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Full Description
Don't just get your message out. ROAR it out! 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!
Contents
Chapter 1 The Meeting 1
Chapter 2 Visiting the V.P. 11
Chapter 3 Following Up 31
Chapter 4 The 3,500-Year-Old Process 35
Chapter 5 The Wise Buyer 49
Chapter 6 The Cynical Buyer 63
Chapter 7 The Simple Buyer 79
Chapter 8 The Disinterested Buyer 91
Chapter 9 The Referral 109
Chapter 10 The Sales Call 113
Epilogue 131
Summary of ROAR! Concepts 137
Integrating the ROAR! Approach 151
Our Inspiration 176
Acknowledgments 187
About the Authors 189
Bonus Chapter and Coupon 193
