In this captivating parable, you'll follow Ryan Miller, anexecutive struggling with reduced sales in a challenging economy.Ryan is mentored by his old Livingston, New Jersey high schoolfriend, Lenny Bernstein, now a Hasidic Jew in Brooklyn having greatsuccess in his packaging business. Over a series of lunches aroundNew York City, Lenny shares the key insights that have driven hissales through the roof, while allowing him to run his businessefficiently-and still have plenty of time for family. Lennyexplains the simple mnemonic R-O-A-R
- Recognize the four types of buyers
- Observe from the buyer's perspective, and adapt yourmessage
- Acknowledge the buyer's special wants and needs
- Resolve the buyer's issues
Praised by renowned money manager Ken Fisher, Roar! givesyou a 3,500-year-old sales secret that has never before beenarticulated in a business context, one you can use to recharge yoursales operation and revitalize both your business and your life. Itmay be a jungle out there, but it's a little less scary once youknow how to ROAR!
|Product dimensions:||5.30(w) x 7.10(h) x 1.00(d)|
About the Author
Daniel A. Turner is President and founder of TCG, an Inc.500 company that has saved taxpayers over $250 million. Dan is onthe board of the Entrepreneurs' Organization and is a graduate ofthe MIT Entrepreneurial Executive Leadership program.
Table of ContentsChapter 1 The Meeting.
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.