Product placement

Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.

Книги по PR обычно пишут пиарщики. Проблема в том, что почти никто из них не бывал по другую сторону баррикад – не работал в журнале или на телевидении, не снимал популярных видеоблогов и не вёл корпоративных аккаунтов в соцсетях. Из-за этого между журналистами и пиарщиками постоянно возникают конфликты. Тим Скоренко, 10 лет проработав в журналистике, решил написать учебник по PR и рассказать о том, какие ошибки пиарщики совершают при работе с прессой и блогерами. И наоборот, когда журналисты неправы по отношению к PR-службе.

Scientific research uses concepts (or constructs) and requires means to measure them. Often latent, abstract and not directly observable, these concepts demand special attention. When facing problems related to their operationalization, considerable efforts are required to construe measures that effectively represent the phenomena studied. Measurement in Marketing presents a wide range of ideas to help researchers in the selection, design and validation of measurements of constructs. It analyzes the provisions that must be implemented to allow the transition from a latent conceptual construct to an operational level close to reality, and thus to make possible a fluid, reliable and valid reading of the phenomena observed. This instructive book guides readers through all stages of the implementation of a measure. It is intended for a wide audience, offering examples, summary tables and boxes in order to emphasize the primary information.

Перед вами учебник по маркетингу нового поколения. В нем рассмотрены главные тренды мирового маркетинга и основные инструменты маркетинговых коммуникаций: реклама, PR, директ-маркетинг, сейлз промоушн, event-маркетинг, спонсорство, адвергейминг и др. Отдельный раздел издания посвящен digital-коммуникациям. Большое внимание уделено анализу успешных российских и зарубежных кейсов. Учебник предназначен для студентов, обучающихся по направлениям 38.06.01 «Экономика», 38.03.02 «Менеджмент», 38.03.06 «Торговое дело», 42.03.01 «Реклама и связи с общественностью», 42.03.05 «Медиакоммуникации» и др. Четкая структура, большое количество иллюстраций, примеров из практики и конкретных рекомендаций делают эту книгу полезной для всех специалистов, работающих в сфере маркетинга, рекламы, PR.

В чем отличие спонсорской рекламы от прямой? Как сделать, чтобы телезритель замечал рекламу и при этом она его не раздражала? Когда и зачем надо использовать на съемках реквизит? Какие каналы коммуникации лучше всего работают в комплексе с телевизионным спонсорством? Просто найдите в оглавлении интересующий вопрос и получите два ответа – от мэтра российского телевидения Леонида Аркадьевича Якубовича и от команды профессионалов рекламного рынка, которые специализируются на спонсорской рекламе уже более 20 лет. Книга будет полезна не только маркетинг-директорам, брендменеджерам, сотрудникам рекламных агентств, но и собственникам бизнеса, которые хотят, чтобы каждый рубль рекламного бюджета помогал их компании расти. В формате PDF A4 сохранён издательский дизайн.

Get Your Piece of the Hottest Business Online Today! Affiliate marketing is your route to earning some serious bucks. Thousands of companies both large & small like Amazon, Sears, Best Buy, Overstock, Lowe’s, Priceline & others have programs so you can profit from the thousands of products they offer. Affiliate marketing is ideal for bloggers looking to monetize their work. This is a multibillion-dollar market, and there are 10+ million people involved in the biz worldwide. There’s always room for more because the opportunity keeps growing as more and more companies offer affiliate programs. Affiliate Marketing For Dummies shows you how to get a slice of the pie! Choose the right affiliate product or service for you Find the best affiliate programs for you Find the best affiliate marketing strategies Affiliate Marketing for Dummies is your friendly step-by-step guide to getting in on this moneymaker—big time.

How organisations can drive growth in the Customer Economy The Digital Revolution has changed the business landscape in remarkable ways and will continue to do so. Organisations across industries and around the world are being disrupted and digitised at increasing pace – putting far more power in the hands of both customers and end-consumers. The traditional inside-out, functionally-siloed business model, typical of the product and sales-led growth era is over. The Customer Catalyst shows how organisations can put customers truly at the heart of their business and catalyse genuine, sustainable growth. Future business models are no longer about functions – they are beginning to revolve around customers. Customer-led companies will, over time, unpack their static functional activities and transform their structure. Customer advocates already wield massive influence in a customer’s buying process, and this is only set to increase. This is already changing the role and nature of business functions and Sales is no longer seen as the only source of growth. The Customer Economy is placing greater demands on businesses and offers greater rewards to the businesses that meet and exceed customer expectations. This invaluable book will enable readers to: Lead their organisations to more profitable and sustainable growth Transform their organisations to become truly customer-centric with the C-change growth engine Explore in-depth stories from leaders of companies such as Zoom, Signify, Starling Bank, Ritz Carlton, Microsoft and Finastra with frank advice and practical steps to achieve success Help their companies adapt to, and profit from, the new realities of the Customer Economy Gain important insights from business leaders on best practice in key customer-centric growth areas The Customer Catalyst shows businesses how to survive the transition to the Customer Economy, transform to align around today’s dynamic customer needs, and ultimately, drive sustainable business growth.

8 powerful ways to market your business online to consistently generate an abundance of leads that convert into profitable customers. Dynamic Digital Marketing teaches any business or individual how to increase online visibility and presence, attract their target audience, generate leads, and convert them into profitable customers. Author Dawn McGruer is an expert at making businesses and brands shine online. She is passionate about helping entrepreneurs and businesses maximise their digital marketing profits by developing digital skills which scale and grow their businesses and accelerate their success. Most entrepreneurs and businesses fully understand the importance of digital marketing, yet many do not know where to start or, worse, continue to spend time, money, and effort on strategies that fail to provide the best results for their investment. To remedy this situation, Dawn developed her multi-award-winning digital marketing framework, Dynamic Digital Marketing Model. Offering step-by-step guidance, this book shows you how to use this model to market your business online whilst transforming yourself into a proficient digital marketer. This must-read book will help you: Gain invaluable insights on what works – and what doesn’t – based on the author’s 20 years’ experience in digital marketing Avoid pitfalls and missteps by implementing the same proven success strategies used by key influencers Harness the power of search engine optimisation (SEO), social media, content marketing, online video, and more Amplify your brand, cultivate customers, and increase profits Incorporate e-mail marketing, customer analytics, strategic web design, and influencer partnerships in your overall digital marketing strategy Dynamic Digital Marketing: Master the world of online and social media marketing to grow your business is an indispensable resource for business leaders, business owners, marketing and sales professionals, digital strategists and consultants, entrepreneurs, and students in business and marketing programmes.

How can you communicate effectively and create meaningful interactions in an increasingly digital world? By teaching. In Make Yourself Clear , educational experts and entrepreneurs Reshan Richards and Stephen J. Valentine explain the many parallels between teaching and business and offer companies, both large and small, concrete advice for building the teaching capacity of their salespeople, leaders, service professionals, and trainers. The rise of digital communications has led to three emergent, often problematic, forces: automation, an increase in the speed and volume of information transfer, and an unmet need for people to feel more than satisfied in their interpersonal transactions, particularly between sellers and consumers. Through a mix of research, anecdotes, case studies, and theoretical speculation, this book equips readers to build understanding within their current and future audiences by leveraging the tools, methods, and mindsets used by successful teachers. You will be equipped to understand others better, and in turn, to be better understood. Make Yourself Clear is not prescriptive, nor does it suggest rigid steps, pillars, or frameworks. Instead, it provides immediately recognizable and relatable context, suggesting actions that can be tried, measured, tested, and iterated upon in any communication context that involves the exchange of information and ideas. Ground your business communications in proven techniques Profit from expert instruction given by those who have helped thousands of readers and workshop students Develop your sales career by applying effective teaching practices to customer and colleague interactions For educators, adopt the latest best practices into your teaching style Backed by thorough research and extensive real-world testing, Make Yourself Clear opens a door to more productive communication and more effective interactions. It offers compelling and relevant insights to longtime fans of the work of Richards and Valentine and newcomers alike, leading to real and lasting benefits.

For his new book, Mario Pricken has thoroughly analyzed more than 300 products, objects and events over their entire lifecycles in order to reveal, for the first time, the patterns that make things extraordinarily valuable. On the basis of his analysis, he has identified 80 parameters that can be found, for example, in the biographies of exceptional cars, watches, luxury foods, designer furniture, artwork and services – such as the elements of uniqueness, scarcity, the effect of time or magnificently orchestrated transfers of ownership. In addition, the book provides a comprehensive catalog of questions to help us generate our own ideas for giving products that special something which transforms them into objects of desire. «The Essence of Value» is an inspiring book for progressive, creative people involved in product development, marketing, design, events and the arts as well as recommended reading for those who appreciate fine things and want to understand what makes products particularly special and valuable. The book focusses on intuition and understanding, but it also inspires and entertains, offering us an entirely new way of looking at the creation, marketing and purchase of truly desirable products. This travel guide through the world of valuable products and objects – reveals, based on examples from the worlds of business, the arts and religion, and with numerous accompanying illustrations, the fundamental parameters that create value and make products «shine» – can be used as an analytical tool to quickly and easily determine the «value-DNA» of a product – provides over 300 thought-provoking questions to inspire new ideas on how to imbue products with value – shows professionals a clear and practical application of the value parameters.

Analog orientierter Vertrieb ist in Deutschland aktuell noch sehr stark verbreitet. Zwar haben einige Unternehmen bereits erkannt, dass der digitale Vertrieb die Zukunft ist, doch bislang nur ein Bruchteil. Der Umbau zum digitalen Vertrieb wird dabei aktuell durch die Corona-Pandemie beschleunigt, ist aber bereits seit Jahren ein weltweit bestehender Trend, der sich nun auch in Deutschland rasant ausbreitet.<br> «Next Level Sales» ist ein Leitfaden für den Umbau eines analog orientierten Vertriebs in einen virtuellen/digitalen Vertrieb. Christopher Held stellt die strategisch notwendigen Schritte für solch einen Umbau dar und erklärt eine potenzielle Implementierung Schritt für Schritt. Von einem Piloten mit einem kleinen Teil des Vertriebsteams bis zum Roll-out für eine gesamte Vertriebsmannschaft deckt das Buch alle Facetten ab. Auch der zugehörige Change-Management-Prozess wird erläutert. Christopher Held gibt Vertrieblern und deren Managern Tipps und Tricks an die Hand, mit denen sie diesen Weg erfolgreich gestalten können.<br> «Next Level Sales» ist geprägt von vielen Praxiserfahrungen und Fallbeispielen während der COVID-19-Krise und davor. Es enthält viele Abbildungen und Erläuterungen aus dem «echten» (Vertriebs-)Leben.<br> Das Buch von Christopher Held ist branchenübergreifend einsetzbar und legt den Fokus auf den B2B (Business to Business)-Vertrieb, deckt aber auch relevante B2C (Business to Customer)-Thematiken ab. Die dargestellten Methoden und Techniken können auch auf verwandte Gebiete wie Marketing, Customer Care und Service angewandt werden.

Und einfach so änderte sich alles …<br> <br> Eine globale Pandemie. Panik. Social Distancing. Homeoffice. Von heute auf morgen waren wir von Happy Hours zu virtuellen Happy Hours übergegangen. Von Konferenzen zu virtuellen Konferenzen. Vom Verkaufen zum virtuellen Verkaufen.<br> Um wettbewerbsfähig zu bleiben, mussten Vertriebs- und Geschäftsfachleute im Handumdrehen die Art und Weise ändern, wie sie Interessenten und Kunden ansprechen. Der virtuelle Verkauf wurde zur neuen Normalität. <br> Virtuelles Verkaufen kann eine Herausforderung sein. Es ist schwieriger, Verbindungen von Mensch zu Mensch herzustellen. Es ist ganz natürlich, sich von Technologie und digitalen Werkzeugen eingeschüchtert zu fühlen. Nur wenige von uns haben nicht schon einmal eine Welle der Unsicherheit gespürt, sobald eine Videokamera auf uns gerichtet war.<br> Dennoch ist der virtuelle Verkauf leistungsstark, denn er ermöglicht es Verkäufern, mehr Interessenten und Kunden in kürzerer Zeit und zu geringeren Kosten zu gewinnen und gleichzeitig den Verkaufszyklus zu verkürzen. Nicht nur jetzt, sondern auch zukünftig wird Verkaufen deshalb auf diesem Weg passieren.<br> <br> In Blounts Buch lernen Sie ein komplettes System kennen:<br> – Gewinnen Sie Selbstvertrauen mit Video, Telefon, Text, Live-Chat und sozialen Medien.<br> – Nutzen Sie den virtuellen Verkauf, um die Verkaufsgeschwindigkeit zu beschleunigen und die Produktivität zu steigern.<br> – Beherrschen Sie virtuelle Verkaufstechniken, mit denen Sie sich von Ihren Konkurrenten abgrenzen können.<br> – Gestalten Sie den virtuellen Verkauf menschlicher.<br> <br> Mit jedem neuen Kapitel gewinnen Sie mehr und mehr Vertrauen in Ihre Fähigkeit, Interessenten und Kunden über virtuelle Kommunikationskanäle effektiv anzusprechen. Und mit diesem neu gewonnenen Vertrauen werden Ihr Erfolg und Ihr Einkommen in die Höhe schnellen.<br>

Location-based Marketing outlines the main concepts, methods and strategies for implementing spatial marketing, also known as geomarketing. With an emphasis on the value of mapping in marketing decision-making, this book demonstrates the importance of a more spatialized view of these decisions, in order to best respond to market realities – whether local or international. The main techniques of geomarketing are presented along with an understanding of the spatial behavior of consumers, both outside the point of sale and in stores. The book further introduces the idea of a «geomarketing mix», which spatializes product innovations, merchandising, pricing and various aspects of promotion. Finally, the book defines what real georetailing comprises and develops the concept of mobile marketing based on geolocation techniques.

[b]The new edition of the bestselling book for real estate agents, loan officers, SaaS and small businesses. [/b] In this revision, [i]The Conversion Code: A Step-by-Step Guide to Marketing and Sales that Will Grow Your Business Faster,[/i] Second Edition, digital marketing and lead conversion expert Chris Smith delivers the ultimate exploration of the marketing and advertising tactics that are successfully generating higher quality leads that are easier for salespeople to convert. Smith researches and tests the latest and most popular platforms, including TikTok, YouTube and Instagram, while also studying the most effective sales techniques, tools, and scripts. In this book, you'll learn to: Increase your lead conversion rate, reduce your cost per lead and improve your overall ROI from marketing and sales Generate an endless supply of high-quality leads from social media that are easy to convert into closed sales Stop chasing leads and start attracting clients with amazing marketing and clever ads Adapt to the consumer privacy changes that have made targeting ads and getting leads to answer the phone harder than ever Differentiate your brand in a way that positions you as the authority and gets people contacting you who are already sold An invaluable reference and easy to follow guide for real estate agents, loan officers, SaaS and small businessescompeting in the hyper-competitive online environment. [i]The Conversion Code[/i], Second Edition, is also a fantastic resource for sales leaders, marketing managers, business owners and anyone else with a team who is responsible for growing revenue.

Marketing 2.0 für Handwerk und KMU Immer mehr Menschen suchen Produkte, Dienstleistungen und Lieferanten über das Internet. Die Konsequenz: Handwerksbetriebe ohne eigene Internetpräsenz werden von vielen (potenziellen) Kunden erst gar nicht wahrgenommen. Im Zeitalter von Facebook, Twitter und Co. ist der eigene Internetauftritt deshalb Pflicht, Social Media die 'Kür'. Wie Sie diese Kür meistern, einen eigenen Blog einrichten und erfolgreich zu Marketingzwecken nutzen, zeigt der vorliegende Praxisleitfaden. •Sie werden im Internet schneller gefunden und gewinnen neue Kunden, •Sie bewegen sich sicher in sozialen Netzwerken und werden Ihr eigener Social Media-Experte, •Sie werben kostengünstig und wirkungsvoll für Ihren Betrieb und Ihre Produkte und Dienstleistungen. Der kompakte Leitfaden ist ein unverzichtbarer Ratgeber für alle, die im Web 2.0 mit Blogs und sozialen Netzwerken erfolgreich werben möchten

[b]Accelerate your sales career with this how-to book from an expert in sales [/b] In [i]Elite Sales Strategies[/i], expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, [i]Elite Sales Strategies[/i] provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

[b]Become a LinkedIn power user and harness the potential of social selling [/b] With the impact of COVID, remote working has become big, and so has the use of digital/virtual sales tools. More sales teams want and need to understand how to use social media platforms like LinkedIn to sell, and most do not use it properly. [i]The Ultimate LinkedIn Sales Guide[/i] is the go-to book and guide for utilizing LinkedIn to sell. It covers all aspects of social and digital selling, including building the ultimate LinkedIn profile, using the searching functions to find customers, sending effective LinkedIn messages (written, audio & video), creating great content that generates sales, and all the latest tips and tricks, strategies and tools. With the right LinkedIn knowledge, you can attract customers and generate leads, improving your sales numbers from the comfort and safety of your computer.  No matter what you are selling, LinkedIn can connect you to buyers. If you’re savvy, you can stay in touch with clients and generate more repeat sales, build trust, and create engaging content that will spread by word-of-mouth—the most powerful sales strategy around. This book will teach you how to do all that and more. In [i]The Ultimate LinkedIn Sales Guide[/i] you will learn how to:  Use the proven 4 Pillars of Social Selling Success to improve your existing LinkedIn activities or get started on a firm footing Create the Ultimate LinkedIn Profile, complete with a strong personal brand that could catapult you to industry leader status Generate leads using LinkedIn, then build and manage relationships with connected accounts to turn those leads into customers Utilize little-known LinkedIn “power tools” to grow your network, send effective messages, and write successful LinkedIn articles And so much more! [i]The Ultimate LinkedIn Sales Guide[/i] is a must read for anyone wishing to utilise LinkedIn to improve sales.

[b]Master cold-calling and eliminate rejection forever[/b] In the newest edition of [i]Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling[/i], celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to «never experiencing rejection again» has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection. The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including: The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time New methodologies that are proven to push you past your fear and into the world of successful prospecting Free access to Art Sobczak's [i]Smart Calling Companion Course[/i], where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools. If you're failing to convert your prospects into dollars, [i]Smart Calling[/i] will help you push past the obstacles holding you back until you're an expert at taking a «no» and turning it into a «yes.»

[b]A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases[/b] The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to specific accounts—strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In [i]Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers[/i], celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you’ll find practical exercises designed to help you master the [i]Selling the Price Increase [/i]system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You’ll learn: How to navigate multiple price increase scenarios: [i]broad-based, targeted, non-negotiable, negotiable, defending, presenting, [/i]and [i]asking[/i] The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiativesFollowing in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and [i]Virtual Selling[/i], Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. [i]Selling the Price Increase [/i]is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases.

Im Vertrieb gibt es nur wenige Einheitslösungen. Der Kontext zählt. Komplexe Verkäufe sind anders als Abschlüsse, die mit einem Anruf getätigt werden. B2B ist anders als B2C. Interessenten, Gebiete, Produkte, Branchen, Unternehmen und Vertriebsprozesse sind alle unterschiedlich. Es gibt nur wenig Schwarz und Weiß im Verkaufsprozess.<br> Eine Ausnahme sind Einwände. Bei Einwänden gibt es Demokratie. Jeder Verkäufer muss viele NEINs ertragen, um zum JA zu gelangen. <br> Einwände nehmen keine Rücksicht darauf,<br> – wer Sie sind,<br> – was Sie verkaufen,<br> – wie Sie verkaufen,<br> – ob Sie neu im Verkauf sind oder ein Veteran,<br> – ob Ihr Verkaufszyklus lang oder kurz ist – komplex oder transaktional.<br> <br> Seitdem Verkäufer von Käufern verlangen, Verpflichtungen einzugehen, haben Käufer Einwände vorgebracht. Und seit Käufer Nein sagen, sehnen sich Verkäufer nach den Geheimnissen, wie sie diese Neins überwinden können.<br> Jeb Blounts Buch ist ein umfassender und zeitgemäßer Ratgeber, der Herz und Verstand anspricht. In seinem unverkennbaren, direkten Stil nimmt Jeb Blount kein Blatt vor den Mund und schlägt Ihnen die kalte, harte Wahrheit darüber ins Gesicht, was Sie wirklich daran hindert, Verkäufe abzuschließen und Ihre Einkommensziele zu erreichen. Dann zieht er Sie mit Beispielen, Geschichten und Lektionen in seinen Bann, die Ihnen zeigen, wie Sie selbst bei den schwierigsten Einwänden mit menschlichem Einfluss ein Nein überwinden können.<br> Stattdessen lernen Sie eine neue Psychologie für die Umkehrung von Einwänden und bewährte Techniken, die mit den besser informierten, kontrollierten und skeptischen Käufern von heute funktionieren. <br> Mit jedem neuen Kapitel werden Sie mehr und mehr Vertrauen in Ihre Fähigkeit gewinnen, Einwände in jeder Verkaufssituation zu erkennen und effektiv zu bearbeiten. Und mit diesem neu gewonnenen Selbstvertrauen werden Ihr Erfolg und Ihr Einkommen in die Höhe schnellen.