How Customers Buy Why They Dont

Author : Martyn R. Lewis
Publisher : Radius Book Group
ISBN 13 : 1635765234
Total Pages : 280 pages
Book Rating : 4.36/5 ( download)

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Download or read book How Customers Buy...& Why They Don’t written by Martyn R. Lewis and published by Radius Book Group. This book was released on 2018-08-15 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Pamela N. Danziger
Publisher : Paramount Market Publishing
ISBN 13 : 9780972529044
Total Pages : 316 pages
Book Rating : 4.47/5 ( download)

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Download or read book Why People Buy Things They Don't Need written by Pamela N. Danziger and published by Paramount Market Publishing. This book was released on 2004 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Amitav Chakravarti
Publisher : Springer
ISBN 13 : 1137466693
Total Pages : 209 pages
Book Rating : 4.93/5 ( download)

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Download or read book Why People (Don’t) Buy written by Amitav Chakravarti and published by Springer. This book was released on 2015-05-15 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
ISBN 13 : 9780738201573
Total Pages : 208 pages
Book Rating : 4.7X/5 ( download)

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Download or read book Why People Don't Buy Things written by Harry Washburn and published by Basic Books. This book was released on 2000-01-07 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Sean D'Souza
Publisher :
ISBN 13 : 9780473175047
Total Pages : 180 pages
Book Rating : 4.45/5 ( download)

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Download or read book The Brain Audit written by Sean D'Souza and published by . This book was released on 2009-08 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: How the Brain Goes Through Decision-Making: Do you often wonder what your customer is thinking? Don't leave the thought process to chance and let that customer walk away. Your customers don't want to walk away. They want to buy from you. So how does the brain make decisions? And what causes it to get confused? The Brain Audit shows you how the customer takes decisions. And what you need to put in place, so that the customer feels happy to buy products or services from you. The Brain Audit isn't about persuasion or any mind tricks. Instead it shows you the information that your customers need in order to make a decision. It shows you how to present that information, and thereby enable the customer to intelligently go through a purchase sequence. The Brain Audit is designed to do the following: brain_audit_benefits 1) Enable you to spot every one of the 'seven bags' that are required to make a decision 2) Present those bags to the customer in the right sequence. 3) Enable you to get the customer to buy without needing to use pressure tactics.

Author : Steve W. Martin
Publisher : TILIS Publishers
ISBN 13 : 0979796172
Total Pages : 388 pages
Book Rating : 4.73/5 ( download)

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Download or read book Heavy Hitter I.T. Sales Strategy written by Steve W. Martin and published by TILIS Publishers. This book was released on 2014-10-01 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Tom McMakin
Publisher : John Wiley & Sons
ISBN 13 : 111943470X
Total Pages : 279 pages
Book Rating : 4.02/5 ( download)

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Download or read book How Clients Buy written by Tom McMakin and published by John Wiley & Sons. This book was released on 2018-03-13 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt: The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Author : Joe Girard
Publisher : Simon and Schuster
ISBN 13 : 0743273966
Total Pages : 196 pages
Book Rating : 4.61/5 ( download)

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Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

Author : Martin Butler
Publisher :
ISBN 13 : 9781852524975
Total Pages : 0 pages
Book Rating : 4.79/5 ( download)

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Download or read book People Don't Buy what You Sell written by Martin Butler and published by . This book was released on 2005 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 13 : 1459728122
Total Pages : 277 pages
Book Rating : 4.27/5 ( download)

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Download or read book Sticky Branding written by Jeremy Miller and published by Dundurn. This book was released on 2015-01-10 with total page 277 pages. Available in PDF, EPUB and Kindle. Book excerpt: #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.