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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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The must-read summary of Shep Hyken's book: "The Amazement Revolution: Seven Customer Service Strategies to Create an Amazing Customer (and Employee) Experience".
This complete summary of the ideas from Shep Hyken's book "The Amazement Revolution" shows that customer service isn't a department within a company — it's everything the company does. If you can amaze your customers, they will become addicted to doing business with you or, more specifically,...
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This complete summary of the ideas from Robbie Kellman Baxter's book "The Membership Economy" highlights the fact that more and more corporate giants (like Apple and Amazon) are re-thinking their business models to go from selling individual products to offering memberships. These memberships generate recurring revenues and allow the customer to build a relationship with the company. Thanks to social media, it is now easier than ever for organisations...
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The must-read summary of Scott McKain's book: "What Customers Really Want: How to Bridge the Gap Between What Your Organization Offers and What Your Clients Crave".
This complete summary of the ideas from Scott McKain's book "What Customers Really Want" shows that there is a fundamental disconnection between what customers really want and what businesses currently offer. Customers want a personal connection with the people and the organisations they...
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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 Adrian C. Ott's book: "The 24-Hour Customer: New Rules for Winning in a Time-Starved, Always-Connected Economy".
This complete summary of the ideas from Adrian C. Ott's book "The 24-Hour Economy" shows that "time is money" is an outdated concept. In his book, the author explains that time is now far more important when consumers make decisions. People don't want to spend their time on boring, repetitive tasks and companies...
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The must-read summary of Claude Hopkins' book: "Scientific Advertising: How to Develop a Superior Advertising Program".
This complete summary of the ideas from Claude Hopkins' book "Scientific Advertising" presents the scientific approach to advertising, which involves continually testing and comparing advertising concepts to assess their results. In his book, the author explains that doing this is the best way of ensuring that you apply the optimum...
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The must-read summary of David Aaker's book: "Building Strong Brands: How the Best Brand Managers Build Brand Equity".
This summary of the ideas from David Aaker's book "Build Strong Brands" shows that a strong brand creates customer interest and loyalty, and can be an organization's most valuable strategic asset. In fact, brand equity is historical — the current brand image is derived from actions previously taken. Therefore, the process of adding...
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The must-read summary of Patricia Seybold's book: "The Customer Revolution: How to Thrive When Customers Are in Control".
This complete summary of the ideas from Patricia Seybold's book "The Customer Revolution" shows how a business revolution is underway — customers are literally transforming industries from the outside in and reshaping companies by deciding how they want to use the products and services offered. In this book, the author explains...
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This complete summary of the ideas from Bill Price and David Jaffe's book "The Best Service Is No Service" shows that customers don't want a "relationship" with a company - they want to buy their product and they want it to work. In fact, customer service relationships are associated by most people as negative since you only need them when something goes wrong. In their book, the authors explain seven strategies that companies should use to eliminate...
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The must-read summary of Kendra Lee's book: "The Sales Magnet: How to Get More Customers Without Cold Calling".
This complete summary of the ideas from Kendra Lee's book "The Sales Magnet" explains that in today's market, cold calling is dead. Instead it is more efficient to attract the attention of prospects using personal, digital and collaborative attractive strategies, and once you have their attention, then run the savvy sales campaigns to...
12) Summary: Getting Everything You Can Out of All You've Got: Review and Analysis of Abraham's Book
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The must-read summary of Jay Abraham's book "Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform and Out-Earn the Competition".
This complete summary of the ideas from Jay Abraham's book "Getting Everything You Can Out Of All You've Got" shows how you can increase your success rate in everything you do in three steps: taking full advantage of what you have, creating multiple sources of success and changing your...
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This complete summary of the ideas from Michael Silverstein and Neil Fiske's book "Trading Up" shows that the tastes and preferences of American middle-market consumers are changing. More and more, they are becoming willing to "trade up" in some areas — to pay a premium price for products and services that provide a greater level of quality than typical mass market offerings. As a result, a new concept is emerging in the marketplace: "New-Luxury"....
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The must-read summary of Faith Popcorn's book: "The Popcorn Report: The Future of Your Company, Your World, Your Life".
This complete summary of the ideas from Faith Popcorn's book "The Popcorn Report" shows that for anyone in business, the future is a serious issue. Business success requires that you constantly evolve towards meeting the requirements of the future. In this book, the author tries to predict future trends and gives you ideas to help...
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The must-read summary of Patrick Barwise and Sean Meehan's book: "Simply Better: Winning and Keeping Customers by Delivering What Matters Most".
This complete summary of the ideas from Patrick Barwise and Sean Meehan's book "Simply Better" highlights how the benefits of differentiation have been overstated. Instead of wanting something unique or even a cutting edge product, most customers simply want a quality product at a fair price which does what...
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The must-read summary of Mary Modahl's book: "Now or Never: How Companies Must Change Today to Win the Battle for Internet Consumers".
This complete summary of the ideas from Mary Modahl's book "Now or Never" shows that the battle for internet consumers is still underway. It can still be won by either traditional companies or internet start-ups. However, in her book the author states that time is running out: traditional companies cannot ignore the...
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The must-read summary of Chris Anderson's book: "The Long Tail: Why the Future of Business is Selling Less of More".
This complete summary of the ideas from Chris Anderson's book "The Long Tail" shows how the world of business is changing and commercial success in the 21st century will rely on multiple-niche marketing. The author explains that it is now better and more profitable to sell a few units in many niche markets than to try and sell a million...
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The must-read summary of Brian Tracy's book: "Advanced Selling Strategies: The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere".
This complete summary of the ideas from Brian Tracy's book "Advanced Selling Strategies" shows how the best way of improving your sales strategy is to learn from the best. The author highlights the key steps for developing a relationship with a client and preparing them for a sale....
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The must-read summary of Laurie Windham and Ken Orton's book: "The Soul of the New Consumer: The Attitudes, Behaviors and Preferences of E-Customers".
This complete summary of the ideas from Laurie Windham and Ken Orton's book "The Soul of the New Consumer" asks an important question: "What are the new consumers of the Internet economy like, and how do they differ from the traditional consumers?” In their book, the authors reveal the results of...
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The must-read summary of Bernd Schmitt's book: "Experiential Marketing: How To Get Customers To Sense, Feel, Think, Act and Relate To Your Company and Brands".
This complete summary of the ideas from Bernd Schmitt's book "Experiential Marketing" offers a new way to look at the goal of marketing. In fact, traditional marketing is benefits-oriented – that is, consumers are assumed to be rational decision makers who seek to maximise the number of...
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