Details

Roar! Get Heard in the Sales and Marketing Jungle

A Business Fable
1. Aufl.

von: Kevin Daum, Daniel A. Turner
14,99 €
Verlag:	Wiley
Format:	PDF
Veröffentl.:	25.03.2010
ISBN/EAN:	9780470609835
Sprache:	englisch
Anzahl Seiten:	232

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Beschreibungen

Titelbeschreibung

Don't just get your message out. ROAR it out! In this captivating parable, you'll follow Ryan Miller, an executive struggling with reduced sales in a challenging economy. Ryan is mentored by his old Livingston, New Jersey high school friend, Lenny Bernstein, now a Hasidic Jew in Brooklyn having great success in his packaging business. Over a series of lunches around New York City, Lenny shares the key insights that have driven his sales through the roof, while allowing him to run his business efficiently-and still have plenty of time for family. Lenny explains the simple mnemonic R-O-A-R <ul> <li>Recognize the four types of buyers</li> <li>Observe from the buyer's perspective, and adapt your message</li> <li>Acknowledge the buyer's special wants and needs</li> <li>Resolve the buyer's issues</li> </ul> Praised by renowned money manager Ken Fisher, Roar! gives you a 3,500-year-old sales secret that has never before been articulated in a business context, one you can use to recharge your sales operation and revitalize both your business and your life. It may be a jungle out there, but it's a little less scary once you know how to ROAR!

Inhaltsverzeichnis

Chapter 1 The Meeting 1 Chapter 2 Visiting the V.P. 11 Chapter 3 Following Up 31 Chapter 4 The 3,500-Year-Old Process 35 Chapter 5 The Wise Buyer 49 Chapter 6 The Cynical Buyer 63 Chapter 7 The Simple Buyer 79 Chapter 8 The Disinterested Buyer 91 Chapter 9 The Referral 109 Chapter 10 The Sales Call 113 Epilogue 131 Summary of ROAR! Concepts 137 Integrating the ROAR! Approach 151 Our Inspiration 176 Acknowledgments 187 About the Authors 189 Bonus Chapter and Coupon 193

Autorenportrait

KEVIN DAUM is the founder of TAE International, a marketing consultancy that helps companies deliver The Awesome Experience through compelling messaging, intentional marketing, and memorable delivery. He has a degree in theatre and is an Inc. 500 entrepreneur whose sales and marketing techniques resulted in more than $1 billion in sales. Kevin is a graduate of the MIT Entrepreneurial Executive Leadership program, a former board member of the Entrepreneurs' Organization (comprising 7,200 CEOs), and the National Columnist for Smart Business magazine. Kevin and his team of consultants deliver programs on customer experience, marketing, and creativity. Visit Kevin online at www.KevinDaum.com. DANIEL A. TURNER is President and founder of TCG, an Inc. 500 company that has saved taxpayers over $250 million. Dan is on the board of the Entrepreneurs' Organization and is a graduate of the MIT Entrepreneurial Executive Leadership program.

Back cover copy

PRAISE FOR ROAR! "Kevin Daum's Roar! is a charming new set of insights destined to help you in all your personal interactions whether in sales or otherwise. Everyone should have an old friend like Lenny." —Ken Fisher founder and CEO, Fisher Investments, and columnist, Forbes' "Portfolio Strategy" "This is one of the most entertaining business books I've read, offering up some of the most essential steps you can take right now to better communicate your idea and win." —Jennifer Openshaw columnist, Dow Jones' MarketWatch "Nothing is more important than knowing how to specifically communicate your message to customers. Kevin Daum has cracked open an ancient code that has been under our nose for thousands of years—providing a twenty-first-century application of these timeless principles." —Verne Harnish, "Growth Guy" founder, Entrepreneurs' Organization (EO) author of Mastering the Rockefeller Habits, CEO, Gazelles "Daum has nailed the keys to effective selling. Imagine an easy way to learn this, traveling through a fun story and, at the end, walking away with some highly recommended restaurants as a value add. You will truly 'ROAR' once you finish this book!" —Jack Daly CEO, Professional Sales Coach, Inc.