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BrainScripts for Sales Success 21 Hidden Principles of Consumer Psychology for Winning New Customers

BrainScripts for Sales Success  21 Hidden Principles of Consumer Psychology for Winning New Customers Author Drew Eric Whitman
ISBN-10 9780071834070
Release 2014-10-03
Pages 224
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The newest, most successful strategies for landing the sale—based on the latest discoveries in neuroscience and consumer psychology BrainScripts for Sales Success explains consumer psychology to teach you how to personalize and enhance an approach and use basic, primal responses that are subtle but extremely effective. You'll learn how to use the powerful emotion of fear to convince stubborn prospects, make prospective customers successfully demonstrate the product inside their heads before they spend a penny to buy it, use speaking patterns that build desire for the product or service, and much more. "A masterpiece! This is one of those rare books that I wish wouldn't get published. This gem will become the new sales bible." Dr. Joe Vitale, author of Hypnotic Writing and There's A Customer Born Every Minute “Read it and sell more—it’s just that simple.” Roger Dawson, author of Secrets of Power Negotiating “Puts you light years ahead of your competition. Read it... before your competition does.” Dr. Tony Alessandra, author The Platinum Rule for Sales Mastery “Gives you an almost unfair advantage—yet it’s all perfectly legal!” Richard Bayan, author of Words That Sell “Take all of the text books ever written about persuasion, influence, marketing, and salesmanship. Strip away the nonsense. What do you get? BrainScripts. It's a mistake not to read this book.” Mark Joyner, founder and CEO of Simpleology “Can you imagine the power in your sales presentation when you understand your prospects better than they know themselves?” Patricia Fripp, CSP, CPAE, Sales Presentation Skills Expert “It's like looking into a crystal ball of human behavior.” Thomas A. Freese, author of Secrets of Question Based Selling “The material in BrainScripts is so powerful it should require a license for use.” Art Sobczak, author of Smart Calling—Eliminate the Fear, Failure, and Rejection from Cold Calling “BrainScripts shows in detail how beliefs become established, how they affect behavior and, most importantly, how business owners can ethically tap into them to help their companies grow and prosper.” Robert Dilts, Founder NLP University “BrainScripts gives you actual scripts to help get your sales message across without setting off your prospects’ ‘What’s the catch?’ alarm.” Tom "Big Al" Schreiter, author of How To Get Instant Trust, Belief, Influence, and Rapport! “BrainScripts is the definitive advantage in sales strategy. Read it and win... or pray your competitors do not.” MJ DeMarco, author of The Millionaire Fastlane “BrainScripts takes sales psychology to a new level. Drew’s practical and easy-to-use tips will also take you to the next level.” Kerry Johnson, MBA, Ph.D.; America's Sales Psychologist “BrainScripts brings you face-to-face with the prospect's intimate evaluation procedures so you can turn them into sales motivations and close the deal!” René Gnam, author of René Gnam’s Direct Mail Workshop “Drew Eric Whitman has swung open the vault to generating buyers en mass. BrainScripts just might be the best investment of your business life and selling career.” Spike Humer, author of The 10 Day Turnaround



Cashvertising

Cashvertising Author Drew Eric Whitman
ISBN-10 9781601638878
Release 2008-11-15
Pages 208
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Barely one in a hundred businesspeople knows these facts about creating powerful advertising. Do You? FACT! Sixty percent of people read only headlines. Your headline must stop them or your advertising will likely fail. FACT! Captions under photos get 200 percent greater readership than non-headline copy. FACT! Ads with sale prices draw 20 percent more attention. FACT! Half-page ads pull about 70 percent of full-page ads; quarter-page ads pull about 50 percent of full-page ads. FACT! Four-color ads are up to 45 percent more effective than black and white. FACT! New York's biggest ad agencies use dozens of these little-known secrets every day to influence people to buy. And now--thanks to Cashvertising--you can, too. And it won't matter one bit whether you're a corporate giant or a mom-and-pop pizza shop. These techniques are based on human psychology. They work no matter where you're located, no matter what kind of product or service you sell, and no matter where you advertise. In fact, most don't cost a penny to use. Like a wild roller-coaster ride through the streets of Madison Avenue, Cashvertising teaches you the tips, tricks, and strategies that New York's top gun copywriters and designers use to persuade people to buy like crazy. No matter what you sell, or how you sell it, this practical, fast-paced book will teach you: - How to write irresistible ad copy - How to create powerful ads, brochures, sales letters, Websites, and more - How to make people believe what you say - "Sneaky" ways to persuade people to respond - Effective tricks for writing "magnetic" headlines - What mistakes to avoid--at all costs! - What you should always/never do in your ads - Expert formulas, guidance, tips and strategies



Nonstop Sales Boom

Nonstop Sales Boom Author Colleen Francis
ISBN-10 9780814433775
Release 2014-08-13
Pages 288
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Do your company's sales results lurch between highs and lows--with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team. The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement: Attraction: Fill the funnel with lucrative prospects Participation: Turn them into customers faster Growth: Invest in valued clients Leverage: Turn customers into referral generators When companies concentrate on only one or two of these areas, their results become erratic. With the field-tested strategies in Nonstop Sales Boom, readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline. Packed with enlightening examples of sales disasters and standouts, this practical guide brings balance to the selling process, reliability to revenues, and booming sales all year long.



The Psychology of Selling Life Insurance

The Psychology of Selling Life Insurance Author Edward Kellogg Strong
ISBN-10 UCAL:$B95650
Release 1922
Pages 489
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The Psychology of Selling Life Insurance has been writing in one form or another for most of life. You can find so many inspiration from The Psychology of Selling Life Insurance also informative, and entertaining. Click DOWNLOAD or Read Online button to get full The Psychology of Selling Life Insurance book for free.



Sticky Branding

Sticky Branding Author Jeremy Miller
ISBN-10 9781459728110
Release 2015-01-10
Pages 256
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Stand out, attract customers and grow your company into a sticky brand. Sticky Branding provides practical, tactical ideas of how mid-market companies — companies with a marketing budget, but not a vast one — are challenging the status quo and growing sticky brands.



Accountable Marketing

Accountable Marketing Author David W Stewart
ISBN-10 9781317274827
Release 2016-02-05
Pages 298
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Accountable Marketing is designed to be the definitive volume on the emerging role of accountability and performance metrics in marketing. Sponsored and developed by the Marketing Accountability Standards Board (MASB), it provides a multi-disciplinary, international perspective on this topic of critical importance. Stewart and Gugel have curated the work of several leading marketing, finance and accounting professionals and academics on the topics of marketing accountability and financial reporting to create a volume that represents the best of MASB’s work over the last few years. The book not only emphasizes the importance of accountability in the marketing function, but also creates a dialogue among academics and practitioners about the importance of marketing in driving consistent growth in the organization, and the ways in which improved methods for measuring and forecasting contribute to the effectiveness of these marketing activities. This book marks the first-ever reference point for practicing professionals, faculty and students interested in marketing accountability, the development of standards for marketing reporting, and developing stronger linkages between marketing activities and outcomes, and the financial performance of the firm.



Retail s Seismic Shift

Retail s Seismic Shift Author Michael Dart
ISBN-10 9781250142856
Release 2017-10-31
Pages 320
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Compared to 25 years ago, today’s retail experience is a world apart. Almost anything can be ordered, delivered and picked up rapidly, often customized to personal preferences at no extra cost. The smartphone has created a world of limitless consumer expectation and logistical possibility. So how much further can it go? What will the retail experience look like in ten, twenty, or even fifty years–and how should companies, big and small, be preparing? Amazon may still loom large, say industry experts Robin Lewis and Michael Dart, but now they’ll actually be profitable, as mobile shopping becomes the norm. More importantly, the primacy of access over ownership, and experience over material goods, will force retailers to transform their offerings. Demographic trends, like the glut of seniors and the declining marriage rate, and societal trends, like income polarization and continued urbanization, will have surprising effects on which brands and products take center stage. And the double-edged sword of technology will be fully apparent: no more cards or cash, but pervasive fear of fraud and surveillance from the dark Web and the rise of A.I.. In their previous book, The New Rules of Retail, Lewis and Dart predicted nearly every defining characteristic of today’s marketplace–and the industry snapped it up in two editions. Now, in Retail's Seismic Shift, they do the same for the next era, where retailers will have to be ready for anything.



Get Your SHIFT Together How to Think Laugh and Enjoy Your Way to Success in Business and in Life with a foreword by Jeffrey Gitomer

Get Your SHIFT Together  How to Think  Laugh  and Enjoy Your Way to Success in Business and in Life  with a foreword by Jeffrey Gitomer Author Steve Rizzo
ISBN-10 9780071807746
Release 2012-12-28
Pages 224
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Get ready to SHIFT your life! "Through shifting your focus and way of thinking, Steve Rizzo shows how to succeed on all levels of life, while actually enjoying the process. What could be better?! You will love the truth, the humor, and the wisdom this book contains." -- Dr. Mehmet Oz, host of The Dr. Oz Show and bestselling coauthor of You: The Owner's Manual "I’m positive you will love this book!” –- Jeffrey Gitomer, bestselling author of the Little Red Book of Selling "The stories in this book will make you think, laugh, and think again. It's an indispensable tool for maximizing your personal and professional success and happiness." -- Joe Vitale, bestselling author of The Attractor Factor "Engaging, hilarious, heartfelt, and authentic—just like Steve--this book is for anyone seeking more purpose and joy in business and in life. I couldn't put it down." -- Lt. Col. Rob "Waldo" Waldman, bestselling author of Never Fly Solo "With humor, research, and personal insights, Steve Rizzo will help you enjoy the journey of life, both personally and professionally. And he will make you laugh--bonus!" -- Chester Elton, bestselling coauthor of The Carrot Principle and All In "Everyone is looking for a road map. Steve provides the driving instructions for those who are ready to shift into high gear on the highway of life." -- Wayne B. Goldberg, President and CEO, La Quinta Inns and Suites "In a book overflowing with wit, passion, and serious truth, Steve helps you navigate that often elusive, yet vital shift in focus that allows you to reclaim the success, joy, and happiness for which your life was intended. Your eyes will be opened, and you will never be the same." -- Joseph Fusco, Vice President, Casella Waste Systems, Inc. LAUGH YOUR WAY TO SUCCESS . . . Who says you have to "get serious" to get everything you want out of life? According to Steve Rizzo, The Attitude Adjuster, you simply need to shift your attitude to get the ball rolling, both at work and in your personal life. In his funny and moving motivational guide, Rizzo shares the life-changing secrets that helped him confront his fears and shift from a promising career as a stand-up comic to his incredible success as a public speaker. Packed with humor, charm, and mind-altering insights--no, not that kind!--Rizzo's unique approach will show you how to: Find the humor in every situation Turn negatives into positives--every single day Make your workplace the best place to succeed Stop being a full-time resident of the Negative Zone Face your fears and get on with your life Make happiness a choice--and have fun doing it! Throughout the book, you'll find specific Attitude Adjustment Strategies that you can apply to every aspect of your professional and personal life. You'll learn how to avoid the Eeyore Syndrome, tap into your Humor Being, turn self-doubt into selfconfidence, and make everyday conversations more engaging and more productive. You'll discover a tried-and-true method for shutting down that selfdefeating Big Mouth inside your head--so you can listen to what's inside your heart. Along the way you'll hear about Rizzo's enlightening firsthand encounters with Eddie Murphy, Rodney Dangerfield, Naomi Judd, Christopher Reeve, and many more. It's all you need to get your shift together, and that's no joke. When the shift hits the fan, your new life begins--with love, with joy, and, of course, with laughter.



The Alibaba Way Unleashing Grass Roots Entrepreneurship to Build the World s Most Innovative Internet Company

The Alibaba Way  Unleashing Grass Roots Entrepreneurship to Build the World s Most Innovative Internet Company Author Ying Lowrey
ISBN-10 9781259585418
Release 2016-02-12
Pages 256
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How e-commerce giant Alibaba is giving grassroots entrepreneurs the power and drive to succeed in the e-commerce market—and you can, too... The world’s largest online trading platform, Alibaba has created an astounding model for enterprise and growth in the 21st century. The story behind Alibaba’s incredible success is not only fascinating, it’s truly inspiring—especially if you’re a small business owner or ambitious entrepreneur who wants to increase sales, satisfy customers, and drive innovation in the e-commerce world. THE ALIBABA WAY will show you: * How rural villagers with little experience—and even less resources—are lifting themselves out of poverty using Alibaba’s online trading site, Taobao.com * How small local businesses are growing into nationwide industries by adapting to the needs, preferences, and buying habits of Alibaba customers * How online sellers are finding exciting new ways to “routinize” innovation by using the Alibaba platform to identify trends, customize services, and boost production * How grassroots individuals can borrow money without a credit record or collateral; and make money by establishing a wealth management account Now available in America for the first time, the case studies and targeted essays in this eye-opening book reveal the greatest sales secrets of China’s amazing online successes—secrets that can be used to grow your own small business into a sustainable, global powerhouse. This is the most cost-effective way to make the most of your resources—and take the e-commerce world by storm. This is The Alibaba Way—growing by unleashing grassroots entrepreneurship. It’s the ultimate e-commerce success story—a powerful new growth model for small business start-ups and grassroots entrepreneurs. Part eBay, part Google, part PayPal, the Chinese company known as Alibaba was launched by its founder Jack Ma in 1999 in a small apartment with a staff of only eighteen people. It quickly became one of the fastest growing Internet companies in the world, with more than 10 million e-commerce participants and a digital ecosystem serving a hundred million consumers per day. In The Alibaba Way—the first full-length account of this e-commerce phenomenon—you’ll go behind the scenes and inside the sites that drive seemingly ordinary online sellers to extraordinary levels of success. Their stories will provide you with not just a road map to riches, but an invaluable lesson in entrepreneurship. You’ll learn how to: * Unleash your entrepreneurial spirit and grow a grassroots empire * Make innovation a routine of your daily business operation * Use emerging technologies to expand your company across multiple markets * Tailor your online presence to meet changing customer’s needs and habits * Increase your productivity by making your venders more productive * Go global, get mobile, and turn your e-business start-up into a worldwide success Featuring brilliant insights and advice from global business experts, The Alibaba Way offers American entrepreneurs a rare opportunity to see the latest innovations—and borrow the greatest ideas—from a new generation of young Chinese entrepreneurs inspired by the Alibaba model. You’ll learn how to compete with the biggest and the best—even if you have the smallest of budgets—by leveraging the power of microfinance and e-commerce to help level the playing field. You’ll hear exhilarating stories from a small rural community transformed by the introduction of Internet access, discovering creative new ways to sell and trade and grow their businesses, the Alibaba way. Most importantly, you’ll find practical, proven strategies of online selling that have turned small businesses into major players—and Alibaba into the e-commerce giant it is today. There are so many ways to take your business online. But the best way to make it grow and succeed beyond your wildest dreams is The Alibaba Way. Dr. Ying Lowrey is an Economics Professor at the School of Social Sciences, Tsinghua University, and Deputy Director of Tsinghua Research Center for Chinese Entrepreneurs. Previously she was senior economist at the US Small Business Administration and professor of economics at several US universities. She believes in that the Internet makes small even more beautiful.



The Advertising Effect

The Advertising Effect Author Adam Ferrier
ISBN-10 0195593928
Release 2014
Pages 240
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Respected advertising insider, Adam Ferrier, reveals techniques used by some of the best-known brands across the globe. These are grounded in psychological theory with award winning real world examples and explore most effective way to change behaviour is through action rather than conventional advertising practices (emotional or rational persuasion).



Amp Up Your Sales

Amp Up Your Sales Author Andy Paul
ISBN-10 9780814434888
Release 2014-11-28
Pages 240
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Selected by HubSpot as one of Top 20 Sales Books of All Time Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete successfully, sellers must set themselves apart in the eyes of buyers. Amp Up Your Sales shows anyone how to become the trusted sales professional who consistently wins new business. Customers are overloaded with information, overwhelmed by options, and short on time-so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to: Maximize the value of their selling * Accelerate responsiveness to build trust and credibility * Earn valuable selling time with customers * Shape the buyer's vision * Integrate persuasive stories into their sales process * Build lasting relationships through follow-up and customer service Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!



The 4th Industrial Revolution

The 4th Industrial Revolution Author Mark Skilton
ISBN-10 9783319624792
Release 2017-11-28
Pages 322
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This book helps decision makers grasp the importance, and applicability to business, of the new technologies and extended connectivity of systems that underlie what is becoming known as the Fourth Industrial Revolution: technologies and systems such as artificial intelligence, machine learning, 3D printing, the internet of things, virtual and augmented reality, big data and mobile networks. The WEF, OECD and UN all agree that humanity is on the cusp of the Fourth Industrial Revolution. As intelligent systems become integrated into every aspect of our lives this revolution will induce cultural and societal change of a magnitude hitherto unforeseen. These technologies challenge the values, customer experience and business propositions that have been the mainstay of almost every business and organization in existence. By redefining and encapsulating new value structures with emerging intelligent technologies, new innovative models are being created, and brought to market. Understanding the potential and impact of these changes will be a fundamental leadership requirement over the coming years. Skilton and Hovsepian provide decision makers with practical, independent and authoritative guidance to help them prepare for the changes we are all likely to witness due to the rapid convergence of technological advances. In short, bite-sized, nuggets, with frameworks supported by a deep set of practical and up-to-the-minute case studies, they shine light on the new business models and enterprise architectures emerging as businesses seek to build strategies to thrive within this brave new world.



Customer Success

Customer Success Author Nick Mehta
ISBN-10 9781119167969
Release 2016-02-29
Pages 256
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"Customer Success will become the authoritative book of the emerging Customer Success industry and target any business that is trying to focus, or re-focus, on customers and will be applicable to all customer management roles such as Account Manager, Customer Advocacy, Client Relationship Manager, and Customer Success Manager along with the leadership of those organizations. Customer Success will address the pains of how to start creating a customer-centric company and how to think strategically about Customer Success - how to organize, compensate, find a leader, measure, etc. Customer Success has exploded as one of the hottest B2B movements since the advent of the subscription business model"--



Outsmart Yourself

Outsmart Yourself Author Peter M. Vishton
ISBN-10 1629973408
Release 2016-10-05
Pages
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Outsmart Yourself has been writing in one form or another for most of life. You can find so many inspiration from Outsmart Yourself also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Outsmart Yourself book for free.



The Platinum Rule for Sales Mastery

The Platinum Rule for Sales Mastery Author Tony Alessandra
ISBN-10 0981937128
Release 2009-02
Pages 248
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This is just a sampling of the powerful techniques you will learn from this book: 1. Discover the preferred business situations for Directors - on page 8 2. Socializers typically work in these types of careers - see page 17 3. Use the checklists on pages 64 & 66 to quickly and accurately identify the styles of your prospects and customers 4. Learn the 14 traits of highly adaptable people - on pages 87 & 88 5. Discover the best ways to introduce yourself to each of the four behavioral styles on page 116 6. Learn the types of questions you might ask a third person to determine your prospect's style - on page 117 7. Read the best ways to leave a voice mail message for each of the four behavioral styles - on page 118 8. Learn how to use the funnel technique of questioning to discover your prospect's needs - on pages 128 & 129 9. Use the feature-feedback-benefit technique discussed on pages 136 & 137 10. Discover how to get a commitment from a Thinker on page 148 11. Use the four-touch after-sale follow-up system presented on page 152 Time has proven that people like to buy from people they know, like and trust. Your ability to connect with people, maintain rapport, lower tension and increase trust will determine how high you climb in the sales profession. Mastery of The Platinum Rule will give you an unfair advantage over other salespeople. Here are expert opinions: The Platinum Rule is communication and relational genius, translated into a very simple, daily philosophical approach that gets results. Well done! Jim Rohn, CPAE, Author, The Five Major Pieces to the Life Puzzle The Platinum Rule is the priceless key to unlocking the door to empowerment, productivity and all business andpersonal relationships. Denis Waitley, Author, Empires of the Mind and The Psychology of Winning The success we achieve is in direct proportion to our ability to understand and communicate with people. Communicating with people on their terms, not our own, is the key to creating a loyal customer base and creating mutually profitable business relationships; both of which result in higher productivity and increased earnings potential. The Platinum Rule is the single most effective tool for learning how to get exactly what we want in life by helping others get exactly what they want - the win-win we're all seeking. Tod Barnhart, Author, The Five Rituals of Wealth



A Digest of English Civil Law General by Edward Jenks

A Digest of English Civil Law  General  by Edward Jenks Author Edward Jenks
ISBN-10 IND:30000010148926
Release 1905
Pages
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A Digest of English Civil Law General by Edward Jenks has been writing in one form or another for most of life. You can find so many inspiration from A Digest of English Civil Law General by Edward Jenks also informative, and entertaining. Click DOWNLOAD or Read Online button to get full A Digest of English Civil Law General by Edward Jenks book for free.



Field Visual Merchandising Strategy

Field Visual Merchandising Strategy Author Paul J. Russell
ISBN-10 9780749472658
Release 2015-01-03
Pages 288
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The retail sales floor has become a battlefield: each brand is fighting for the same customer and wants to ensure their merchandise is on the sales floor, sized, folded, hung and presented properly. Field Visual Merchandising Strategy is a comprehensive guide to developing and executing a national field merchandising strategy, covering key areas such as developing a strategy, how to go about selecting the right merchandising service organization, team training, merchandising standards, planograms, and launching the strategy. Ideal for retail marketers, visual merchandisers, merchandising managers and brand managers, Field Visual Merchandising Strategy uses examples and case studies from a range of shops, from fashion emporia to small outlets, to provide real-world insight on how strategic visual merchandising works.