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Author : Thomas Wood-Young
Publisher : Wood Young Consulting
ISBN 13 : 9780970623300
Total Pages : 245 pages
Book Rating : 4.6/5 (233 download)
Download or read book Intuitive Selling written by Thomas Wood-Young and published by Wood Young Consulting. This book was released on 2000 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Thomas Wood-Young
Publisher :
ISBN 13 : 9788179923214
Total Pages : 0 pages
Book Rating : 4.9/5 (232 download)
Download or read book Intuitive Selling written by Thomas Wood-Young and published by . This book was released on 2004 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover The Most Effective Selling Approaches Used By Top Sales Professionals. Selling Is About Service, Listening, Developing Customer Relationships, Building Trust, Finding Yourself In The Zone And Developing Your Intuitive Abilities So You Can Better Understand The Needs Of Your Customers. This Book Will Help Make Selling Easy For You By Demonstrating How To Develop Effective Selling Instincts That Can Become Second Nature. This Guide To Practical, Common Sense Selling Technique Will Help You Stay Motivated And Close More Sales.
Author : Steve W. Martin
Publisher : John Wiley & Sons
ISBN 13 : 0470080213
Total Pages : 402 pages
Book Rating : 4.4/5 (7 download)
Download or read book Heavy Hitter Selling written by Steve W. Martin and published by John Wiley & Sons. This book was released on 2006-09-11 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt: What separates ordinary salespeople from Heavy Hitters? The best salespeople are those "Heavy Hitters" who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that high level of sales success. Using real-world case studies, examples, and exercises, Martin provides the psychological, physical, and language-based tactics you need to turn yourself into a Heavy Hitter. Inside, you'll find proven guidance and expert tips on: Understanding how people think and communicate Finding the right words at the right time Predicting a customer's behavior and influencing his thoughts Building customer rapport and understanding their motivations Persuading both the customer's rational mind and his emotional subconscious side "Like other sales books published recently, this one stresses the importance of human behavior. But unlike the others, it puts an emphasis on language. Salespeople could well benefit by exploring scientific models of language. Practical exercises make the book useful for everyone." —Harvard Business School Review "This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market." —Brian Tracy, author, Million Dollar Habits "Traditional selling focuses on product, price, and competition and misses the most important reason people buy-people and emotion. Heavy Hitter Selling offers a different perspective that is valuable in understanding how to win." —Jay Fulcher, President and COO, Agile Software "Heavy Hitter Selling is different-[a book that] will help you make lots of money." —Gerald D. Cohen, CEO, Information Builders, Inc.
Author : Colin Shaw
Publisher : Springer
ISBN 13 : 1137534303
Total Pages : 230 pages
Book Rating : 4.1/5 (375 download)
Download or read book The Intuitive Customer written by Colin Shaw and published by Springer. This book was released on 2016-08-20 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Building on the work of Daniel Kahneman (Thinking Fast and Slow), Dan Ariely (Predictably Irrational), Shaw and Hamilton provide a new understanding of how people behave, explain what it means for organizations who really want to understand their customers, and show you what to do to create exceptional customer experiences.
Author : Michael T. Bosworth
Publisher : McGraw Hill Professional
ISBN 13 : 0071501975
Total Pages : 274 pages
Book Rating : 4.0/5 (715 download)
Download or read book CustomerCentric Selling written by Michael T. Bosworth and published by McGraw Hill Professional. This book was released on 2003-12-09 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.
Author : Allan Ellis
Publisher :
ISBN 13 : 9780578651040
Total Pages : pages
Book Rating : 4.6/5 (51 download)
Download or read book Chill and Sell More written by Allan Ellis and published by . This book was released on 2020-02-15 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Chill and Sell More is the book that helps sales people to connect with people. Selling is not about a prospect, target or demographic. Selling is about people having a one to one connection.
Author : Stephen Genco
Publisher : Intuitive Consumer Insights LLC
ISBN 13 : 9780578576961
Total Pages : 408 pages
Book Rating : 4.5/5 (769 download)
Download or read book Intuitive Marketing: What Marketers Can Learn from Brain Science written by Stephen Genco and published by Intuitive Consumer Insights LLC. This book was released on 2019-10-20 with total page 408 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intuitive Marketing introduces a new theory of marketing that does not rely on overt or covert persuasion and does not require treating consumers as "patsies." Traditional marketing assumes its purpose is persuasion it must grab people's attention, get them to change their minds, and convince them to do what they didn't know they wanted to do. Marketers compete every day to develop messages that "attract eyeballs," "rise above the clutter," and achieve "stopping power." But to the average consumer, marketing and advertising are becoming overwhelming. From their point of view, it's all clutter, it's all annoying, it's all an imposition on their already overworked conscious minds. Ironically, marketers are creating a "tragedy of the commons" effect. By collectively overgrazing consumers' "attentional commons," they are creating an environment that makes it less likely consumers will allocate attention to any of their messages. Intuitive marketing is based on a different view of how consumers think, act, and respond to marketing; a view built directly on the latest findings and insights from brain science. Like traditional marketing, intuitive marketing seeks to influence consumers. But it does so in a radically different way: by aligning with consumers' existing motivations and goals, primarily in the service of positive psychological needs, rather than by attempting to impose immediate transactional goals on consumers using tactics of disruption, distraction, and persuasion. Five intuitive marketing strategies are presented throughout the book. They show how marketers can simultaneously shape and satisfy consumer wants and needs by leveraging cognitive mechanisms such as unconscious association building, familiarity, trust, conditioning via small emotional rewards, and connecting with consumers' innate aspirations and identity needs. Intuitive Marketing demonstrates both the perils of persuasion as a marketing strategy and the promise of intuitive marketing as a better way to build lasting relationships with customers and consumers. It provides a path forward for marketing that treats consumers with respect, earns (rather than demands) attention, aligns with (rather than disrupts) consumer motivations and goals, and recognizes the reality of how consumers think, learn, and choose in the modern marketplace.
Author : Maximilian Stieler
Publisher : Springer
ISBN 13 : 3319455966
Total Pages : 1319 pages
Book Rating : 4.3/5 (194 download)
Download or read book Creating Marketing Magic and Innovative Future Marketing Trends written by Maximilian Stieler and published by Springer. This book was released on 2017-01-06 with total page 1319 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 2016 Academy of Marketing Science (AMS) Annual Conference held in Orlando, Florida, entitled Creating Marketing Magic and Innovative Future Marketing Trends. The marketing environment continues to be dynamic. As a result, researchers need to adapt to the ever-changing scene. Several macro-level factors continue to play influential roles in changing consumer lifestyles and business practices. Key factors among these include the increasing use of technology and automation, while juxtaposed by nostalgia and “back to the roots” marketing trends. At the same time, though, as marketing scholars, we are able to access emerging technology with greater ease, to undertake more rigorous research practices. The papers presented in this volume aim to address these issues by providing the most current research from various areas of marketing research, such as consumer behavior, marketing strategy, marketing theory, services marketing, advertising, branding, and many more. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complementing the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Author : Robert Koppel
Publisher : John Wiley & Sons
ISBN 13 : 9780471130475
Total Pages : 262 pages
Book Rating : 4.1/5 (34 download)
Download or read book The Intuitive Trader written by Robert Koppel and published by John Wiley & Sons. This book was released on 1996-05-03 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cultivate the skills necessary to follow your business intuitions No matter how much background and training a trader or investor has, intuition remains the key personal asset to attaining financial success. Success depends on refining your intuition to a level that allows you to take the next step with unshakable confidence. But bringing yourself to this level is a daunting challenge--one that often requires you to override the logic of your acquired knowledge. With insights from industry success stories, exercises, and analysis from psychologists and psychiatrists, The Intuitive Trader shows traders and investors how to capitalize on their powerful intuitive skills so that they can take their trading to a new level. * Interviews with preeminent psychologists and psychiatrists about developing intuition * Extensive exercises that show the reader how to use intuition to enhance trading performance * Words of wisdom from successful traders and investors, including Tony Saliba, Linda Raschake, Paul Tudor Jones, Jimmy Rodgers, and George Soros ROBERT KOPPEL (Chicago, Illinois) is President of Future Skills, a Chicago-based consulting firm that works with individual traders, CTA's and brokerage firms. A former member of the Chicago Mercantile Exchange, he is a partner in Skylane Trading, a clearing firm backed by Daiwa Securities. Koppel is the author of The Inner Game of Trading and The Outer Game of Trading, and he frequently lectures on the psychology of sound investing.
Author : Donald Moine
Publisher : Penguin
ISBN 13 : 1101663103
Total Pages : 228 pages
Book Rating : 4.1/5 (16 download)
Download or read book Unlimited Selling Power written by Donald Moine and published by Penguin. This book was released on 1990-03-01 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales.
Author : Mona Lisa Schulz, MD, PHD
Publisher : Hay House, Inc
ISBN 13 : 1401919073
Total Pages : 289 pages
Book Rating : 4.4/5 (19 download)
Download or read book The Intuitive Advisor written by Mona Lisa Schulz, MD, PHD and published by Hay House, Inc. This book was released on 2010-05-01 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether it’s the loveless marriage, family frustrations, the dead-end job, or all the other stressors that result in a health issue that won’t go away, most people have some prototypical problem that has caused them to get stuck in a rut and feel lost and confused. . . . And in just about every city or town, you can find a psychic advisor who will offer to advise you about these topics . . . often for a hefty sum of money. But these types of "fortune tellers" give you only limited advice—more like a weather report. They tell you if things will get better or get worse, whether the boyfriend or girlfriend you just broke up with come back, whether that check you’ve been waiting for will be in the mail, or whether your loved one’s health will improve. All that’s left is for you to go home and wait for things to happen. Well, there must be a better way to learn how to deal with issues that affect your health . . . and there is! In this enlightening book, Mona Lisa Schulz, M.D., Ph.D., shows you how to combine intuition with intelligence to solve your most pressing health problems. But she’s not your run-of-the-mill intuitive. Described as a psychic doctor with humor, solutions, and credentials, Dr. Mona Lisa gives you no-nonsense, grounded, practical, in-your-face solutions on how to fix the relationship, or job/family/physical/emotional problem. She also explains how to deal with many ailments that affect your well-being, including fatigue, allergies, skin problems, weight, digestion, depression, anxiety, and much more. By mastering the "7 Rules for Intuitive Health," you can learn to intuitively conquer pain and suffering and create a life filled with health and happiness.
Author : Kirk Plangger
Publisher : Springer
ISBN 13 : 3319241486
Total Pages : 417 pages
Book Rating : 4.3/5 (192 download)
Download or read book Thriving in a New World Economy written by Kirk Plangger and published by Springer. This book was released on 2015-10-20 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 2012 World Marketing Congress and Cultural Perspectives in Marketing held in Atlanta, Georgia with the theme Thriving in a New World Economy. The focus of the conference and the enclosed papers is on global marketing thought, issues and practices. This volume presents papers on various topics including marketing management, marketing strategy, and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Author : Julie Steelman
Publisher : Cool Springs Press
ISBN 13 : 1936487020
Total Pages : 175 pages
Book Rating : 4.9/5 (364 download)
Download or read book The Effortless Yes written by Julie Steelman and published by Cool Springs Press. This book was released on 2011-06-01 with total page 175 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conscious business owners and entrepreneurs must be highly skilled at selling their ideas, products and services. This book demystifies the sales process and shows that sharing our vision, expressing our mission and standing for what are possible are all acts of selling.
Author : Francis Cholle
Publisher : John Wiley & Sons
ISBN 13 : 1118077547
Total Pages : 286 pages
Book Rating : 4.1/5 (18 download)
Download or read book The Intuitive Compass written by Francis Cholle and published by John Wiley & Sons. This book was released on 2011-10-18 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: A dynamic new way to understand intuition, already implemented around the world at top companies and business schools Neuroscience shows that instinct has a leading role in complex decision-making, yet imaginative play is the most direct means of activating our creativity and problem-solving abilities. Based on over 20 years of Cholle's wide-ranging professional experience and insights, The Intuitive Compass offers a fascinating new approach to innovative problem-solving, decision-making, and sustainable value creation. Through a concept known as Intuitive Intelligence, Cholle shows how anyone can improve creative brainpower by harnessing the balance between reason and instinct. Explores the tension between linear efficiency and random play, and the synergy between reason and instinct Helps us realize our natural tendencies to think holistically, think paradoxically, notice the unusual, or lead by influence Shows these tenets in action through case studies of the luxury house Hermes, Paris; Google and its paradoxical work culture; Virgin America, and its ability to notice the unusual about what matters for consumers and exert leadership in its industry The Intuitive Compass shows how to thrive within chaos and offers actionable information for reinventing our path to sustainable success.
Author : Melanie Barnum
Publisher : Llewellyn Worldwide
ISBN 13 : 0738766542
Total Pages : 217 pages
Book Rating : 4.7/5 (387 download)
Download or read book Intuition at Work written by Melanie Barnum and published by Llewellyn Worldwide. This book was released on 2021-04-08 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: INTUITIVE WAYS TO REACH YOUR PERSONAL AND PROFESSIONAL GOALS Turn intuition into a superpower you can leverage for success. Through hands-on exercises, inspiring stories, and clever techniques, Intuition at Work shows you how to accelerate your career and improve your personal life. Psychic and life coach Melanie Barnum demystifies intuition and its use in business so you can banish doubt and achieve your goals. Discover effective strategies for manifesting money, increasing professional influence, bringing out positivity in others, calming your nerves, and trusting your instincts. Explore what matters most to clients and coworkers, how to become an intuitive leader, and why signs and synchronicities are important.You'll even learn how to pull intuitive awareness from dreams and minimize fallout from risks and procrastination. With this practical book, you can put your intuition to work and thrive in all that you do.
Author : Flora Bowley
Publisher :
ISBN 13 : 1592537685
Total Pages : 132 pages
Book Rating : 4.5/5 (925 download)
Download or read book Brave Intuitive Painting-Let Go, Be Bold, Unfold! written by Flora Bowley and published by . This book was released on 2012-05 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: Adopt a spontaneous, bold, and fearless approach to painting as a process of discovery—one that results in lush and colorful finished works that will beg to be displayed. This inspiring and encouraging book for both novice and experienced painters teaches how to create colorful, exciting, expressive paintings through a variety of techniques, combining basic, practical painting principles with innovative personal self-expression. Flora S. Bowley's fun and forgiving approach to painting is based on the notion that “You don't begin with a preconceived painting in mind; you allow the painting to unfold.” Illustrating how to work in layers, Flora gives you the freedom to cover up, re-start, wipe away, and change courses many times along the way. Unexpected and unique compositions, color combinations, and subject matter appear as you allow your paintings to emerge in an organic, unplanned way while working from a place of curiosity and letting go of fear. —Learn techniques for working with vibrant color and avoiding mud. —Make rich and varied marks with a variety of unexpected tools. —Break compositional rules. —Embrace nonattachment as a way to keep exploring. —Keep momentum by moving your body and staying positive. —Work with what's working to let go of struggle. —Connect more deeply to the world around you to stay inspired. —Embrace layers to create rich complex paintings. —Find rhythm by spiraling between chaos and order.
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
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.
