Download or read book Heart and Sell written by Shari Levitin and published by Red Wheel/Weiser. This book was released on 2017-02-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process. How can you reconcile your need to meet sales targets with the customer’s desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.

Download or read book Bridges to the Customer s Heart written by Paul Uduk and published by Trafford Publishing. This book was released on 2011-05-25 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bridges to the Customers Heart successfully captures the essence of what it takes to be customer-centric. The to-do-list approach reduces complex concepts to ideas that you can use right on a Monday morning to deliver superior service to the customer in whatever business situation you find yourself. After reading every Bridge you feel like jumping right into the service arena as a genuine apostle of service excellence to do whatever it takes to satisfy the customer. Bridges speaks directly to senior management, frontline people, and the owner manager alike, challenging orthodoxy, business as usual, and mediocrity wherever they raise their ugly heads.

Download or read book Service Profit Chain written by W. Earl Sasser and published by Simon and Schuster. This book was released on 1997-04-10 with total page 343 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this pathbreaking book, world-renowned Harvard Business School service firm experts James L. Heskett, W. Earl Sasser, Jr. and Leonard A. Schlesinger reveal that leading companies stay on top by managing the service profit chain. Why are a select few service firms better at what they do -- year in and year out -- than their competitors? For most senior managers, the profusion of anecdotal "service excellence" books fails to address this key question. Based on five years of painstaking research, the authors show how managers at American Express, Southwest Airlines, Banc One, Waste Management, USAA, MBNA, Intuit, British Airways, Taco Bell, Fairfield Inns, Ritz-Carlton Hotel, and the Merry Maids subsidiary of ServiceMaster employ a quantifiable set of relationships that directly links profit and growth to not only customer loyalty and satisfaction, but to employee loyalty, satisfaction, and productivity. The strongest relationships the authors discovered are those between (1) profit and customer loyalty; (2) employee loyalty and customer loyalty; and (3) employee satisfaction and customer satisfaction. Moreover, these relationships are mutually reinforcing; that is, satisfied customers contribute to employee satisfaction and vice versa. Here, finally, is the foundation for a powerful strategic service vision, a model on which any manager can build more focused operations and marketing capabilities. For example, the authors demonstrate how, in Banc One's operating divisions, a direct relationship between customer loyalty measured by the "depth" of a relationship, the number of banking services a customer utilizes, and profitability led the bank to encourage existing customers to further extend the bank services they use. Taco Bell has found that their stores in the top quadrant of customer satisfaction ratings outperform their other stores on all measures. At American Express Travel Services, offices that ticket quickly and accurately are more profitable than those which don't. With hundreds of examples like these, the authors show how to manage the customer-employee "satisfaction mirror" and the customer value equation to achieve a "customer's eye view" of goods and services. They describe how companies in any service industry can (1) measure service profit chain relationships across operating units; (2) communicate the resulting self-appraisal; (3) develop a "balanced scorecard" of performance; (4) develop a recognitions and rewards system tied to established measures; (5) communicate results company-wide; (6) develop an internal "best practice" information exchange; and (7) improve overall service profit chain performance. What difference can service profit chain management make? A lot. Between 1986 and 1995, the common stock prices of the companies studied by the authors increased 147%, nearly twice as fast as the price of the stocks of their closest competitors. The proven success and high-yielding results from these high-achieving companies will make The Service Profit Chain required reading for senior, division, and business unit managers in all service companies, as well as for students of service management.

Download or read book The Heart of Business written by Hubert Joly and published by Harvard Business Press. This book was released on 2021-05-04 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Wall Street Journal Bestseller Named a Financial Times top title How to unleash "human magic" and achieve improbable results. Hubert Joly, former CEO of Best Buy and orchestrator of the retailer's spectacular turnaround, unveils his personal playbook for achieving extraordinary outcomes by putting people and purpose at the heart of business. Back in 2012, "Everyone thought we were going to die," says Joly. Eight years later, Best Buy was transformed as Joly and his team rebuilt the company into one of the nation's favorite employers, vastly increased customer satisfaction, and dramatically grew Best Buy's stock price. Joly and his team also succeeded in making Best Buy a leader in sustainability and innovation. In The Heart of Business, Joly shares the philosophy behind the resurgence of Best Buy: pursue a noble purpose, put people at the center of the business, create an environment where every employee can blossom, and treat profit as an outcome, not the goal. This approach is easy to understand, but putting it into practice is not so easy. It requires radically rethinking how we view work, how we define companies, how we motivate, and how we lead. In this book Joly shares memorable stories, lessons, and practical advice, all drawn from his own personal transformation from a hard-charging McKinsey consultant to a leader who believes in human magic. The Heart of Business is a timely guide for leaders ready to abandon old paradigms and lead with purpose and humanity. It shows how we can reinvent capitalism so that it contributes to a sustainable future.

Download or read book Thin Rich and Happy written by Wayne Nance and published by Simon and Schuster. This book was released on 2007-03-13 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: Recounts how the author successfully lost one hundred pounds, paid off five credit cards, and saved his marriage, in a guide that draws on his "3-Minute Survey" plan to counsel readers on how to overcome negative decision-making practices.

Download or read book Advanced Business English Idioms Visual Guide written by Marie A. Richards, MEd, MS and published by PATMAR. This book was released on 2023-04-20 with total page 611 pages. Available in PDF, EPUB and Kindle. Book excerpt: Elevate your business English language with "Advanced Business English Idioms Visual Guide: Master Sales & Marketing Conversations," a comprehensive resource designed to boost your confidence in speaking English and transform your English language skills. Ideal for sales professionals, marketers, and intermediate English learners, this book unveils the power of idiomatic expressions, helping you sound more like a native speaker and communicate more persuasively.

Download or read book Thin Rich and Happy written by Wayne Nance and published by Simon and Schuster. This book was released on 2007-03-13 with total page 325 pages. Available in PDF, EPUB and Kindle. Book excerpt: 67% of Americans are overweight. 85% will retire in debt. 50% of marriages end in divorce. Are you struggling with one of these challenges? Discover what's holding you back from a fully lived life. Take the 3-Minute Survey and discover how to use your inborn attitudes to alter every aspect of your life. Three minutes can put you back in control of: your weight, your money, your relationships When you find the numbers on the scale are too high, you go on the latest fad diet. When your finances are getting out of control, you look for someone or something to bail you out. When you are having difficulty in your relationship, you try to spend more time with your significant other. But all too often, the weight slips back on. Or the credit card bills begin to pile up again. You and your partner retreat from the passionate intimacy you both long for. Why does this happen? Because diets, budgets, and date nights are quick fixes and quick fixes do not bring about permanent solutions. Twenty-seven years ago, Wayne E. Nance's life was out of control. An incessant smoker, he weighed an unhealthy 315 pounds. His marriage was quickly disintegrating and his finances were bottoming out. Wayne was like many Americans -- fat, broke, and headed for divorce court. When he got a handle on one of his challenges, one of the others got worse. That's when he realized this: obesity, debt, and relationship meltdown are surface problems which reveal our core attitude and beliefs. We are all born with a basic outlook on life and it is this orientation that drives our behavior. Once Wayne was able to recognize how and why he made certain choices, he was able to bring his life back into balance. Today, Wayne is a trimmed-down success story, having permanently lost over one hundred pounds, paid off over $40,000 of credit card debt, and has been married for over thirty years. He developed the Real Life Management system, which has helped over 50,000 people greatly enhance their lifestyle. In Thin, Rich and Happy, he outlines the system for you. The cornerstone of the Real Life Management system is the 3-Minute Survey, which will help you identify your core attitude. From there Wayne presents a unique five-step ALTER plan that's customized to your individual needs and attitudes and will help you focus on how your individual blind spots affect the state of your health, finances, and relationships. There are no bad attitudes. Your attitude is a gift that you've been given to make your unique contribution to the world. You are fine just the way you are -- but you may not be happy with the way you live. Thin, Rich and Happy is an essential blueprint for dramatic improvement in the three areas that matter so much to our health, happiness, and prosperity.

Download or read book 3 Minute Difference written by Wayne E. Nance and published by eChristian. This book was released on 2012 with total page 347 pages. Available in PDF, EPUB and Kindle. Book excerpt: Years ago, Wayne Nance's life was out of control. An incessant smoker, he weighed 315 pounds. His marriage was disintegrating and his finances were bottoming out. He finally realized that his obesity, debt and relationship meltdown were surface problems resulting from his core attitudes and beliefs. Then he began to bring his life back into balance. Today, Wayne is the "Real Life Attitude Guy". His true success story includes losing more than 100 pounds, staying married and paying off his financial debt that was ruining his life. The Real Life Management system, outlined in this book, centers on the 3-Minute Survey. It will help you identify your core attitudes and then identify weaknesses, avoid faulty decisions and stay focused on your self-improvement goals.

Download or read book How to Create Heart Based Hospitality The Future of the Hotel Hospitality Experience written by Peter McAlpine and published by Peter McAlpine. This book was released on with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book shows hoteliers how to create a spirit of hospitality that is impossible to create with the globally pervasive, standards manual-based concept of SOP-Customer Satisfaction. Heart-Based Hospitality is an energetic and spiritual concept of hospitality, and it provides a completely new direction in hospitality. It is based on creating an ever-increasing spirit of unconditional love, Metta loving-kindness, compassion, and heart-warming care, which are the forgotten essence of hospitality. By working with energy, especially heart energy, and by developing the spiritual capacity of the staff you can create limitless levels of spiritual and energetic hospitality far above the traditional SOP-Customer Satisfaction ceiling. As you develop Heart-Based Hospitality you can increase the softness, gentleness, loving-kindness, compassion, and heart-warming care of the staff and the energetic warmth of the hospitality without limit. Heart-Based Hospitality is a concept and a direction that enables the spirit of hospitality to evolve energetically and spiritually. It will revolutionise the hospitality industry. I call the level Heart-Based Hospitality because it is created by working with human energy, especially with the energy of the heart; by developing the heart’s intelligence; by increasing heart coherence so as to open the heart to experience ever-stronger emotions of love; and by developing spiritual capacity which increases the desire to show unconditional love, Metta loving-kindness, heart-warming care, and compassion from the heart. The future hospitality experience will be energetic and spiritual. Hotels in the future will also use heart field energy techniques to change the energetic vibration of the hotel staff, the guests, and spaces. They will also infuse spaces, facilities, and guest accommodation with pleasant-feeling energy through specific meditations. I have written the book in order to bring about a revolution of change in the hotel industry. The book shows hotels how to implement and develop the process of creating Heart-Based Hospitality. Part 1, the Introduction to the book, explains what the book is about. Go to this link: http://heartbasedhospitality.com/?page_id=57800

Download or read book The Customer is NOT Always Right Marketing Orientations in a Dynamic Business World written by Colin L. Campbell and published by Springer. This book was released on 2017-01-11 with total page 987 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 2011 World Marketing Congress held in Reims, France with the theme The Customer is NOT Always Right? Marketing Orientations in a Dynamic Business World. The focus of the conference and the enclosed papers is on marketing thought and practices throughout the world. This volume resents 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.​

Download or read book The Satisfied Customer written by Claes Fornell and published by St. Martin's Press. This book was released on 2007-11-27 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: When faced with the choice between cutting costs or improving customer service, most companies focus on tangible assets. But in our service economy, the most important asset is intangible: a company's relationship with its customers. The Satisfied Customer is a blueprint for understanding this fact of modern business and reveals the unheralded value of customer satisfaction. Drawing on the results of a massive survey of American consumer satisfaction and including examples from companies like Home Depot and UPS, Fornell presents some surprising conclusions about outreach strategy (exceeding a customer's expectations is risky, and increasing customer complaints can actually be a good thing). He also explains how to quantify and increase the value of a firm's customer relationships--what he calls the Customer Asset.

Download or read book Researching Customer Satisfaction and Loyalty written by Paul Szwarc and published by Kogan Page Publishers. This book was released on 2005-07-03 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer satisfaction and loyalty has been one of the largest areas of market research for the past twenty years, and interest in it continues to increase. Organizations today invest heavily in programmes designed to retain customers as they recognize the importance of having loyal, committed customers to sustain and increase company profits. Researching Customer Satisfaction and Loyalty is a vital guide to this expanding area. It examines how to research customer satisfaction from both a client and a supplier perspective, and how to get the best results from that research. The breadth of detail is exhaustive and topics covered include: the development of customer satisfaction and loyalty, management theories about it, qualitative and quantitative research, and how market research projects get commissioned. The book also looks at the factors that both supplier and client need to consider when preparing a research brief and proposal, how interest in this area is changing and what the future holds for research into customer satisfaction.

Download or read book Wiley International Encyclopedia of Marketing 6 Volume Set written by and published by John Wiley & Sons. This book was released on 2011-02-07 with total page 1775 pages. Available in PDF, EPUB and Kindle. Book excerpt: With over 300 entries from hundreds of global experts, this is one of the premier marketing reference resources available worldwide. The 6-volume WIEM provides scholars and professionals with an international guide to marketing concepts and applications The far-reaching new developments, challenges and opportunities that have arisen in recent years are fully reflected in the entries Scholars and professionals will enjoy the flexible, multi-level structure, with entries ranging from topics summaries to short essays reviewing areas of development and debate Entries are further extended by sophisticated cross-referencing both among volumes and between encyclopedia entries and external sources The encyclopedia is also available online For ease of reference, the entries are arranged alphabetically within each of the subject volumes. Designed to encompass the scope of modern marketing, the volumes cover: Volume 1: Marketing Strategy Volume 2: Marketing Research Volume 3: Consumer Behavior Volume 4: Advertising and Integrated Communication Volume 5: Product Innovation and Management Volume 6: International Marketing

Download or read book The Joint Commission Journal on Quality Improvement written by and published by . This book was released on 1995 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Skills and Ethics of Professional Touch written by Taina Kinnunen and published by Springer Nature. This book was released on 2023-11-26 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book introduces readers to the ethical and goal-oriented functions of touch in professional practice. Touch is both an increasingly visible topic today and a core skill in many professions, especially in health, education and social work. This book combines helpful theoretical discussions and practical information, offering a balanced and culturally-informed introduction to an issue that both students and professionals often find difficult to navigate. Chapters discuss the various functions of touch and its uses, giving readers a deeper understanding of the potential of tactile work practices. The authors offer clear legal and ethical guidance to empower learners. They discuss key issues such as harmful touch and the increasing digitisation of patient work. Activities, case studies and further readings promote learning and help readers reflect on their own relationship to touch. This book will be an invaluable resource for students in undergraduate and graduate courses in healthcare, nursing, education and social work, and to practitioners looking for guidance on this topic.

Download or read book The Door to Satisfaction written by Thubten Zopa and published by Simon and Schuster. This book was released on 2014-05-01 with total page 195 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Door to Satisfaction Lama Zopa Rinpoche reveals a text he discovered in a cave in the Himalayas that captures the essential point of Buddhist training. Rinpoche says, "Only when I read this text did I come to know what the practice of Dharma really means." Without proper motivation, it does not matter what we do. Whether reciting prayers, meditating, or enduring great hardships, if our actions are devoid of good intention they will not become Dharma practice. Proper motivation transcends our ordinary, ephemeral desires and ultimately seeks the happiness of all living beings. "In your life," says Rinpoche, "there is nothing to do other than to work for others, to cherish others. There is nothing more important in your life than this." This powerful, simple message applies to Buddhists and non-Buddhists alike--we all have the power to unlock our greatest potential. Open this book and open the door to a timeless path leading to wisdom and joy.

Download or read book Enjoying Agile and My Job written by Akeloe Facey PMP PMI-ACP CSP and published by WestBow Press. This book was released on 2019-11-12 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: Dreading Monday mornings; running out of the office on Friday; uninspired at work; Agile isn’t making sense to you...if this describes your mood, you’re not alone. I’ve been there. The good news is that you don’t have to remain in a rut. This book aims to inspire you; aims to remind you of the bigger picture and then gently guide you through a series of steps on how to embody the Agile principles, move with urgency, grow to enjoy your job, and help your colleagues along the way.