How Customers Buy...& Why They Don’t - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook How Customers Buy...& Why They Don’t write by Martyn R. Lewis. This book was released on 2018-08-15. How Customers Buy...& Why They Don’t available in PDF, EPUB and Kindle. Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic—that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase—is at the heart of most revenue generation challenges today. How Customers Buy...and Why They Don’t shows that vendors are too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. The book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things—Sales and Marketing Imperatives—that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors.
Why People Don't Buy Things
Why People Don't Buy Things - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Why People Don't Buy Things write by Harry Washburn. This book was released on 2000-01-07. Why People Don't Buy Things available in PDF, EPUB and Kindle. Selling can be a science as well as an art, and offering the right product at the right price is only the starting point. The authors explore the thought processes potential buyers go through every time they consider making a purchase. This guide offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.
Why People Buy Things They Don't Need
Why People Buy Things They Don't Need - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Why People Buy Things They Don't Need write by Pamela N. Danziger. This book was released on 2004. Why People Buy Things They Don't Need available in PDF, EPUB and Kindle. Pam Danziger has just updated her bestseller, including several new categories. Since apparel is now more often a discretionary purchase than a necessity, she has added new sections on apparel for women, men, teens, and children. Focusing on why people buy things they could probably do without, Danziger now covers 37 categories and has added material about the retail market in each one. There are also new stories of excellent marketers and commentary about how things have changed since September 11, 2001. Corporate leaders, marketing and sales executives, strategic planners, futurists, and merchandisers will benefit.
Why People (Don’t) Buy
Why People (Don’t) Buy - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook Why People (Don’t) Buy write by Amitav Chakravarti. This book was released on 2015-05-15. Why People (Don’t) Buy available in PDF, EPUB and Kindle. Full of practical diagrams and maps, as well as international case studies, this book offers a unique and extensively-tested 'GO-STOP Signal Framework', which allows managers to better understand why consumers are not buying their products and what can be done to put this right.
The Brain Audit
The Brain Audit - read free eBook in online reader or directly download on the web page. Select files or add your book in reader. Download and read online ebook The Brain Audit write by Sean D'Souza. This book was released on 2009-08. The Brain Audit available in PDF, EPUB and Kindle. How the Brain Goes Through Decision-Making: Do you often wonder what your customer is thinking? Don't leave the thought process to chance and let that customer walk away. Your customers don't want to walk away. They want to buy from you. So how does the brain make decisions? And what causes it to get confused? The Brain Audit shows you how the customer takes decisions. And what you need to put in place, so that the customer feels happy to buy products or services from you. The Brain Audit isn't about persuasion or any mind tricks. Instead it shows you the information that your customers need in order to make a decision. It shows you how to present that information, and thereby enable the customer to intelligently go through a purchase sequence. The Brain Audit is designed to do the following: brain_audit_benefits 1) Enable you to spot every one of the 'seven bags' that are required to make a decision 2) Present those bags to the customer in the right sequence. 3) Enable you to get the customer to buy without needing to use pressure tactics.
