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Author: Cheri Tree
Publisher: Aviva Publishing
ISBN: 9781944335687
Category : Business & Economics
Languages : en
Pages : 330
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Book Description
WANT TO KNOW WHAT TRIGGERS THE YES OR TRIPWIRES THE NO IN THE SALES PROCESS? START HERE! Why your prospects buy is exponentially more important than How you sell. Companies spend thousands of hours and millions of dollars annually teaching their people how to sell, instead of investing in answering the only question that ever matters to the bottom line: Why they buy? Cheri Tree discovered that answer when she decided to apply psychology to buyology. Now she s ready to share with readers the four basic personality types: B.A.N.K.TM Blueprint, Action, Nurturing, Knowledge. Most salespeople attempt to sell based on their own personality type precisely why 66 percent of customers are turned off by sales presentations. However, when you decipher your prospects B.A.N.K. codes, you will be far more likely to get the Yes! and close the sale. Why They Buy will teach you how to: Crack others personality codes in less than 90 seconds Connect quickly and on a deeper level with your prospects Comm
Author: Cheri Tree
Publisher: Aviva Publishing
ISBN: 9781944335687
Category : Business & Economics
Languages : en
Pages : 330
Get Book
Book Description
WANT TO KNOW WHAT TRIGGERS THE YES OR TRIPWIRES THE NO IN THE SALES PROCESS? START HERE! Why your prospects buy is exponentially more important than How you sell. Companies spend thousands of hours and millions of dollars annually teaching their people how to sell, instead of investing in answering the only question that ever matters to the bottom line: Why they buy? Cheri Tree discovered that answer when she decided to apply psychology to buyology. Now she s ready to share with readers the four basic personality types: B.A.N.K.TM Blueprint, Action, Nurturing, Knowledge. Most salespeople attempt to sell based on their own personality type precisely why 66 percent of customers are turned off by sales presentations. However, when you decipher your prospects B.A.N.K. codes, you will be far more likely to get the Yes! and close the sale. Why They Buy will teach you how to: Crack others personality codes in less than 90 seconds Connect quickly and on a deeper level with your prospects Comm
Author: Pamela N. Danziger
Publisher: Paramount Market Publishing
ISBN: 9780972529044
Category : Business & Economics
Languages : en
Pages : 316
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Book Description
Pam Danziger has just updated her bestseller, including several new categories. Since apparel is now more often a discretionary purchase than a necessity, she has added new sections on apparel for women, men, teens, and children. Focusing on why people buy things they could probably do without, Danziger now covers 37 categories and has added material about the retail market in each one. There are also new stories of excellent marketers and commentary about how things have changed since September 11, 2001. Corporate leaders, marketing and sales executives, strategic planners, futurists, and merchandisers will benefit.
Author: Martyn R. Lewis
Publisher: Radius Book Group
ISBN: 1635765234
Category : Business & Economics
Languages : en
Pages : 280
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Book Description
Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic—that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase—is at the heart of most revenue generation challenges today. How Customers Buy...and Why They Don’t shows that vendors are too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. The book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things—Sales and Marketing Imperatives—that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors.
Author: Robert B. Settle
Publisher: Wiley
ISBN: 9780471621270
Category : Business & Economics
Languages : en
Pages : 374
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Book Description
What makes people buy the things they do? This audio cassette offers marketers insight into the buying behavior of American consumers. It reveals the hidden needs, motivations, and physical and psychological influences behind their buying habits. Presents invaluable information that can be applied to product design, packaging, marketing, and advertising. Describes how consumers learn about products and develop attitudes toward products and brands, stores and services.
Author: Simon Sinek
Publisher: Penguin
ISBN: 1591846447
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
The inspirational bestseller that ignited a movement and asked us to find our WHY Discover the book that is captivating millions on TikTok and that served as the basis for one of the most popular TED Talks of all time—with more than 56 million views and counting. Over a decade ago, Simon Sinek started a movement that inspired millions to demand purpose at work, to ask what was the WHY of their organization. Since then, millions have been touched by the power of his ideas, and these ideas remain as relevant and timely as ever. START WITH WHY asks (and answers) the questions: why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. START WITH WHY shows that the leaders who have had the greatest influence in the world all think, act and communicate the same way—and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.
Author: Marshal Cohen
Publisher: McGraw Hill Professional
ISBN: 9780071460361
Category : Business & Economics
Languages : en
Pages : 204
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Book Description
A chief analyst at the NPD Group delivers a breakthrough branding and sales strategy that speaks the customer's language.
Author: Jessie Singer
Publisher: Simon and Schuster
ISBN: 1982129689
Category : Medical
Languages : en
Pages : 352
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Book Description
A journalist recounts the surprising history of accidents and reveals how they’ve come to define all that’s wrong with America. We hear it all the time: “Sorry, it was just an accident.” And we’ve been deeply conditioned to just accept that explanation and move on. But as Jessie Singer argues convincingly: There are no such things as accidents. The vast majority of mishaps are not random but predictable and preventable. Singer uncovers just how the term “accident” itself protects those in power and leaves the most vulnerable in harm’s way, preventing investigations, pushing off debts, blaming the victims, diluting anger, and even sparking empathy for the perpetrators. As the rate of accidental death skyrockets in America, the poor and people of color end up bearing the brunt of the violence and blame, while the powerful use the excuse of the “accident” to avoid consequences for their actions. Born of the death of her best friend, and the killer who insisted it was an accident, this book is a moving investigation of the sort of tragedies that are all too common, and all too commonly ignored. In this revelatory book, Singer tracks accidental death in America from turn of the century factories and coal mines to today’s urban highways, rural hospitals, and Superfund sites. Drawing connections between traffic accidents, accidental opioid overdoses, and accidental oil spills, Singer proves that what we call accidents are hardly random. Rather, who lives and dies by an accident in America is defined by money and power. She also presents a variety of actions we can take as individuals and as a society to stem the tide of “accidents”—saving lives and holding the guilty to account.
Author: Martin Butler
Publisher:
ISBN: 9781852524975
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
This provocative and candid book goes behind the scenes to reveal the secret of success behind a number of leading UK retailers. It includes in-depth case studies on John Lewis, Selfridges, Carphone Warehouse, Oddbins, Topshop, B&Q and HMV and unique insight from a number of top retail analysts and commentators.
Author: Jeremy Miller
Publisher: Dundurn
ISBN: 1459728122
Category : Business & Economics
Languages : en
Pages : 277
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Book Description
#1 Globe and Mail Bestseller 2016 Small Business Book Awards — Nominated, Marketing category Sticky Brands exist in almost every industry. Companies like Apple, Nike, and Starbucks have made themselves as recognizable as they are successful. But large companies are not the only ones who can stand out. Any business willing to challenge industry norms and find innovative ways to serve its customers can grow into a Sticky Brand. Based on a decade of research into what makes companies successful, Sticky Branding is your branding playbook. It provides ideas, stories, and exercises that will make your company stand out, attract customers, and grow into an incredible brand. Sticky Branding’s 12.5 guiding principles are drawn from hundreds of interviews with CEOs and business owners who have excelled within their industries.
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 0470599111
Category : Business & Economics
Languages : en
Pages : 214
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Book Description
The ultimate guide to relationships, influence and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy? You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures. If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You. Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU. This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover: Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.
