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The must-read summary of Jagmohan Raju and W. John Zhang's book: "Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability".
This complete summary of the ideas from Jagmohan Raju and W. John Zhang's book "Smart Pricing" demonstrates that many companies fail to establish a deliberate pricing strategy. In fact, many managers rarely give pricing much thought at all. In their book, the authors explain that...
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The must-read summary of Kevin Davis' book: "Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know".
This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of...
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This complete summary of the ideas from Michael Wheeler's book "The Art of Negotiation" explains that negotiations rarely go as planned. With that in mind, the cornerstone of good negotiation strategy is to find ways to manage uncertainty. This summary points out that the faster you go through the learn, adapt and influence cycle, the better you will be as a negotiator.
Added-value of this summary:
• Save time
• Understand key concepts
•...
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The must-read summary of Daniel Pink's book: "To Sell is Human: The Surprising Truth About Persuading, Convincing and Influencing Others".
This complete summary of the ideas from Daniel Pink's book "To Sell is Human" explains how we sell to people every single day, whether we know it or not, by persuading others to do things. The author shows how you can improve your skills of persuasion to gets other to adapt to your way of thinking using a set...
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The must-read summary of Jill Konrath's book: "SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers".
This complete summary of the ideas from Jill Konrath's book "SNAP Selling" shows that most people you try and sell to today will be crazy-busy — frazzled and run off their feet with too much to do. You've got to allow for this and change the way you sell to align more with how people make decisions today. In her book,...
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The must-read summary of Jeff Howe's book: "Crowdsourcing: Why the Power of the Crowd is Driving the Future of Business".
This complete summary of the ideas from Jeff Howe's book "Crowdsourcing" explains that "crowdsourcing" is the act of taking a task traditionally performed by a designated agent (such as an employee or a contractor) and outsourcing it by making an open call to an undefined but large group of people. In fact, crowdsourcing allows...
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The must-read summary of Kevin Maney's book: "Trade-Off: Why Some Things Catch On, and Others Don't".
This complete summary of the ideas from Kevin Maney's book "Trade-Off" shows that all of us as consumers are constantly making a choice between products which offer high fidelity and those which offer superior convenience. In his book, the author explains that it is this trade-off between conflicting forces which determines the success or failure...
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The must-read summary of Jay Conrad Levinson's book: "Guerrilla Marketing Excellence: The Fifty Golden Rules for Business Success".
This complete summary of the ideas from Jay Conrad Levinson's book "Guerrilla Marketing Excellence" shows that marketing guerrillas use common sense and knowledge to develop cost-effective marketing programs and strategies. By using their resources efficiently, guerrillas can be as effective as competitors with many...
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The must-read summary of Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book: "Sales Growth: Five Proven Strategies from the World's Sales Leaders".
This complete summary of the ideas from Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book "Sales Growth" highlights that today's market place clearly requires companies to be very good at selling. In their book, the authors explain that the leading U.S. and European companies...
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The must-read summary of Grant Cardone's book: "If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition".
This complete summary of the ideas from Grant Cardone's book "If You're Not First, You're Last" shows that almost all the benefits in business go to whoever is first in your market. It's obvious, therefore, that you should be consistently and aggressively moving towards that target. In his book, the...
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The must-read summary of Richard C. Whiteley's book: "The Customer Driven Company: Moving from Talk to Action".
This complete summary of the ideas from Richard C. Whiteley's book "The Customer Driven Company" shows that customer satisfaction is the key to a long-term, successful business. In his book, the author explains the seven fundamentals of a customer driven business. Successful companies will create a consumer vision, treat their feedback...
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The must-read summary of C. Richard Weylman's book: "The Power of Why: Breaking Out in a Competitive Marketplace".
This complete summary of the ideas from C. Richard Weylman's book "The Power of Why" shows that the conventional approach to selling was developing a Unique Selling Proposition. In this book, the author suggests that a better idea would be to develop a Unique Value Promise instead, which articulates the value, personal benefits and the...
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The must-read summary of Harvey Mackay's book "Swim with the Sharks without Being Eaten Alive: Outsell, Outmanage, Outmotivate and Outnegotiate Your Competition'.
This complete summary of the ideas from Harvey Mackay's book "Swim with the Sharks Without Being Eaten Alive" is based on a simple, but convincing, formula: Determination + Goal-Setting + Concentration = Success. In his book, the author acknowledges that the execution of this formula is...
14) Summary: Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling: Review and Analysis of Gitomer's Book
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The must-read summary of Jeffrey Gitomer's book: "Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling: Proven Actions You Must Take to Make Easier, Faster, Bigger Sales...Now and Forever".
This complete summary of the ideas from Jeffrey Gitomer's book "Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling" highlights the laws which determine whether you excel or stumble along in mediocrity. To excel you certainly don't have to play by the rules but you...
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This complete summary of the ideas from Andy Sernovitz's book "Word of Mouth Marketing" shows how this type of marketing isn't really about the marketers, or even marketing itself. It's all about creating happy customers and making them your best advertisers. In his book, the author explains the characteristics that make word of mouth marketing great for your business and why you should focus on the happiness of your customers in order to drive sales.
Added-value...
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The must-read summary of Christine Harvey's book: "Secrets of the World's Top Sales Performers: Boost Your Performance with Winning Techniques".
This complete summary of the ideas from Christine Harvey's book "Secrets of the World's Top Sales Performers" shows that sales is a unique profession: no other job provides an opportunity to use one's own personality to create financial success. In this book, the author presents ten sales techniques used...
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The must-read summary of Robert Bloom's book: "The New Experts: Win Today's Newly Empowered Customers at Their 4 Decisive Moments".
This complete summary of the ideas from Robert Bloom's book "The New Experts" presents the four key customer contact moments: first contact, transaction, continued use of the product and advocacy (repeat customers). In his book, the author explains very specific ways that businesses can enhance customer encounters. This...
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The must-read summary of Ryan Matthews and Watts Wacker's book: "The Deviant's Advantage: How Fringe Ideas Create Mass Markets".
This complete summary of the ideas from Ryan Matthews and Watts Wacker's book "The Deviant's Advantage" shows how today's most commercially successful products began as fringe ideas that became accepted in the mainstream market. Given the speed at which today's markets are moving, it's far more profitable to try and mine...
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This complete summary of the ideas from Rafi Mohammed's book "The Art of Pricing" states that pricing is never "one-size-fits-all". If you think that way, you're leaving money on the table in the form of hidden profits you can and should access to grow your business. In his book, the author explains that instead of looking for the "perfect" price where consumer demand is optimised and your profits are maximised, try a more multi-dimensional approach...
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The must-read summary of Ram Charan's book: "What the Customer Wants You to Know: How Everybody Needs to Think About Sales Differently".
This complete summary of the ideas from Ram Charan's book "What the Customer Wants You to Know" reveals that the traditional sales process is broken. Customers today have so many choices that if all you focus on is price, the only thing you can do is keep lowering your prices until it gets to a stage where you're...
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