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01/16/2020
Relevant Selling
Jaynie L Smith
Research Proves Customers Value More than Just Price
Relevant Selling, the sequel to best-seller, Creating Competitive Advantage, challenges the all-too-familiar price issue. Many companies lament that price pressure has destroyed their margins – but when customers are surveyed in double-blind studies, we learn that more than 90% of the time, price is not the most important buying factor. This book will teach you how to uncover what is relevant to your market and stop caving in on price. Without relevance, successful negotiation is seriously hindered. More than Just Price
Differentiators are not competitive advantages if they are not relevant to the customer.
Companies must not only sell value, they must also sell what is specifically of value to the customer.
The majority of marketing and advertising efforts rely too heavily on creativity instead of relevance.
Relevant Selling shows you the importance of learning what is most relevant to your customers, your prospects and your different target markets, noting they almost always require tailored messaging to be relevant. You will learn how to obtain and use that valuable information.
Each chapter is loaded with actual case studies and research that demonstrates how companies achieve remarkable results when they sell what is relevant. Many companies are leaving profits on the table each day simply because they lack the research described in this book.
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The Upside of Down Times: Discovering the Power of Gratitude
Lisa Ryan
Harness the Power of Gratitude One of the downsides of life is that we rarely have to deal with an overabundance of gratitude. Most of us tend to focus on the negative. We don't receive nearly as much acknowledgment as we would like, and we don't give as much recognition as others deserve. Now for the upside! When we learn to harness the power of gratefulness, we can make a major positive difference in so many areas of our lives, as well as the lives of those around us-and The Upside of Down Times is your first step toward making that happen. "I highly recommend this book if you want to be happier, healthier, and wealthier. I read this book in one sitting and began implementing some of the ideas the next day. The ideas are easy to implement but powerful in their results." -Jack Canfield, Co-creator of the Chicken Soup for the Soul series and The Success Principles
