17,99 €
inkl. MwSt.
Versandfertig in 1-2 Wochen
9 °P sammeln
- Broschiertes Buch
- Merkliste
- Auf die Merkliste
- Bewerten Bewerten
- Teilen
- Produkt teilen
- Produkterinnerung
- Produkterinnerung
Heartselling is about selling from your heart and with your heart. It describes the paradigm shift from push marketing to pull marketing. Customers actively avoid pushy marketing and sales approaches and demand more from the companies they do business with. Heartselling is about the science and art of fostering your customer's love to buy from you. Alexander Christiani shows dozens of time tested strategies and tactics to activate the seven magnets of attracting customers. He shows how to orchestrate all these heartselling tools into one comprehensive marketing sinfonia.
Andere Kunden interessierten sich auch für
- Louis F. VargasThe Passion Driven Life22,99 €
- William DonaldsonSimple_Complexity18,99 €
- Janeen M. LatiniStack It Up!15,99 €
- Tom HopkinsUnthinkable17,99 €
- Jane GoldnerDriven to Success15,99 €
- Gerry StarsiaPlan to Pivot19,99 €
- Teresa DayToxic Clean Up17,99 €
-
-
-
Heartselling is about selling from your heart and with your heart. It describes the paradigm shift from push marketing to pull marketing. Customers actively avoid pushy marketing and sales approaches and demand more from the companies they do business with. Heartselling is about the science and art of fostering your customer's love to buy from you. Alexander Christiani shows dozens of time tested strategies and tactics to activate the seven magnets of attracting customers. He shows how to orchestrate all these heartselling tools into one comprehensive marketing sinfonia.
Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Produktdetails
- Produktdetails
- Verlag: Morgan James Publishing
- Seitenzahl: 192
- Erscheinungstermin: 1. November 2010
- Englisch
- Abmessung: 229mm x 152mm x 11mm
- Gewicht: 287g
- ISBN-13: 9781600377037
- ISBN-10: 1600377033
- Artikelnr.: 28898435
- Herstellerkennzeichnung
- Books on Demand GmbH
- In de Tarpen 42
- 22848 Norderstedt
- info@bod.de
- 040 53433511
- Verlag: Morgan James Publishing
- Seitenzahl: 192
- Erscheinungstermin: 1. November 2010
- Englisch
- Abmessung: 229mm x 152mm x 11mm
- Gewicht: 287g
- ISBN-13: 9781600377037
- ISBN-10: 1600377033
- Artikelnr.: 28898435
- Herstellerkennzeichnung
- Books on Demand GmbH
- In de Tarpen 42
- 22848 Norderstedt
- info@bod.de
- 040 53433511
Alexander Christiani is a commercial law specialist and sales professional with more than 20 years of experience as a trainer, consultant and coach. He is an advisor for leading top-performers in business, science and sports. He works with managers all over Europe and coaches all contents in German and in English. info@christiani-consulting.com www.christiani-consulting.com
Table of Contents
Preface
Chapter 1: Heartselling—Discovering the Pulse to Your Customer’s Heart
The Marketing System of the Seven Magnets.
The First Heart Magnet: Being unique through expert positioningThe Second
Heart Magnet: Trustworthiness through word of mouth
The Third Heart Magnet: Getting-in-touch and keeping-in-touch systems
1. The Lead Relationship Management System (LRM-System)
2. The Stay-in-touch Contact Management System
3. The Touching-Their-Heart-Experience Pipeline
4. Socratic Marketing: Installing feedback loops that enable your clients
to teach you which products and services to develop next.
The Fourth Heart Magnet to attract your customer: Humanics
Heart magnets on the level of the individual
The Fifth Heart Magnet: Communication skills
The Sixth Heart Magnet: Motivation
The Seventh Heart Magnet: Talent
Chapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert
Status and Positioning
Positioning Exercise No. 1: The Elevator Test
Positioning Exercise No. 2: The Elevator Test in Thirty-six months
Positioning Exercise No. 3: The Bar Stool Test
Positioning Exercise No. 4: The Fan Survey
Positioning Exercise No. 5: Building a Prototype.
Positioning Exercise No. 6: The Concorde Answer
Chapter 3: The Second Heart Magnet—Trust-building through Word of Mouth
Word-of-Mouth Strategy No. 1: Start with the right people
Word-of-Mouth Strategy No. 2: Five ways of initiating word of mouth
Word-of-Mouth Strategy No. 3: Developing a Heart- Touching Story
Word-of-Mouth Strategy No. 4: Piggyback Networking.
Chapter 4: The Third Heart Magnet: Getting and Staying in Touch
1. The Mechanics of Getting in Touch
The Mechanics of Staying in Touch—and reaching your Customer’s Heart Again
and Again
3. Touching the Customer’s Heart with Every Experience: The Customer
Experience Pipeline
4. Touching Your Customer’s Heart through Offering What He Wants and Likes
Most: Socratic Marketing
Chapter 5: The Fourth Heart Magnet: Humanics or how to win over your team
with a five-star service philosophy and have them look forward to changing
company processes
1. Implementing a Five-star Service Philosophy
2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least
300 Percent
Chapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of
Persuasion
1. The Most Important Paradigm on Persuasion
2. The five steps of Magnetic Selling: How to reach your buyer’s heart by
tripling your power of persuasion
Step 1: Situation analysis
Step 2: Strength analysis
Step 3: The challenge analysis
Step 4: The discovery of consequences
Step 5: The benefit discovery
Magnetic Selling in handling objections
Chapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key
attractor for clients (as well as team members and yourself)
Chapter 8: The Seventh Heart Magnet: Attracting clients with the right
talents to the right positions
Analyzing your personal history for talents and strengths
Analyzing your activity preferences in the present
Preface
Chapter 1: Heartselling—Discovering the Pulse to Your Customer’s Heart
The Marketing System of the Seven Magnets.
The First Heart Magnet: Being unique through expert positioningThe Second
Heart Magnet: Trustworthiness through word of mouth
The Third Heart Magnet: Getting-in-touch and keeping-in-touch systems
1. The Lead Relationship Management System (LRM-System)
2. The Stay-in-touch Contact Management System
3. The Touching-Their-Heart-Experience Pipeline
4. Socratic Marketing: Installing feedback loops that enable your clients
to teach you which products and services to develop next.
The Fourth Heart Magnet to attract your customer: Humanics
Heart magnets on the level of the individual
The Fifth Heart Magnet: Communication skills
The Sixth Heart Magnet: Motivation
The Seventh Heart Magnet: Talent
Chapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert
Status and Positioning
Positioning Exercise No. 1: The Elevator Test
Positioning Exercise No. 2: The Elevator Test in Thirty-six months
Positioning Exercise No. 3: The Bar Stool Test
Positioning Exercise No. 4: The Fan Survey
Positioning Exercise No. 5: Building a Prototype.
Positioning Exercise No. 6: The Concorde Answer
Chapter 3: The Second Heart Magnet—Trust-building through Word of Mouth
Word-of-Mouth Strategy No. 1: Start with the right people
Word-of-Mouth Strategy No. 2: Five ways of initiating word of mouth
Word-of-Mouth Strategy No. 3: Developing a Heart- Touching Story
Word-of-Mouth Strategy No. 4: Piggyback Networking.
Chapter 4: The Third Heart Magnet: Getting and Staying in Touch
1. The Mechanics of Getting in Touch
The Mechanics of Staying in Touch—and reaching your Customer’s Heart Again
and Again
3. Touching the Customer’s Heart with Every Experience: The Customer
Experience Pipeline
4. Touching Your Customer’s Heart through Offering What He Wants and Likes
Most: Socratic Marketing
Chapter 5: The Fourth Heart Magnet: Humanics or how to win over your team
with a five-star service philosophy and have them look forward to changing
company processes
1. Implementing a Five-star Service Philosophy
2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least
300 Percent
Chapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of
Persuasion
1. The Most Important Paradigm on Persuasion
2. The five steps of Magnetic Selling: How to reach your buyer’s heart by
tripling your power of persuasion
Step 1: Situation analysis
Step 2: Strength analysis
Step 3: The challenge analysis
Step 4: The discovery of consequences
Step 5: The benefit discovery
Magnetic Selling in handling objections
Chapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key
attractor for clients (as well as team members and yourself)
Chapter 8: The Seventh Heart Magnet: Attracting clients with the right
talents to the right positions
Analyzing your personal history for talents and strengths
Analyzing your activity preferences in the present
Table of Contents
Preface
Chapter 1: Heartselling—Discovering the Pulse to Your Customer’s Heart
The Marketing System of the Seven Magnets.
The First Heart Magnet: Being unique through expert positioningThe Second
Heart Magnet: Trustworthiness through word of mouth
The Third Heart Magnet: Getting-in-touch and keeping-in-touch systems
1. The Lead Relationship Management System (LRM-System)
2. The Stay-in-touch Contact Management System
3. The Touching-Their-Heart-Experience Pipeline
4. Socratic Marketing: Installing feedback loops that enable your clients
to teach you which products and services to develop next.
The Fourth Heart Magnet to attract your customer: Humanics
Heart magnets on the level of the individual
The Fifth Heart Magnet: Communication skills
The Sixth Heart Magnet: Motivation
The Seventh Heart Magnet: Talent
Chapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert
Status and Positioning
Positioning Exercise No. 1: The Elevator Test
Positioning Exercise No. 2: The Elevator Test in Thirty-six months
Positioning Exercise No. 3: The Bar Stool Test
Positioning Exercise No. 4: The Fan Survey
Positioning Exercise No. 5: Building a Prototype.
Positioning Exercise No. 6: The Concorde Answer
Chapter 3: The Second Heart Magnet—Trust-building through Word of Mouth
Word-of-Mouth Strategy No. 1: Start with the right people
Word-of-Mouth Strategy No. 2: Five ways of initiating word of mouth
Word-of-Mouth Strategy No. 3: Developing a Heart- Touching Story
Word-of-Mouth Strategy No. 4: Piggyback Networking.
Chapter 4: The Third Heart Magnet: Getting and Staying in Touch
1. The Mechanics of Getting in Touch
The Mechanics of Staying in Touch—and reaching your Customer’s Heart Again
and Again
3. Touching the Customer’s Heart with Every Experience: The Customer
Experience Pipeline
4. Touching Your Customer’s Heart through Offering What He Wants and Likes
Most: Socratic Marketing
Chapter 5: The Fourth Heart Magnet: Humanics or how to win over your team
with a five-star service philosophy and have them look forward to changing
company processes
1. Implementing a Five-star Service Philosophy
2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least
300 Percent
Chapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of
Persuasion
1. The Most Important Paradigm on Persuasion
2. The five steps of Magnetic Selling: How to reach your buyer’s heart by
tripling your power of persuasion
Step 1: Situation analysis
Step 2: Strength analysis
Step 3: The challenge analysis
Step 4: The discovery of consequences
Step 5: The benefit discovery
Magnetic Selling in handling objections
Chapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key
attractor for clients (as well as team members and yourself)
Chapter 8: The Seventh Heart Magnet: Attracting clients with the right
talents to the right positions
Analyzing your personal history for talents and strengths
Analyzing your activity preferences in the present
Preface
Chapter 1: Heartselling—Discovering the Pulse to Your Customer’s Heart
The Marketing System of the Seven Magnets.
The First Heart Magnet: Being unique through expert positioningThe Second
Heart Magnet: Trustworthiness through word of mouth
The Third Heart Magnet: Getting-in-touch and keeping-in-touch systems
1. The Lead Relationship Management System (LRM-System)
2. The Stay-in-touch Contact Management System
3. The Touching-Their-Heart-Experience Pipeline
4. Socratic Marketing: Installing feedback loops that enable your clients
to teach you which products and services to develop next.
The Fourth Heart Magnet to attract your customer: Humanics
Heart magnets on the level of the individual
The Fifth Heart Magnet: Communication skills
The Sixth Heart Magnet: Motivation
The Seventh Heart Magnet: Talent
Chapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert
Status and Positioning
Positioning Exercise No. 1: The Elevator Test
Positioning Exercise No. 2: The Elevator Test in Thirty-six months
Positioning Exercise No. 3: The Bar Stool Test
Positioning Exercise No. 4: The Fan Survey
Positioning Exercise No. 5: Building a Prototype.
Positioning Exercise No. 6: The Concorde Answer
Chapter 3: The Second Heart Magnet—Trust-building through Word of Mouth
Word-of-Mouth Strategy No. 1: Start with the right people
Word-of-Mouth Strategy No. 2: Five ways of initiating word of mouth
Word-of-Mouth Strategy No. 3: Developing a Heart- Touching Story
Word-of-Mouth Strategy No. 4: Piggyback Networking.
Chapter 4: The Third Heart Magnet: Getting and Staying in Touch
1. The Mechanics of Getting in Touch
The Mechanics of Staying in Touch—and reaching your Customer’s Heart Again
and Again
3. Touching the Customer’s Heart with Every Experience: The Customer
Experience Pipeline
4. Touching Your Customer’s Heart through Offering What He Wants and Likes
Most: Socratic Marketing
Chapter 5: The Fourth Heart Magnet: Humanics or how to win over your team
with a five-star service philosophy and have them look forward to changing
company processes
1. Implementing a Five-star Service Philosophy
2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least
300 Percent
Chapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of
Persuasion
1. The Most Important Paradigm on Persuasion
2. The five steps of Magnetic Selling: How to reach your buyer’s heart by
tripling your power of persuasion
Step 1: Situation analysis
Step 2: Strength analysis
Step 3: The challenge analysis
Step 4: The discovery of consequences
Step 5: The benefit discovery
Magnetic Selling in handling objections
Chapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key
attractor for clients (as well as team members and yourself)
Chapter 8: The Seventh Heart Magnet: Attracting clients with the right
talents to the right positions
Analyzing your personal history for talents and strengths
Analyzing your activity preferences in the present