Buying Behavior Simple Steps To Win Insights And Opportunities For Maxing Out Success

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Buying Behavior - Simple Steps to Win, Insights and Opportunities for Maxing Out Success

Author : Gerard Blokdijk
Publisher : Complete Publishing
ISBN 13 : 9781488897672
Total Pages : 150 pages
Book Rating : 4.8/5 (976 download)

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Book Synopsis Buying Behavior - Simple Steps to Win, Insights and Opportunities for Maxing Out Success by : Gerard Blokdijk

Download or read book Buying Behavior - Simple Steps to Win, Insights and Opportunities for Maxing Out Success written by Gerard Blokdijk and published by Complete Publishing. This book was released on 2015-10-05 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: The one-stop-source powering Buying Behavior success, jam-packed with ready to use insights for results, loaded with all the data you need to decide how to gain and move ahead. Based on extensive research, this lays out the thinking of the most successful Buying Behavior knowledge experts, those who are adept at continually innovating and seeing opportunities. This is the first place to go for Buying Behavior innovation - INCLUDED are numerous real-world Buying Behavior blueprints, presentations and templates ready for you to access and use. Also, if you are looking for answers to one or more of these questions then THIS is the title for you: What affects consumer buying behavior? How do social factors affect buying behavior? Does Square package and report consumers' buying behavior to the merchants it services? Does internet research influence customer buying behavior? How does social class affect buying behavior? Are there trends in online (buying) behavior within B2B? Will real-time location based services influence consumer buying behavior? How can social media affect buying behavior? How is Big Data moving beyond buying behavior, likes and popularity to account for other dimensions of quality? What is the impact of email marketing in women's buying behavior? Does packaging play an important role in the process of consumer buying behavior? What is the role of digital marketing in women's buying behavior? Do you have a tool for gauging your target market's pulse or buying behavior patterns? When deciding where to spend your after-graduation trip, which consumer buying behavior will be involved? Is consumer buying behavior the same as consumer buying interest? Or consumer buying interest influenced by consumer buying behavior? Where can I read about studies/statistics regarding online buying behavior ? ...and much more...

Proceedings of the XV International symposium Symorg 2016

Author : Ondrej Jaško
Publisher : University of Belgrade, Faculty of Organizational Sciences
ISBN 13 : 8676803269
Total Pages : 1520 pages
Book Rating : 4.6/5 (768 download)

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Book Synopsis Proceedings of the XV International symposium Symorg 2016 by : Ondrej Jaško

Download or read book Proceedings of the XV International symposium Symorg 2016 written by Ondrej Jaško and published by University of Belgrade, Faculty of Organizational Sciences . This book was released on 2016-06-03 with total page 1520 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Playing to Win

Author : Alan G. Lafley
Publisher : Harvard Business Press
ISBN 13 : 142218739X
Total Pages : 274 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Playing to Win by : Alan G. Lafley

Download or read book Playing to Win written by Alan G. Lafley and published by Harvard Business Press. This book was released on 2013 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.

The Challenger Sale

Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis The Challenger Sale by : Matthew Dixon

Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

How to Win Friends and Influence People

Author :
Publisher : ببلومانيا للنشر والتوزيع
ISBN 13 :
Total Pages : 304 pages
Book Rating : 4./5 ( download)

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Book Synopsis How to Win Friends and Influence People by :

Download or read book How to Win Friends and Influence People written by and published by ببلومانيا للنشر والتوزيع. This book was released on 2024-02-17 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: You can go after the job you want…and get it! You can take the job you have…and improve it! You can take any situation you’re in…and make it work for you! Since its release in 1936, How to Win Friends and Influence People has sold more than 30 million copies. Dale Carnegie’s first book is a timeless bestseller, packed with rock-solid advice that has carried thousands of now famous people up the ladder of success in their business and personal lives. As relevant as ever before, Dale Carnegie’s principles endure, and will help you achieve your maximum potential in the complex and competitive modern age. Learn the six ways to make people like you, the twelve ways to win people to your way of thinking, and the nine ways to change people without arousing resentment.

Thinking, Fast and Slow

Author : Daniel Kahneman
Publisher : Farrar, Straus and Giroux
ISBN 13 : 1429969350
Total Pages : 511 pages
Book Rating : 4.4/5 (299 download)

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Book Synopsis Thinking, Fast and Slow by : Daniel Kahneman

Download or read book Thinking, Fast and Slow written by Daniel Kahneman and published by Farrar, Straus and Giroux. This book was released on 2011-10-25 with total page 511 pages. Available in PDF, EPUB and Kindle. Book excerpt: Major New York Times bestseller Winner of the National Academy of Sciences Best Book Award in 2012 Selected by the New York Times Book Review as one of the ten best books of 2011 A Globe and Mail Best Books of the Year 2011 Title One of The Economist's 2011 Books of the Year One of The Wall Street Journal's Best Nonfiction Books of the Year 2011 2013 Presidential Medal of Freedom Recipient Kahneman's work with Amos Tversky is the subject of Michael Lewis's The Undoing Project: A Friendship That Changed Our Minds In his mega bestseller, Thinking, Fast and Slow, Daniel Kahneman, the renowned psychologist and winner of the Nobel Prize in Economics, takes us on a groundbreaking tour of the mind and explains the two systems that drive the way we think. System 1 is fast, intuitive, and emotional; System 2 is slower, more deliberative, and more logical. The impact of overconfidence on corporate strategies, the difficulties of predicting what will make us happy in the future, the profound effect of cognitive biases on everything from playing the stock market to planning our next vacation—each of these can be understood only by knowing how the two systems shape our judgments and decisions. Engaging the reader in a lively conversation about how we think, Kahneman reveals where we can and cannot trust our intuitions and how we can tap into the benefits of slow thinking. He offers practical and enlightening insights into how choices are made in both our business and our personal lives—and how we can use different techniques to guard against the mental glitches that often get us into trouble. Winner of the National Academy of Sciences Best Book Award and the Los Angeles Times Book Prize and selected by The New York Times Book Review as one of the ten best books of 2011, Thinking, Fast and Slow is destined to be a classic.

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Decide & Deliver

Author : Marcia W. Blenko
Publisher : Harvard Business Press
ISBN 13 : 1422147576
Total Pages : 182 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Decide & Deliver by : Marcia W. Blenko

Download or read book Decide & Deliver written by Marcia W. Blenko and published by Harvard Business Press. This book was released on 2010 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: -Identify your critical decisions. Focus on those that matter most to your company's performance. --

The Behavior Gap

Author : Carl Richards
Publisher : Penguin
ISBN 13 : 1101559551
Total Pages : 179 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis The Behavior Gap by : Carl Richards

Download or read book The Behavior Gap written by Carl Richards and published by Penguin. This book was released on 2012-01-03 with total page 179 pages. Available in PDF, EPUB and Kindle. Book excerpt: "It's not that we're dumb. We're wired to avoid pain and pursue pleasure and security. It feels right to sell when everyone around us is scared and buy when everyone feels great. It may feel right-but it's not rational." -From The Behavior Gap Why do we lose money? It's easy to blame the economy or the financial markets-but the real trouble lies in the decisions we make. As a financial planner, Carl Richards grew frustrated watching people he cared about make the same mistakes over and over. They were letting emotion get in the way of smart financial decisions. He named this phenomenon-the distance between what we should do and what we actually do-"the behavior gap." Using simple drawings to explain the gap, he found that once people understood it, they started doing much better. Richards's way with words and images has attracted a loyal following to his blog posts for The New York Times, appearances on National Public Radio, and his columns and lectures. His book will teach you how to rethink all kinds of situations where your perfectly natural instincts (for safety or success) can cost you money and peace of mind. He'll help you to: • Avoid the tendency to buy high and sell low; • Avoid the pitfalls of generic financial advice; • Invest all of your assets-time and energy as well as savings-more wisely; • Quit spending money and time on things that don't matter; • Identify your real financial goals; • Start meaningful conversations about money; • Simplify your financial life; • Stop losing money! It's never too late to make a fresh financial start. As Richards writes: "We've all made mistakes, but now it's time to give yourself permission to review those mistakes, identify your personal behavior gaps, and make a plan to avoid them in the future. The goal isn't to make the 'perfect' decision about money every time, but to do the best we can and move forward. Most of the time, that's enough."

Stochastic Models of Buying Behavior

Author : William F. Massy
Publisher : MIT Press (MA)
ISBN 13 :
Total Pages : 488 pages
Book Rating : 4.F/5 ( download)

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Book Synopsis Stochastic Models of Buying Behavior by : William F. Massy

Download or read book Stochastic Models of Buying Behavior written by William F. Massy and published by MIT Press (MA). This book was released on 1970 with total page 488 pages. Available in PDF, EPUB and Kindle. Book excerpt: Approaches to stochastic modeling; Estimating and testing stochastic models; Brand-choice models; Zero-order models; Two state markov models; Linear learning models for brand choice; A probability diffusion model; Application of the probability diffusion model; Purchase incidence models; Models for purchase timing and market penetration; A stochastic model for monitoring new product adoption; Parameter estimations and some emperical results for STEAM; Extension to STEAM.

The Psychology of Selling

Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)

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Book Synopsis The Psychology of Selling by : Brian Tracy

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Hooked

Author : Nir Eyal
Publisher : Penguin
ISBN 13 : 0698190661
Total Pages : 203 pages
Book Rating : 4.6/5 (981 download)

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Book Synopsis Hooked by : Nir Eyal

Download or read book Hooked written by Nir Eyal and published by Penguin. This book was released on 2014-11-04 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: Revised and Updated, Featuring a New Case Study How do successful companies create products people can’t put down? Why do some products capture widespread attention while others flop? What makes us engage with certain products out of sheer habit? Is there a pattern underlying how technologies hook us? Nir Eyal answers these questions (and many more) by explaining the Hook Model—a four-step process embedded into the products of many successful companies to subtly encourage customer behavior. Through consecutive “hook cycles,” these products reach their ultimate goal of bringing users back again and again without depending on costly advertising or aggressive messaging. Hooked is based on Eyal’s years of research, consulting, and practical experience. He wrote the book he wished had been available to him as a start-up founder—not abstract theory, but a how-to guide for building better products. Hooked is written for product managers, designers, marketers, start-up founders, and anyone who seeks to understand how products influence our behavior. Eyal provides readers with: • Practical insights to create user habits that stick. • Actionable steps for building products people love. • Fascinating examples from the iPhone to Twitter, Pinterest to the Bible App, and many other habit-forming products.

Switch

Author : Chip Heath
Publisher : Crown Currency
ISBN 13 : 030759016X
Total Pages : 322 pages
Book Rating : 4.3/5 (75 download)

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Book Synopsis Switch by : Chip Heath

Download or read book Switch written by Chip Heath and published by Crown Currency. This book was released on 2010-02-16 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives? The primary obstacle is a conflict that's built into our brains, say Chip and Dan Heath, authors of the critically acclaimed bestseller Made to Stick. Psychologists have discovered that our minds are ruled by two different systems - the rational mind and the emotional mind—that compete for control. The rational mind wants a great beach body; the emotional mind wants that Oreo cookie. The rational mind wants to change something at work; the emotional mind loves the comfort of the existing routine. This tension can doom a change effort - but if it is overcome, change can come quickly. In Switch, the Heaths show how everyday people - employees and managers, parents and nurses - have united both minds and, as a result, achieved dramatic results: • The lowly medical interns who managed to defeat an entrenched, decades-old medical practice that was endangering patients • The home-organizing guru who developed a simple technique for overcoming the dread of housekeeping • The manager who transformed a lackadaisical customer-support team into service zealots by removing a standard tool of customer service In a compelling, story-driven narrative, the Heaths bring together decades of counterintuitive research in psychology, sociology, and other fields to shed new light on how we can effect transformative change. Switch shows that successful changes follow a pattern, a pattern you can use to make the changes that matter to you, whether your interest is in changing the world or changing your waistline.

Atomic Habits

Author : James Clear
Publisher : Penguin
ISBN 13 : 0735211299
Total Pages : 321 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis Atomic Habits by : James Clear

Download or read book Atomic Habits written by James Clear and published by Penguin. This book was released on 2018-10-16 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: The #1 New York Times bestseller. Over 15 million copies sold! Tiny Changes, Remarkable Results No matter your goals, Atomic Habits offers a proven framework for improving--every day. James Clear, one of the world's leading experts on habit formation, reveals practical strategies that will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results. If you're having trouble changing your habits, the problem isn't you. The problem is your system. Bad habits repeat themselves again and again not because you don't want to change, but because you have the wrong system for change. You do not rise to the level of your goals. You fall to the level of your systems. Here, you'll get a proven system that can take you to new heights. Clear is known for his ability to distill complex topics into simple behaviors that can be easily applied to daily life and work. Here, he draws on the most proven ideas from biology, psychology, and neuroscience to create an easy-to-understand guide for making good habits inevitable and bad habits impossible. Along the way, readers will be inspired and entertained with true stories from Olympic gold medalists, award-winning artists, business leaders, life-saving physicians, and star comedians who have used the science of small habits to master their craft and vault to the top of their field. Learn how to: make time for new habits (even when life gets crazy); overcome a lack of motivation and willpower; design your environment to make success easier; get back on track when you fall off course; ...and much more. Atomic Habits will reshape the way you think about progress and success, and give you the tools and strategies you need to transform your habits--whether you are a team looking to win a championship, an organization hoping to redefine an industry, or simply an individual who wishes to quit smoking, lose weight, reduce stress, or achieve any other goal.

Kayla

Author : Black Art
Publisher : Soffer Publishing
ISBN 13 : 1978216203
Total Pages : 92 pages
Book Rating : 4.9/5 (782 download)

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Book Synopsis Kayla by : Black Art

Download or read book Kayla written by Black Art and published by Soffer Publishing. This book was released on 2017-10-13 with total page 92 pages. Available in PDF, EPUB and Kindle. Book excerpt: Black River Art specializes in large sized books with awesome covers that will help you to express your individuality in the way you want to do it. This book has been PERSONALIZED with the name you see printed on the cover. This book which can be used as a journal, diary, daily planner, or notebook features: Undated pages so you can have the ability to set it up in whatever way you like. No more wasted predated pages. 105 lined pages to do with what you want. Spacious lines to give you plenty of room to write. None of those little boxes and squished lines that you will never use. Quality 60# paper A larger book size measuring 8 1/2" x 11" which is perfect for your desktop, backpack or briefcase. A beautiful, personalized and professionally designed, cover to let you express your individuality. Let's face it, you can't do that with a industry standard black cover, right? And most of all, the FREEDOM to use your book the way you want to, not the way someone else thinks you should. Don't see your name in our personalized book selection? Not a problem. Visit the author section below or click on our name at the top of the page to find out how we can get your name on a book within three to four business days for you to purchase on Amazon.

Insight Selling

Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis Insight Selling by : Mike Schultz

Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

Never Lose a Customer Again

Author : Joey Coleman
Publisher : Penguin
ISBN 13 : 0735220034
Total Pages : 370 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis Never Lose a Customer Again by : Joey Coleman

Download or read book Never Lose a Customer Again written by Joey Coleman and published by Penguin. This book was released on 2018-04-03 with total page 370 pages. Available in PDF, EPUB and Kindle. Book excerpt: Award-winning speaker and business consultant Joey Coleman teaches audiences and companies all over the world how to turn a one-time purchaser into a lifelong customer. Coleman's theory of building customer loyalty isn't about focusing on marketing or closing the sale: It's about the First 100 Days® after the sale and the interactions the customer experiences. While new customers experience joy, euphoria, and excitement, these feelings quickly shift to fear, doubt, and uncertainty as buyer's remorse sets in. Across all industries, somewhere between 20%-70% of newly acquired customers will stop doing business with a company with the first 100 days of being a new customer because they feel neglected in the early stages of customer onboarding. In Never Lose a Customer Again, Coleman offers a philosophy and methodology for dramatically increasing customer retention and as a result, the bottom line. He identifies eight distinct emotional phases customers go through in the 100 days following a purchase. From an impulse buy at Starbucks to the thoughtful purchase of a first house, all customers have the potential to experience the eight phases of the customer journey. If you can understand and anticipate the customers' emotions, you can apply a myriad of tools and techniques -- in-person, email, phone, mail, video, and presents -- to cement a long and valuable relationship. Coleman's system is presented through research and case studies showing how best-in-class companies create remarkable customer experiences at each step in the customer lifecycle. In the "Acclimate" stage, customers need you to hold their hand and over-explain how to use your product or service. They're often too embarrassed to admit they're confused. Take a cue from Canadian software company PolicyMedical and their challenge of getting non-technical users to undergo a complex installation and implementation process. They turned a series of project spreadsheets and installation manuals into a beautiful puzzle customers could assemble after completing each milestone. In the "Adopt" stage, customers should be welcomed to the highest tier of tribal membership with both public and private recognitions. For instance, Sephora's VIB Rogue member welcome gift provides a metallic membership card (private recognition) and a members-only shade of lipstick (for public display). In the final stage, "Advocate," loyal customers and raving fans are primed to provide powerful referrals. That's how elite entrepreneurial event MastermindTalks continues to sell-out their conference year after year - with zero dollars spent on marketing. By surprising their loyal fans with amazing referral bonuses (an all-expenses paid safari?!) they guarantee their community will keep providing perfect referrals. Drawing on nearly two decades of consulting and keynoting, Coleman provides strategies and systems to increase customer loyalty. Applicable to companies in any industry and of any size (whether measured in employee count, revenue, or total number of customers), implementing his methods regularly leads to an increase in profits of 25-100%. Working with well-known clients like Hyatt Hotels, Zappos, and NASA, as well as mom-and-pop shops and solo entrepreneurs around the world, Coleman's customer retention system has produced incredible results in dozens of industries. His approach to creating remarkable customer experiences requires minimal financial investment and will be fun for owners, employees, and teams to implement. This book is required reading for business owners, CEOs, and managers - as well as sales and marketing teams, account managers, and customer service representatives looking for easy to implement action steps that result in lasting change, increased profits, and lifelong customer retention.