seven key leadership and management skills required for successful turnaround, and shows why quickly gaining the buy-in and trust of all stakeholders is the key to ultimate success.

"This is an admirable guide to the increasingly specialized business of corporate turnaround; I wish I had it when I started at BT in 2001."
—Sir Christopher Bland, Chairman, BT Group

"Why wait for a crisis to hit before reading this book? There is so much good material here which can be used preventatively to stop your company going to the brink. If I had this book available when we faced our turnaround, I have no doubt that I would have moved faster to tackle the problems! This book is a must even for those seeking to stimulate change before the crisis begins."
—Patrick O’Sullivan, Group Finance Director, Zurich Financial Services

"This well researched analysis of the characteristics of leadership in turnarounds is a valuable and timely successor to Corporate Turnaround. It should be essential reading not only for those involved in company rescues but also for those who want to learn about crisis leadership without experiencing it themselves."
—Paul Thompson, Head of Lending Services, HSBC

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0 of 0 people found the following review helpful.
Book received in Excellent Condition
By Krystal Khadine George
Excellent condition

6 of 6 people found the following review helpful.
Turnaround tips for companies in crisis
By Rolf Dobelli
Managing a successful turnaround is tough, and it requires tough actions by "company doctors" who gallop in to rescue companies from the brink of financial death. Although most management projects require subtlety and tact, turnarounds need quick, blunt actions, such as firing top managers or selling unprofitable divisions. Stuart Slatter, David Lovett and Laura Barlow present a blueprint for people engaged in turnarounds. Using interviews with 80 turnaround specialists in the United Kingdom, the authors make their point - often more than once. The most interesting and useful parts of this volume are the short, boxed case studies in each chapter. We recommend this informative book on a little-known business topic to creditors, attorneys, accountants, venture capitalists and curious managers, as well as to specialized consultants who may become involved in turnarounds.

1 of 1 people found the following review helpful.
Good book covering all the basics corporate turn around
By Amazon Customer
This is quite a specific book on a specific subject and part of the message is that corporate turnaround should be left to specialists of the matter - the authors have founded a professional organization to group the specialist turn-around executives. That said, the insights are great; and the real-life examples from the first half of the 2000's quite enlightening. Having been in one of these companies it is great to know what happened behind the curtains!

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[R666.Ebook] Free PDF A Lowcountry Christmas, by Mary Alice Monroe

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A wounded warrior and his younger brother discover the true meaning of Christmas in this timeless story of family bonds.

As far as ten-year-old Miller McClellan is concerned, it’s the worst Christmas ever. His father’s shrimp boat is docked, his mother is working two jobs, and with finances strained, Miller is told they can’t afford the dog he desperately wants. “Your brother’s return from war is our family’s gift,” his parents tell him. But when Taylor returns with PTSD, family strains darken the holidays.

Then Taylor’s service dog arrives—a large black Labrador/Great Dane named Thor. His brother even got the dog! When Miller goes out on Christmas Eve with his father’s axe, determined to get his family the tree they can't afford, he takes the dog for company—but accidentally winds up lost in the wild forest. The splintered family must come together to rediscover their strengths, family bond, and the true meaning of Christmas.

• Sales Rank: #2465 in eBooks
• Published on: 2016-10-25
• Released on: 2016-10-25
• Format: Kindle eBook

Review
“Mary Alice has woven a lovely and memorable tale about a veteran with PTSD and his service dog. You’ll be swept up into the moment and uplifted in beautiful ways.”

  (Luis Carlos Montalván, New York Times Bestselling Author of Until Tuesday: A Wounded Warrior and the Golden Retriever Who Saved Him )

“Mary Alice Monroe, you are deeply gifted.  You made A  Lowcountry Christmas informative.  You made it impactful. You made it safe to read. Taylor’s dance with suicide was a place not easily entered.  Miller seemed to pave the way for one to enter…  Your setting didn’t skirt the issue, nor did it set off  PTSD triggers.  You raised awareness.  Thank you for lifting the veil for all your readers.”

                            (Joan Mehew, Dolphin Research Center, Recipient of the 2013 Wounded Warrior Project “Carry It Forward” Award )

About the Author
Mary Alice Monroe is the New York Times bestselling author of more than a dozen novels, including The Summer Girls, The Summer Wind, The Summer’s End, Last Light Over Carolina, Time Is a River, Sweetgrass, Skyward, The Beach House, Beach House Memories, Swimming Lessons, The Four Seasons, and The Book Club. Her books have received numerous awards, including the 2008 South Carolina Center for the Book Award for Writing, the 2014 South Carolina Award for Literary Excellence, the 2015 SW Florida Author of Distinction Award, the RT Lifetime Achievement Award, and the International Book Award for Green Fiction. An active conservationist, she lives in the lowcountry of South Carolina. Visit her at MaryAliceMonroe.com and at Facebook.com/MaryAliceMonroe.

Mary Alice Monroe is the New York Times bestselling author of more than a dozen novels, including The Summer Girls, The Summer Wind, The Summer’s End, Last Light Over Carolina, Time Is a River, Sweetgrass, Skyward, The Beach House, Beach House Memories, Swimming Lessons, The Four Seasons, and The Book Club. Her books have received numerous awards, including the 2008 South Carolina Center for the Book Award for Writing, the 2014 South Carolina Award for Literary Excellence, the 2015 SW Florida Author of Distinction Award, the RT Lifetime Achievement Award, and the International Book Award for Green Fiction. An active conservationist, she lives in the lowcountry of South Carolina. Visit her at MaryAliceMonroe.com and at Facebook.com/MaryAliceMonroe.

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0 of 0 people found the following review helpful.
Mary Alice NEVER disappoints. Must read - it's not just for the holidays!
By KN
Mary Alice doesn't disappoint in this continuation of her Lowcountry Summer series. Spending time on Jeremy Creek in McClellanville this past summer enabled me to see so clearly every path, road, home, shop and the restaurant she writes about in the book.

A Lowcountry Christmas is based on Taylor McClellan whom we met earlier in the Lowcountry Summer series. Taylor is now married to Harper, and they have a daughter, Marietta and his Lab/Great Dane dog, Thor. The book begins on Christmas Eve 2015 with Taylor, so happy with his young family. He reflects on the holiday season five years prior when he returned home from Afghanistan, wounded and the sole survivor of the platoon he led and whose Humvee was hit by an IED while patrolling the desert and defending the border. Taylor not only had terrible physical wounds, but moreover PTSD. He is given a therapy dog by a Pets for Vets in hopes of helping him cope with repercussions of the horror of what happened in the desert. This story is how an unbreakable bond of love and trust between a man and his dog can be one of the greatest healing powers.

Beautifully written, this book tells a story from the eyes of Taylor, his 10 year old brother, Miller and their mother, Jenny. This is a story that takes a long overdue and realistic first, second and third person look at the effects of PTSD. We see and feel, first hand, what Taylor (and his family) goes through every day - things that "we" typically are not affected by, such as a car that backfires on the street - and the effect on someone who is suffering PTSD. We see the struggle of a Taylor's dad, Alistair, a lifelong shrimper who has no other option but to take his boat, the Miss Jenny (named for his wife) out of commission because he and his fellow shrimpers can't compete with the importers' lower prices. He's now working any job he can find just to make ends meet.

This heartwarming book is the story of how a service dog not only brings a Marine back to life, but unites a family torn by the stresses of keeping a family afloat amidst uncertain financial times and the precarious future of an industry in need of a boost. Mary Alice reminds us that, at the end of the day, family is most important.

I love reading Mary Alice Monroe, not only because she's a gifted writer, but because of her ongoing dedication to the conservation of this earth and the creatures on it - and now to her commitment to the preservation of those who have fought tirelessly for freedom - many whom have returned scarred, both emotionally and physically, and have been pushed aside or out and forgotten. #WoundedWarriors #PetsForVets #SCShrimpers

1 of 1 people found the following review helpful.
Fantastic !!!
By reader
I have always enjoyed Mary Alice Monroe's books, but this one tops them all !
It was beautifully and sensitively written.
I laughed... I cried.... I cried some more...... all happy tears.
I have a friend in her 30s who served in Afghanistan and recently received her own service dog. I have discussed this book with her niece and feel very comfortable passing this book on to her aunt.
Who would not love each of the characters?
The Epilogue was a wonderful ending to this touching story.
I highly recommend this book.

1 of 1 people found the following review helpful.
Another fantastic book from Mary Alice Monroe
By Susan S Beebe
Another amazing read from my favorite author. Mary Alice combines family dynamics, PTSD, service dogs, the plight of the shrimpers along our eastern coast, and Christmas all in one fantastic read. You will laugh, cry, and at some level relate to this family. This is not just a Christmas book, but one you will read and treasure every season, but especially now as the holidays approach.

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