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
* Recognize the four types of buyers
* Observe from the buyer’s perspective, and adapt your
message
* Acknowledge the buyer’s special wants and needs
* Resolve the buyer’s issues
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!
Spis treści
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
O autorze
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.Kevin Daum.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.
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