Download or read book Counter Intuitive Selling written by Bill Byron Concevitch and published by Kaplan Publishing. This book was released on 2007 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The art of selling is more than just telling the customer what he wants to hear-it consists of the little nuances that you can master and put to work regardless of what you sell or what processes, strategies, or techniques you currently employ. "Counter-Intuitive Selling: Mastering the Art of the Unexpected" delivers a proven plan to break your old habits, backed by real-life success stories of Counter-Intuitive Selling behavior in action. For example, did you know that letting your prospect know that they're not ready to do business with you can actually lead to some of the largest deals you've ever closed?

Download or read book Counterintuitive Marketing written by Peter C. Krieg and published by Simon and Schuster. This book was released on 2001-02-21 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why does American business seem to sputter along where it ought to thrive? What is the source of the current plague of downsizing, disappearing companies, dot-com crashes, and here-today-gone-tomorrow advertising campaigns? Why do more products flop than ever before? Marketing experts Kevin J. Clancy and Peter C. Krieg have the answers. In Counterintuitive Marketing, Clancy and Krieg trace the high rate of business failure back to bad marketing strategy, and the even worse implementation of that strategy. Excess testosterone, they argue, compels senior managers to make decisions intuitively, instinctively, quickly, and, unfortunately, disastrously. In this informative and enlightening book, Clancy and Krieg confront these "over-and-over-again" marketers, who don't have time to do it right the first time, but endless time and a company bankroll to do it wrong over and over again. The authors draw from their decades of consumer and business-to-business marketing experience to describe the intuitive decision-making practices that permeate business today, and demonstrate how these practices lead to disappointing performance. Chapter by chapter, Counterintuitive Marketing contrasts how marketing decisions are made today with how they should be made. The authors give equal treatment to targeting, positioning, product development, pricing, customer service, e-commerce, marketing planning, implementation, and more as they present counterintuitive ideas for building and introducing blockbuster marketing programs. Readers will discover in this iconoclastic treasure chest hundreds of penetrating insights that have enabled the authors' firm, Copernicus, to transform companies and become a "brand guardian" to the Fortune 500 and emerging businesses around the world. The tools to create exceptional marketing programs really do exist, and they are all here in Counterintuitive Marketing, the ultimate practical guide for any company of any size.

Download or read book Ask written by Ryan Levesque and published by Hay House, Inc. This book was released on 2019-07-02 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: The go-to guide for small-business owners and entrepreneurs to discover exactly what consumers want to buy and how to get it to them. As a small-business owner, entrepreneur, or marketer, are you absolutely certain that you know what your customer wants? And even if you know what your customer wants, are you sure that you are able to clearly communicate that you offer the exact thing that they are seeking? In this best-selling book, Ryan Levesque lays out his proven, repeatable, yet slightly counterintuitive, methodology for understanding the core wants and motivations of your customer. Levesque's Ask Method provides a way to discover what customers want to buy by guiding them through a series of questions and customizing a solution from them so they are more likely to purchase from you. And all through a completely automated process that does not require one-on-one conversations with every single customer. The Ask method has generated over $100 million in online sales across 23 different industries and counting. Now it is your turn to use it to create a funnel, skyrocket your online income, and create a mass of dedicated fans for you and your company in the process.

Download or read book Work Less Make More written by James Schramko and published by Superfastbusiness. This book was released on 2017-12-10 with total page 151 pages. Available in PDF, EPUB and Kindle. Book excerpt: In 2006, whilst working in a full-time job, James Schramko wrote this in a notebook: MY GOALS ... create automated income so that I am independently wealthy and enjoy my life passionately.Within three years, he'd built his own business and achieved those goals. At which point he set about helping his coaching clients do the same. Leveraging his knowledge and experience, they were able to make more money while reducing their work hours. Significantly.This freed them up to spend more time living.It's easy to think working less and making more is something available only to a blessed few. But James has proven over and over again that this is not the case. All you require is: - An open mind, - The ability to focus on what's important, - An understanding of business models, and- A willingness to challenge your assumptions.Work Less, Make More will break down all the barriers standing between you and the above.It will teach you how to effectively leverage yourself, your team and your business via: - Increasing your personal effectiveness- Planning and goalsetting- Learning focus and the power of 64:4- Building a team- Creating an offer that converts- Leveraging the Profit Formula to boost cash flow- Understanding the importance of Customer Lifetime Value- Choosing the right business model- Removing compromise from your lifeThis book is for you if you are: - A business owner (big or small)- Currently in a job with a hard ceiling on how much you can earn- Overworked and underpaid- Stressed out and missing out on precious time with family and friends.If you want to build a business that gives you financial peace of mind while allowing you to enjoy life NOW, not later ... Work Less, Make More will get you on your way. It will help ensure the business you're building will work for you, not the other way a

Download or read book Think Twice written by Michael J. Mauboussin and published by Harvard Business Review Press. This book was released on 2012-11-06 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: No matter your field, industry, or specialty, as a leader you make a series of crucial decisions every single day. And the harsh truth is that the majority of decisions—no matter how good the intentions behind them—are mismanaged, resulting in a huge toll on organizations, the people they employ, and even the people they serve. So why is it so hard to make sound decisions? In Think Twice, now in paperback, Michael Mauboussin argues that we often fall victim to simplified mental routines that prevent us from coping with the complex realities inherent in important judgment calls. Yet these cognitive errors are preventable. In this engaging book, Mauboussin shows us how to recognize and avoid common mental missteps. These include misunderstanding cause-and-effect linkages, not considering enough alternative possibilities in making a decision, and relying too much on experts. Through vivid stories, the author presents memorable rules for avoiding each error and explains how to recognize when you should “think twice”—questioning your reasoning and adopting decision-making strategies that are far more effective, even if they seem counterintuitive. Armed with this awareness, you'll soon begin making sounder judgment calls that benefit (rather than hurt) your organization.

Download or read book The Subtle Art of Not Giving a F ck written by Mark Manson and published by HarperCollins. This book was released on 2016-09-13 with total page 197 pages. Available in PDF, EPUB and Kindle. Book excerpt: #1 New York Times Bestseller Over 10 million copies sold In this generation-defining self-help guide, a superstar blogger cuts through the crap to show us how to stop trying to be "positive" all the time so that we can truly become better, happier people. For decades, we’ve been told that positive thinking is the key to a happy, rich life. "F**k positivity," Mark Manson says. "Let’s be honest, shit is f**ked and we have to live with it." In his wildly popular Internet blog, Manson doesn’t sugarcoat or equivocate. He tells it like it is—a dose of raw, refreshing, honest truth that is sorely lacking today. The Subtle Art of Not Giving a F**k is his antidote to the coddling, let’s-all-feel-good mindset that has infected American society and spoiled a generation, rewarding them with gold medals just for showing up. Manson makes the argument, backed both by academic research and well-timed poop jokes, that improving our lives hinges not on our ability to turn lemons into lemonade, but on learning to stomach lemons better. Human beings are flawed and limited—"not everybody can be extraordinary, there are winners and losers in society, and some of it is not fair or your fault." Manson advises us to get to know our limitations and accept them. Once we embrace our fears, faults, and uncertainties, once we stop running and avoiding and start confronting painful truths, we can begin to find the courage, perseverance, honesty, responsibility, curiosity, and forgiveness we seek. There are only so many things we can give a f**k about so we need to figure out which ones really matter, Manson makes clear. While money is nice, caring about what you do with your life is better, because true wealth is about experience. A much-needed grab-you-by-the-shoulders-and-look-you-in-the-eye moment of real-talk, filled with entertaining stories and profane, ruthless humor, The Subtle Art of Not Giving a F**k is a refreshing slap for a generation to help them lead contented, grounded lives.

Download or read book Needs Selling Solutions written by Gary D. McGugan and published by Trafford Publishing. This book was released on 2009-04-17 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEEDS Selling Solutions is written for sales professionals who want to explore new methods, hone skills and sell more effectively. Seasoned and successful authors disclose practical and effective selling strategies based upon real-world observations and experiences. NEEDS Selling Solutions tackles the tough challenges of finding new customers, identifying what customers really want, qualifying customers that meet business requirements, creating impactful sales presentations, and developing powerful closing strategies. Necessity: Examine, Explore, Determine & Solve NEEDS is a result-oriented approach that will help sales professionals in any business achieve more sales more profitably and more consistently. NEEDS Selling Solutions is a must read for sales people of all experience levels who are looking for new ideas, practical advice, and creative suggestions to elevate their selling skills to an entirely new level of selling success.

Download or read book Behavioural Investing written by James Montier and published by John Wiley & Sons. This book was released on 2009-10-09 with total page 740 pages. Available in PDF, EPUB and Kindle. Book excerpt: Behavioural investing seeks to bridge the gap between psychology and investing. All too many investors are unaware of the mental pitfalls that await them. Even once we are aware of our biases, we must recognise that knowledge does not equal behaviour. The solution lies is designing and adopting an investment process that is at least partially robust to behavioural decision-making errors. Behavioural Investing: A Practitioner’s Guide to Applying Behavioural Finance explores the biases we face, the way in which they show up in the investment process, and urges readers to adopt an empirically based sceptical approach to investing. This book is unique in combining insights from the field of applied psychology with a through understanding of the investment problem. The content is practitioner focused throughout and will be essential reading for any investment professional looking to improve their investing behaviour to maximise returns. Key features include: The only book to cover the applications of behavioural finance An executive summary for every chapter with key points highlighted at the chapter start Information on the key behavioural biases of professional investors, including The seven sins of fund management, Investment myth busting, and The Tao of investing Practical examples showing how using a psychologically inspired model can improve on standard, common practice valuation tools Written by an internationally renowned expert in the field of behavioural finance

Download or read book QF32 written by Richard de Crespigny and published by Macmillan Publishers Aus.. This book was released on 2012-08-01 with total page 504 pages. Available in PDF, EPUB and Kindle. Book excerpt: QF32 is the award winning bestseller from Richard de Crespigny, author of the forthcoming Fly!: Life Lessons from the Cockpit of QF32 On 4 November 2010, a flight from Singapore to Sydney came within a knife edge of being one of the world's worst air disasters. Shortly after leaving Changi Airport, an explosion shattered Engine 2 of Qantas flight QF32 - an Airbus A380, the largest and most advanced passenger plane ever built. Hundreds of pieces of shrapnel ripped through the wing and fuselage, creating chaos as vital flight systems and back-ups were destroyed or degraded. In other hands, the plane might have been lost with all 469 people on board, but a supremely experienced flight crew, led by Captain Richard de Crespigny, managed to land the crippled aircraft and safely disembark the passengers after hours of nerve-racking effort. Tracing Richard's life and career up until that fateful flight, QF32 shows exactly what goes into the making of a top-level airline pilot, and the extraordinary skills and training needed to keep us safe in the air. Fascinating in its detail and vividly compelling in its narrative, QF32 is the riveting, blow-by-blow story of just what happens when things go badly wrong in the air, told by the captain himself. Winner of ABIA Awards for Best General Non-fiction Book of the Year 2013 and Indie Awards' Best Non-fiction 2012 Shortlisted ABIA Awards' Book of the Year 2013

Download or read book Selling by the Numbers written by Jason Miller and published by . This book was released on 2004-09 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most selling books address a particular aspect of the process for you to focus on and improve your skill. It sounds great in theory but contains a fatal flaw. Each step in the process is inextricably connected to the others. That's why most selling books don't work very well. These books assume that a change in any single aspect of the selling process will still fit within the rest of your activity. Selling by the Numbers is a comprehensive and proven system that works whether you are new to a career in selling or trying to revitalize a stagnant career. You'll prepare, mathematically calculate, and implement all of the steps necessary from start to finish and become a master salesperson. You'll learn to build your skills from the bottom up including: Choosing the right prospects Getting your prospect to tell you what they really want. Maximizing the use of your time Communicating for maximum impact Overcoming even the toughest competition Author Jason Miller includes in-depth exercises and worksheets that you'll use to analyze and understand your unique circumstances. Using these simple calculations, you will quickly revitalize your sales effectiveness and secure the success you seek.

Download or read book The Great Mental Models Volume 1 written by Shane Parrish and published by Penguin. This book was released on 2024-10-15 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the essential thinking tools you’ve been missing with The Great Mental Models series by Shane Parrish, New York Times bestselling author and the mind behind the acclaimed Farnam Street blog and “The Knowledge Project” podcast. This first book in the series is your guide to learning the crucial thinking tools nobody ever taught you. Time and time again, great thinkers such as Charlie Munger and Warren Buffett have credited their success to mental models–representations of how something works that can scale onto other fields. Mastering a small number of mental models enables you to rapidly grasp new information, identify patterns others miss, and avoid the common mistakes that hold people back. The Great Mental Models: Volume 1, General Thinking Concepts shows you how making a few tiny changes in the way you think can deliver big results. Drawing on examples from history, business, art, and science, this book details nine of the most versatile, all-purpose mental models you can use right away to improve your decision making and productivity. This book will teach you how to: Avoid blind spots when looking at problems. Find non-obvious solutions. Anticipate and achieve desired outcomes. Play to your strengths, avoid your weaknesses, … and more. The Great Mental Models series demystifies once elusive concepts and illuminates rich knowledge that traditional education overlooks. This series is the most comprehensive and accessible guide on using mental models to better understand our world, solve problems, and gain an advantage.

Download or read book Sales Therapy written by Grant Leboff and published by John Wiley & Sons. This book was released on 2007-11-19 with total page 211 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count. Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’ At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy

Download or read book Mega Deal Secrets written by Jamal Reimer and published by . This book was released on 2021-10-19 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drop the run-rate mentality and start closing Mega Deals. Selling a Mega Deal--a deal of uncommonly large size and complexity-is the crowning achievement of any enterprise seller. Yet there are precious few who have achieved such a feat, and those who have done it tend to guard the keys to their success as well-kept secrets. Jamal Reimer is a senior enterprise seller and has been a top-1-percent performer at one of the largest software as a service (SaaS) companies in the world. He has closed multiple deals over $50 million. In this book, Reimer shares the methods, strategies, tactics, and tools that he and other Mega Dealers use to bring in massive enterprise deals. In Mega Deal Secrets, Reimer teaches all the components of a truly dialed-in sales cycle in the modern selling age: Executive Whispering: how to engage with elusive executives from your company and your customers to build strategic relationships and accelerate uncommonly large deals Mega Deal Premise: how to build a compelling Mega Deal Story that senior executives will invest in Mega Deal Conjuring: how to find and close a Mega Deal in twelve months or less even when the conditions are against you Reimer walks you through every step of the Mega Deal process--from selecting the right candidate account to getting your contract signed by whatever deadline you set. Along the way, you'll follow the journey of how he put together the biggest pitch of his career, stood his ground with the most intimidating executive he's ever met, and, ultimately, closed his first Mega Deal.

Download or read book Intuitive Eating 2nd Edition written by Evelyn Tribole, M.S., R.D. and published by St. Martin's Griffin. This book was released on 2007-04-01 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: We've all been there-angry with ourselves for overeating, for our lack of willpower, for failing at yet another diet that was supposed to be the last one. But the problem is not you, it's that dieting, with its emphasis on rules and regulations, has stopped you from listening to your body. Written by two prominent nutritionists, Intuitive Eating focuses on nurturing your body rather than starving it, encourages natural weight loss, and helps you find the weight you were meant to be. Learn: *How to reject diet mentality forever *How our three Eating Personalities define our eating difficulties *How to feel your feelings without using food *How to honor hunger and feel fullness *How to follow the ten principles of Intuitive Eating, step-by-step *How to achieve a new and safe relationship with food and, ultimately, your body With much more compassionate, thoughtful advice on satisfying, healthy living, this newly revised edition also includes a chapter on how the Intuitive Eating philosophy can be a safe and effective model on the path to recovery from an eating disorder.

Download or read book The Hard Sell written by John Bone and published by Routledge. This book was released on 2017-03-02 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this work John Bone provides a lively and engaging insight into the social world of direct selling organizations. He investigates these under-researched organizations via a detailed ethnography of two home improvement companies selling products such as fitted kitchens, double glazing and conservatories, as well as developing wider sociological debates on trust and interaction. These organizations tend to be loosely ordered and internally competitive collectives whose sole aim is to maximize short term profits through sales strategies that routinely employ the calculative exploitation of consumer norms and expectations. John Bone uses his findings to argue that amid the wave of increasing deregulation and liberalization that has supplanted the planned and regulated form of capitalism that predominated until the 1970s, such conditions are now becoming prevalent in mainstream contemporary organizations, threatening to unleash a latent disorder that underlies the rationality of 'modern' business.

Download or read book The Intuitive Investor written by Jason Apollo Voss and published by SelectBooks, Inc.. This book was released on 2010-10 with total page 415 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Successful Wall Street fund manager retired at age 35 guides investors to use intuitive and creative right-brained processes to complement traditional left-brain financial analysis. Author describes his principles based on spiritual insights and provides professional anecdotes to support his. theories"--Provided by publisher.

Download or read book Chance Logic And Intuition An Introduction To The Counter intuitive Logic Of Chance written by Steven Tijms and published by World Scientific. This book was released on 2021-02-18 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Chance rules our daily lives in many different ways. From the outcomes of the lottery to the outcomes of medical tests, from the basketball court to the court of law. The ways of chance are capricious. Bizarre things happen all the time. Nevertheless, chance has a logic of its own. It obeys the rules of probability. But if you open a standard book on probability, you may very well feel far removed from everyday life. Abstract formulas and mathematical symbols stare back at you with almost every turn of the page.This book introduces you to the logic of chance without the use of mathematical formulas or symbols. In Part One, you will meet the fascinating pioneers of the mathematics of probability, including Galileo Galilei and Blaise Pascal. Their stories will introduce you, step by step, to the basics of probability. In Part Two, various examples in all areas of daily life will show you how chance defies our expectations time and again. But armed with the basic rules of probability and a good dose of inventiveness, you will be able to unravel the counter-intuitive logic of chance.