What’s Holding Your Clients Up at Night time?: Shut Extra Offers by Promoting to Your Shopper’s Ache by Steven Cody and Richard Harte
English | February 27, 2003 | 208 Pages | ISBN: 0071411038 | PDF | 7,four MB
A groundbreaking strategy to promoting to your buyer’s "ache"
PR guru Steve Cody and gross sales marketing consultant Richard Harte staff as much as deliver readers a revolutionary methodology for locating what clients actually need and utilizing that information to construct stronger, extra worthwhile relationships with them.
The evolutionary subsequent step within the "trusted adviser" strategy to promoting that has taken the gross sales world by storm, the system efficiently combines public relations methods with consultative gross sales methods in a strategic framework.
Amongst different necessary classes, salespeople study to uncover a shopper’s deepest considerations –"what retains them up at night time"– and to place their services or products in mild of these considerations, utilizing message factors and different conventional PR techniques to assist them efficiently promote to the client’s "ache."