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Author: Amitav Chakravarti
Publisher: Springer
Published: 2015-05-15
Total Pages: 209
ISBN-13: 1137466693
DOWNLOAD EBOOK →Full of practical diagrams and maps, as well as international case studies, this book offers a unique and extensively-tested 'GO-STOP Signal Framework', which allows managers to better understand why consumers are not buying their products and what can be done to put this right.
Author: Harry Washburn
Publisher: Basic Books
Published: 2000-01-07
Total Pages: 208
ISBN-13: 9780738201573
DOWNLOAD EBOOK →Selling can be a science as well as an art, and offering the right product at the right price is only the starting point. The authors explore the thought processes potential buyers go through every time they consider making a purchase. This guide offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.
Author: Pamela N. Danziger
Publisher: Paramount Market Publishing
Published: 2004
Total Pages: 316
ISBN-13: 9780972529044
DOWNLOAD EBOOK →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: Simon Sinek
Publisher: Penguin
Published: 2017-09-05
Total Pages: 258
ISBN-13: 0143111728
DOWNLOAD EBOOK →Start With Why has led millions of readers to rethink everything they do – in their personal lives, their careers and their organizations. Now Find Your Why picks up where Start With Why left off. It shows you how to apply Simon Sinek’s powerful insights so that you can find more inspiration at work -- and in turn inspire those around you. I believe fulfillment is a right and not a privilege. We are all entitled to wake up in the morning inspired to go to work, feel safe when we’re there and return home fulfilled at the end of the day. Achieving that fulfillment starts with understanding exactly WHY we do what we do. As Start With Why has spread around the world, countless readers have asked me the same question: How can I apply Start With Why to my career, team, company or nonprofit? Along with two of my colleagues, Peter Docker and David Mead, I created this hands-on, step-by-step guide to help you find your WHY. With detailed exercises, illustrations, and action steps for every stage of the process, Find Your Why can help you address many important concerns, including: * What if my WHY sounds just like my competitor’s? * Can I have more than one WHY? * If my work doesn’t match my WHY, what should I do? * What if my team can’t agree on our WHY? Whether you've just started your first job, are leading a team, or are CEO of your own company, the exercises in this book will help guide you on a path to long-term success and fulfillment, for both you and your colleagues. Thank you for joining us as we work together to build a world in which more people start with WHY. Inspire on! -- Simon
Author: Shari Levitin
Publisher: Red Wheel/Weiser
Published: 2017-02-20
Total Pages: 240
ISBN-13: 1632659271
DOWNLOAD EBOOK →Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process. How can you reconcile your need to meet sales targets with the customer’s desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.
Author: Josh Weltman
Publisher: Workman Publishing Company
Published: 2015-04-07
Total Pages: 193
ISBN-13: 0761184198
DOWNLOAD EBOOK →How to get someone, somewhere, to do something. The job is using words, pictures, stories, and music to seduce strangers. In the industrial, mass-media, consumer economy of the past, the job was called advertising, and “Mad Men” did it. In today’s service-based, social media-focused, information economy, the job is called life, and everyone does it. Here’s how you can do it. And do it better.
Author: David Hoffeld
Publisher: Penguin
Published: 2022-02-08
Total Pages: 289
ISBN-13: 0143129333
DOWNLOAD EBOOK →The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author: Martin Butler
Publisher:
Published: 2005
Total Pages: 0
ISBN-13: 9781852524975
DOWNLOAD EBOOK →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: Brian Tracy
Publisher: Thomas Nelson Inc
Published: 2006-06-20
Total Pages: 240
ISBN-13: 0785288066
DOWNLOAD EBOOK →Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Author: John O'Shaughnessy
Publisher: Oxford University Press on Demand
Published: 1987
Total Pages: 195
ISBN-13: 9780195040876
DOWNLOAD EBOOK →Why People Buy provides an original approach to studying and understanding consumers, showing how to identify their goals, wants, beliefs, and choices. Discussing these and many other issues from the point of view of the marketing manager seeking to attract new customers, retain old ones, increase business, or convert customers from rivals, O'Shaughnessy explains all the major criteria that enter into consumer choices. Original and provocative, Why People Buy is an essential resource for MBA students and students of marketing and business, and 'must' reading for anyone involved in selling or buying.
