{"product_id":"heartselling-the-seven-magnets-to-attract-customers-9781600377037","title":"Heartselling: The Seven Magnets to Attract","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e  Selling from your heart and with your heart is about loving your products, your business and your customers. Heartselling describes the paradigm shift from push marketing to pull marketing. The times where “guerilla strategies” were helpful to attract spouses or customers are gone. Customers actively avoid pushy marketing and sales approaches. They demand more from the companies they do business with in the  21st century: They want to be invited to buy – intelligently, gently and with finesse. Customers love shopping and customers love buying. Heartselling is about the science and art to foster and enhance your customer’s love to buy from you. Alexander Christiani shows you dozens of time tested strategies and tactics to activate the seven magnets of attracting customers. And best of all, as a “German systems guy” he shows you how to orchestrate all these heartselling tools into one comprehensive marketing sinfonia: Experience first hand the marketing power which made Alex one of the leading sales coaches in Europe.                  \u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eTable of Contents\u003cbr\u003e\u003cbr\u003e Preface\u003cbr\u003e\u003cbr\u003e Chapter 1: Heartselling—Discovering the Pulse to Your Customer’s Heart\u003cbr\u003e\u003cbr\u003e The Marketing System of the Seven Magnets.\u003cbr\u003e\u003cbr\u003e The First Heart Magnet: Being unique through expert positioningThe Second Heart Magnet: Trustworthiness through word of mouth\u003cbr\u003e\u003cbr\u003e The Third Heart Magnet: Getting-in-touch and keeping-in-touch systems\u003cbr\u003e\u003cbr\u003e 1. The Lead Relationship Management System (LRM-System)\u003cbr\u003e\u003cbr\u003e 2. The Stay-in-touch Contact Management System\u003cbr\u003e\u003cbr\u003e 3. The Touching-Their-Heart-Experience Pipeline\u003cbr\u003e\u003cbr\u003e 4. Socratic Marketing: Installing feedback loops that enable your clients to teach you which products and services to develop next.\u003cbr\u003e\u003cbr\u003e The Fourth Heart Magnet to attract your customer: Humanics\u003cbr\u003e\u003cbr\u003e Heart magnets on the level of the individual\u003cbr\u003e\u003cbr\u003e The Fifth Heart Magnet: Communication skills\u003cbr\u003e\u003cbr\u003e The Sixth Heart Magnet: Motivation\u003cbr\u003e\u003cbr\u003e The Seventh Heart Magnet: Talent\u003cbr\u003e\u003cbr\u003e Chapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert Status and Positioning\u003cbr\u003e\u003cbr\u003e Positioning Exercise No. 1: The Elevator Test\u003cbr\u003e\u003cbr\u003e Positioning Exercise No. 2: The Elevator Test in Thirty-six months\u003cbr\u003e\u003cbr\u003e Positioning Exercise No. 3: The Bar Stool Test\u003cbr\u003e\u003cbr\u003e Positioning Exercise No. 4: The Fan Survey\u003cbr\u003e\u003cbr\u003e Positioning Exercise No. 5: Building a Prototype.\u003cbr\u003e\u003cbr\u003e Positioning Exercise No. 6: The Concorde Answer\u003cbr\u003e\u003cbr\u003e Chapter 3: The Second Heart Magnet—Trust-building through Word of Mouth\u003cbr\u003e\u003cbr\u003e Word-of-Mouth Strategy No. 1: Start with the right people\u003cbr\u003e\u003cbr\u003e Word-of-Mouth Strategy No. 2: Five ways of initiating word of mouth\u003cbr\u003e\u003cbr\u003e Word-of-Mouth Strategy No. 3: Developing a Heart- Touching Story\u003cbr\u003e\u003cbr\u003e Word-of-Mouth Strategy No. 4: Piggyback Networking.\u003cbr\u003e\u003cbr\u003e Chapter 4: The Third Heart Magnet: Getting and Staying in Touch\u003cbr\u003e\u003cbr\u003e 1. The Mechanics of Getting in Touch\u003cbr\u003e\u003cbr\u003e The Mechanics of Staying in Touch—and reaching your Customer’s Heart Again and Again  \u003cbr\u003e\u003cbr\u003e 3. Touching the Customer’s Heart with Every Experience: The Customer Experience Pipeline  \u003cbr\u003e\u003cbr\u003e 4. Touching Your Customer’s Heart through Offering What He Wants and Likes Most: Socratic Marketing\u003cbr\u003e\u003cbr\u003e 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\u003cbr\u003e\u003cbr\u003e 1. Implementing a Five-star Service Philosophy\u003cbr\u003e\u003cbr\u003e 2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least 300 Percent\u003cbr\u003e\u003cbr\u003e Chapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of Persuasion\u003cbr\u003e\u003cbr\u003e 1. The Most Important Paradigm on Persuasion\u003cbr\u003e\u003cbr\u003e 2. The five steps of Magnetic Selling: How to reach your buyer’s heart by tripling your power of persuasion\u003cbr\u003e\u003cbr\u003e Step 1: Situation analysis\u003cbr\u003e\u003cbr\u003e Step 2: Strength analysis\u003cbr\u003e\u003cbr\u003e Step 3: The challenge analysis\u003cbr\u003e\u003cbr\u003e Step 4: The discovery of consequences\u003cbr\u003e\u003cbr\u003e Step 5: The benefit discovery\u003cbr\u003e\u003cbr\u003e Magnetic Selling in handling objections\u003cbr\u003e\u003cbr\u003e Chapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key attractor for clients (as well as team members and yourself)\u003cbr\u003e\u003cbr\u003e Chapter 8: The Seventh Heart Magnet: Attracting clients with the right talents to the right positions\u003cbr\u003e\u003cbr\u003e Analyzing your personal history for talents and strengths\u003cbr\u003e\u003cbr\u003e Analyzing your activity preferences in the present\u003c\/p\u003e","brand":"Morgan James Publishing llc","offers":[{"title":"Default Title","offer_id":51359700386135,"sku":"9781600377037","price":12.34,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781600377037.jpg?v=1754125448","url":"https:\/\/bookcurl.com\/products\/heartselling-the-seven-magnets-to-attract-customers-9781600377037","provider":"Book Curl","version":"1.0","type":"link"}