Roar! Get Heard in the Sales and Marketing Jungle: A Business Fable
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!
Chapter 2 Visiting the V.P.
Chapter 3 Following Up.
Chapter 4 The 3,500-Year-Old Process.
Chapter 5 The Wise Buyer.
Chapter 6 The Cynical Buyer.
Chapter 7 The Simple Buyer.
Chapter 8 The Disinterested Buyer.
Chapter 9 The Referral.
Chapter 10 The Sales Call.
Summary of ROAR! Concepts.
Integrating the ROAR! Approach.
About the Authors.
Bonus Chapter and Coupon.
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.
In this captivating fable, Kevin Daum tells the story of Ryan Miller—an executive struggling with reduced sales in a challenging economy—as he reconnects and learns from his old New Jersey high school friend Lenny Goldstein, now a Brooklyn Hasidic Jew running a successful packaging business.
Over a series of lunches at real kosher restaurants throughout New York City, Lenny shares centuries old communications insights that are now driving his sales through the roof, even in tough economic times. They’re even improving his family life.
In ROAR! GET HEARD IN THE SALES AND MARKETING JUNGLE (Wiley, $22.95, April 2010), Daum and his co-author, Daniel Turner, show how to create a compelling message and reveal the identification of buyer types in a process used successfully for 3500 years. They provide a simple mnemonic device to help the reader remember how to communicate effectively with buyers:
- Recognize the buyer to whom you are communicating.
- Observe from the buyer's perspective.
- Acknowledge the buyer's position.
- Resolve the buyer's issues.
Praised by renowned money manager Ken Fisher, ROAR! can be used to recharge your sales operation and revitalize both your business and your life. The first print run includes a special bonus “personal success” chapter and webinar coupon.
Roar! Get Heard in the Sales and Marketing Jungle: A Business Fable (US $22.95)
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