What Your Customer Wants And Can T Tell You

What Your Customer Wants And Can T Tell You Book in PDF, ePub and Kindle version is available to download in english. Read online anytime anywhere directly from your device. Click on the download button below to get a free pdf file of What Your Customer Wants And Can T Tell You book. This book definitely worth reading, it is an incredibly well-written.

What Your Customer Wants and Can't Tell You

Melina Palmer
What Your Customer Wants and Can t Tell You Book PDF

Author : Melina Palmer
Publisher : Mango Media Inc.
Page : 263 pages
File Size : 50,9 Mb
Release : 2021-05-13
Category : Business & Economics
ISBN : 9781642505634

Get Book

What Your Customer Wants and Can't Tell You by Melina Palmer Pdf

Why do people buy? A behavioral economist explains the science of consumer behavior in “the most important business book to come out in years” (Michael F. Schein, author and columnist for Inc., Forbes, and Psychology Today). What Your Customer Wants and Can’t Tell You explains the neuroscience of consumer behavior. Learn exactly why people buy—and how to use that knowledge to improve pricing, increase sales, create better “brain-friendly” brand messaging, and be a more effective leader. Behavioral economics is the marketing research future of brands and business. This book goes beyond an academic understanding of behavioral economics and into practical applications. Learn how real businesses and business professionals can use science to make their companies better. Business owner, consultant, and behavioral economics expert Melina Palmer helps leaders like you use the psychology of the consumer, innovation, and truly impactful branding to achieve real, bottom-line benefits. Discover information and tools you can actually use to influence consumers. Go beyond data science and learn how the consumer brain works. Dramatically improve your effectiveness as a leader and marketer with: · Real-world examples that bring a concept to life and make it stick · Ideas to help you with problem solving for your business · Ways to hack your brain into coming up with innovative programs, products, and initiatives “A stand-out guide for anyone fascinated by customer behavior and the science of decision-making.” —Madeline Quinlan, cofounder of Salient Behavioral Consultants

What the Customer Wants You to Know

Ram Charan
What the Customer Wants You to Know Book PDF

Author : Ram Charan
Publisher : Penguin
Page : 200 pages
File Size : 55,9 Mb
Release : 2007-12-27
Category : Business & Economics
ISBN : 9781101216330

Get Book

What the Customer Wants You to Know by Ram Charan Pdf

From the bestselling author of What the CEO Wants You to Know? How to rethink sales from the outside in We have to face the truth: the process of selling is broken. Customers have more choices and are under intense pressure. Yet few companies are facing this reality. When they don't, a lingering malaise sets in. More than ever these days, the sales process tends to be a war about price-a frustrating, unpleasant war that takes all the fun out of selling. But there's a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems. What the customer wants you to know is how his or her business works, so you can help make it work better. It sounds simple, but there's a catch: you won't be able to do that with your traditional sales approach. Instead of starting with your product or service, start with your customer's problems. Focus on becoming your customer's trusted partner, someone he can turn to for creative, cost-effective solutions that are based on your deep knowledge of his values, goals, problems, and customers. This book defines a new approach to selling which Charan calls value creation selling-that while radical is nonetheless practical. VCS has been battle-tested in companies in a variety of industries, such as Unifi, Mead-Westvaco, and Thomson Financial. It will enable you to: • Gain a deeper knowledge of your customer's problems • Understand how your customer's company really makes decisions • Help your customer improve margins and drive revenue growth • Connect sales with other key functions such as finance and manufacturing • Come up with new customized offerings • Make price much less of an issue VCS gets you out of the hell of commoditization and low prices. It differentiates you from the competition, paving the way to better pricing, better margins, and higher revenue growth, built on win-win relationships that deepen over time. Someday, every company will listen more closely to the customer, and every manager will realize that sales is everyone?s business, not just the sales department?s. In the meantime, this eye-opening book will show you how to get started.

Customers Are the Answer to Everything

Martha Hanlon,Chris Williams
Customers Are the Answer to Everything Book PDF

Author : Martha Hanlon,Chris Williams
Publisher : Morgan James Publishing
Page : 221 pages
File Size : 49,5 Mb
Release : 2011-11-01
Category : Business & Economics
ISBN : 9781614481089

Get Book

Customers Are the Answer to Everything by Martha Hanlon,Chris Williams Pdf

A concise and unique guide to attracting ideal customers to your business. Do you dream of a bigger business, leaving your W-2 for your own thing or advancing your marketing or sales career? Customers are the Answer to Everything unravels the mystery of getting customers. This book explores and brilliantly illuminates the happy point where customers understand why they should choose you . . . over and over. Here are just a few discoveries in Customers are the Answer to Everything: Find out what your customers really need but you may not be giving them Discover how to talk to your customer “on their level” Learn how your potential customers really make decisions to buy . . . or not Uncover the formula for the customer who pays, stays, and refers Customers are the Answer to Everything is already changing the way businesses throughout the world think about and act to create new customers. Why not be next? Praise for Customers are the Answer to Everything “It does for small business what so many have forgotten. It shines the light on the marketing foundation every business needs and wants. Then it delivers a series of affordable and easy-to-implement activities and solutions that will really appeal to your customers.” —Heidi Krupp, CEO, Krupp Communications, Inc. “If your product, service or issue isn’t catching on, Martha Hanlon and Chris Williams will show you how to change that and fast and affordably.” —John Limbocker, Internet Dominator CEO and Godfather of SEO

The Mom Test

Rob Fitzpatrick
The Mom Test Book PDF

Author : Rob Fitzpatrick
Publisher : Robfitz Ltd
Page : 130 pages
File Size : 51,9 Mb
Release : 2013-10-09
Category : Business & Economics
ISBN : 9781492180746

Get Book

The Mom Test by Rob Fitzpatrick Pdf

The Mom Test is a quick, practical guide that will save you time, money, and heartbreak. They say you shouldn't ask your mom whether your business is a good idea, because she loves you and will lie to you. This is technically true, but it misses the point. You shouldn't ask anyone if your business is a good idea. It's a bad question and everyone will lie to you at least a little . As a matter of fact, it's not their responsibility to tell you the truth. It's your responsibility to find it and it's worth doing right . Talking to customers is one of the foundational skills of both Customer Development and Lean Startup. We all know we're supposed to do it, but nobody seems willing to admit that it's easy to screw up and hard to do right. This book is going to show you how customer conversations go wrong and how you can do better.

What the CEO Wants You to Know

Ram Charan
What the CEO Wants You to Know Book PDF

Author : Ram Charan
Publisher : Crown
Page : 146 pages
File Size : 44,7 Mb
Release : 2001
Category : Corporations
ISBN : 9780609608395

Get Book

What the CEO Wants You to Know by Ram Charan Pdf

A powerful lesson in what is really important in business, this remarkable book by an ultimate insider takes the lessons of the peddler and reveals how they can be used by the rest of us. Reminiscent of bestsellers such as "Who Moved My Cheese?" and" The One-Minute Manager, What the CEO Wants You to Know" is simple, direct, and of immense use to everyone in business.

Sticky Branding

Jeremy Miller
Sticky Branding Book PDF

Author : Jeremy Miller
Publisher : Dundurn
Page : 168 pages
File Size : 50,5 Mb
Release : 2015-01-10
Category : Business & Economics
ISBN : 9781459728127

Get Book

Sticky Branding by Jeremy Miller Pdf

#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.

What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services

Anthony Ulwick
What Customers Want Using Outcome Driven Innovation to Create Breakthrough Products and Services Book PDF

Author : Anthony Ulwick
Publisher : McGraw Hill Professional
Page : 240 pages
File Size : 55,7 Mb
Release : 2005-09-06
Category : Business & Economics
ISBN : 9780071501125

Get Book

What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services by Anthony Ulwick Pdf

A world-renowned innovation guru explains practices that result in breakthrough innovations "Ulwick's outcome-driven programs bring discipline and predictability to the often random process of innovation." -Clayton Christensen For years, companies have accepted the underlying principles that define the customer-driven paradigm--that is, using customer "requirements" to guide growth and innovation. But twenty years into this movement, breakthrough innovations are still rare, and most companies find that 50 to 90 percent of their innovation initiatives flop. The cost of these failures to U.S. companies alone is estimated to be well over $100 billion annually. In a book that challenges everything you have learned about being customer driven, internationally acclaimed innovation leader Anthony Ulwick reveals the secret weapon behind some of the most successful companies of recent years. Known as "outcome-driven" innovation, this revolutionary approach to new product and service creation transforms innovation from a nebulous art into a rigorous science from which randomness and uncertainty are eliminated. Based on more than 200 studies spanning more than seventy companies and twenty-five industries, Ulwick contends that, when it comes to innovation, the traditional methods companies use to communicate with customers are the root cause of chronic waste and missed opportunity. In What Customers Want, Ulwick demonstrates that all popular qualitative research methods yield well-intentioned but unfitting and dreadfully misleading information that serves to derail the innovation process. Rather than accepting customer inputs such as "needs," "benefits," "specifications," and "solutions," Ulwick argues that researchers should silence the literal "voice of the customer" and focus on the "metrics that customers use to measure success when executing the jobs, tasks or activities they are trying to get done." Using these customer desired outcomes as inputs into the innovation process eliminates much of the chaos and variability that typically derails innovation initiatives. With the same profound insight, simplicity, and uncommon sense that propelled The Innovator's Solution to worldwide acclaim, this paradigm-changing book details an eight-step approach that uses outcome-driven thinking to dramatically improve every aspect of the innovation process--from segmenting markets and identifying opportunities to creating, evaluating, and positioning breakthrough concepts. Using case studies from Microsoft, Johnson & Johnson, AIG, Pfizer, and other leading companies, What Customers Want shows companies how to: Obtain unique customer inputs that make predictable innovation possible Recognize opportunities for disruption, new market creation, and core market growth--well before competitors do Identify which ideas, technologies, and acquisitions have the greatest potential for creating customer value Systematically define breakthrough products and services concepts Innovation is fundamental to success and business growth. Offering a proven alternative to failed customer-driven thinking, this landmark book arms you with the tools to unleash innovation, lower costs, and reduce failure rates--and create the products and services customers really want.

Questions that Sell

Paul Cherry
Questions that Sell Book PDF

Author : Paul Cherry
Publisher : HarperChristian + ORM
Page : 242 pages
File Size : 50,6 Mb
Release : 2017-12-07
Category : Business & Economics
ISBN : 9780814438718

Get Book

Questions that Sell by Paul Cherry Pdf

If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result. In Questions That Sell, Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.

SPIN® -Selling

Neil Rackham
SPIN Selling Book PDF

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 40,8 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

Get Book

SPIN® -Selling by Neil Rackham Pdf

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.

How to Sell Anything to Anybody

Joe Girard
How to Sell Anything to Anybody Book PDF

Author : Joe Girard
Publisher : Simon and Schuster
Page : 196 pages
File Size : 48,5 Mb
Release : 2006-02-07
Category : Business & Economics
ISBN : 9780743273961

Get Book

How to Sell Anything to Anybody by Joe Girard Pdf

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.

What Technology Wants

Kevin Kelly
What Technology Wants Book PDF

Author : Kevin Kelly
Publisher : Penguin
Page : 416 pages
File Size : 40,9 Mb
Release : 2010-10-14
Category : Technology & Engineering
ISBN : 9781101444467

Get Book

What Technology Wants by Kevin Kelly Pdf

From the author of the New York Times bestseller The Inevitable— a sweeping vision oftechnology as a living force that can expand our individual potential This provocative book introduces a brand-new view of technology. It suggests that technology as a whole is not a jumble of wires and metal but a living, evolving organism that has its own unconscious needs and tendencies. Kevin Kelly looks out through the eyes of this global technological system to discover "what it wants." He uses vivid examples from the past to trace technology's long course and then follows a dozen trajectories of technology into the near future to project where technology is headed. This new theory of technology offers three practical lessons: By listening to what technology wants we can better prepare ourselves and our children for the inevitable technologies to come. By adopting the principles of pro-action and engagement, we can steer technologies into their best roles. And by aligning ourselves with the long-term imperatives of this near-living system, we can capture its full gifts. Written in intelligent and accessible language, this is a fascinating, innovative, and optimistic look at how humanity and technology join to produce increasing opportunities in the world and how technology can give our lives greater meaning.

The Psychology of Selling

Brian Tracy
The Psychology of Selling Book PDF

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 45,5 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

Get Book

The Psychology of Selling by Brian Tracy Pdf

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.

They Ask, You Answer

Marcus Sheridan
They Ask You Answer Book PDF

Author : Marcus Sheridan
Publisher : John Wiley & Sons
Page : 357 pages
File Size : 54,8 Mb
Release : 2019-08-06
Category : Business & Economics
ISBN : 9781119610144

Get Book

They Ask, You Answer by Marcus Sheridan Pdf

The revolutionary guide that challenged businesses around the world to stop selling to their buyers and start answering their questions to get results; revised and updated to address new technology, trends, the continuous evolution of the digital consumer, and much more In today’s digital age, the traditional sales funnel—marketing at the top, sales in the middle, customer service at the bottom—is no longer effective. To be successful, businesses must obsess over the questions, concerns, and problems their buyers have, and address them as honestly and as thoroughly as possible. Every day, buyers turn to search engines to ask billions of questions. Having the answers they need can attract thousands of potential buyers to your company—but only if your content strategy puts your answers at the top of those search results. It’s a simple and powerful equation that produces growth and success: They Ask, You Answer. Using these principles, author Marcus Sheridan led his struggling pool company from the bleak depths of the housing crash of 2008 to become one of the largest pool installers in the United States. Discover how his proven strategy can work for your business and master the principles of inbound and content marketing that have empowered thousands of companies to achieve exceptional growth. They Ask, You Answer is a straightforward guide filled with practical tactics and insights for transforming your marketing strategy. This new edition has been fully revised and updated to reflect the evolution of content marketing and the increasing demands of today’s internet-savvy buyers. New chapters explore the impact of technology, conversational marketing, the essential elements every business website should possess, the rise of video, and new stories from companies that have achieved remarkable results with They Ask, You Answer. Upon reading this book, you will know: How to build trust with buyers through content and video. How to turn your web presence into a magnet for qualified buyers. What works and what doesn’t through new case studies, featuring real-world results from companies that have embraced these principles. Why you need to think of your business as a media company, instead of relying on more traditional (and ineffective) ways of advertising and marketing. How to achieve buy-in at your company and truly embrace a culture of content and video. How to transform your current customer base into loyal brand advocates for your company. They Ask, You Answer is a must-have resource for companies that want a fresh approach to marketing and sales that is proven to generate more traffic, leads, and sales.

I'll Be Back

Shep Hyken
I ll Be Back Book PDF

Author : Shep Hyken
Publisher : Sound Wisdom
Page : 217 pages
File Size : 42,6 Mb
Release : 2021-09-21
Category : Business & Economics
ISBN : 9781640953024

Get Book

I'll Be Back by Shep Hyken Pdf

How do you build a business that thrives during good times and bad? Is there a strategy that can set up your company up for success, no matter what curveballs the world may throw your way? There is: Turn customers into repeat customers, and turn repeat customers into loyal customers. Renowned customer service and experience expert Shep Hyken maintains that delivering an amazing customer service experience that keeps customers coming back for more is everyone’s job. Customer service is not a department. It’s not just for people on the front lines. It’s the responsibility of everyone in the organization, from the CEO or owner of a business to the most recently hired employee. It’s the result of a customer-focused philosophy that must be baked into the culture. And it is what separates you from your competition. In I’ll Be Back you will learn… How to design and create an experience that gets customers to return, again and again The one trackable trend that leaders must monitor every morning The difference between repeat customers and loyal customers How to build the I’ll Be Back culture How delivering an amazing customer experience is within the reach of every organization The two simple words that are the secret to every customer service program Why most “loyalty programs” fail to create customer loyalty How to personalize the customer experience Why setting up or expanding self-service and digital customer service choices are is a must, not an option Ten loyalty killers that can terminate your relationship with your customers And much more! This book includes the must-have tools, tactics and strategies you need to get your customers to say, “I’ll be back!”

What You Do Is Who You Are

Ben Horowitz
What You Do Is Who You Are Book PDF

Author : Ben Horowitz
Publisher : HarperCollins
Page : 288 pages
File Size : 53,5 Mb
Release : 2019-10-29
Category : Business & Economics
ISBN : 9780062871343

Get Book

What You Do Is Who You Are by Ben Horowitz Pdf

Ben Horowitz, a leading venture capitalist, modern management expert, and New York Times bestselling author, combines lessons both from history and from modern organizational practice with practical and often surprising advice to help executives build cultures that can weather both good and bad times. Ben Horowitz has long been fascinated by history, and particularly by how people behave differently than you’d expect. The time and circumstances in which they were raised often shapes them—yet a few leaders have managed to shape their times. In What You Do Is Who You Are, he turns his attention to a question crucial to every organization: how do you create and sustain the culture you want? To Horowitz, culture is how a company makes decisions. It is the set of assumptions employees use to resolve everyday problems: should I stay at the Red Roof Inn, or the Four Seasons? Should we discuss the color of this product for five minutes or thirty hours? If culture is not purposeful, it will be an accident or a mistake. What You Do Is Who You Are explains how to make your culture purposeful by spotlighting four models of leadership and culture-building—the leader of the only successful slave revolt, Haiti’s Toussaint Louverture; the Samurai, who ruled Japan for seven hundred years and shaped modern Japanese culture; Genghis Khan, who built the world’s largest empire; and Shaka Senghor, a man convicted of murder who ran the most formidable prison gang in the yard and ultimately transformed prison culture. Horowitz connects these leadership examples to modern case-studies, including how Louverture’s cultural techniques were applied (or should have been) by Reed Hastings at Netflix, Travis Kalanick at Uber, and Hillary Clinton, and how Genghis Khan’s vision of cultural inclusiveness has parallels in the work of Don Thompson, the first African-American CEO of McDonalds, and of Maggie Wilderotter, the CEO who led Frontier Communications. Horowitz then offers guidance to help any company understand its own strategy and build a successful culture. What You Do Is Who You Are is a journey through culture, from ancient to modern. Along the way, it answers a question fundamental to any organization: who are we? How do people talk about us when we’re not around? How do we treat our customers? Are we there for people in a pinch? Can we be trusted? Who you are is not the values you list on the wall. It’s not what you say in company-wide meeting. It’s not your marketing campaign. It’s not even what you believe. Who you are is what you do. This book aims to help you do the things you need to become the kind of leader you want to be—and others want to follow.