Why People Buy
The Real Reason Features and Benefits Selling Doesn't Work
No se pudo agregar al carrito
Add to Cart failed.
Error al Agregar a Lista de Deseos.
Error al eliminar de la lista de deseos.
Error al añadir a tu biblioteca
Error al seguir el podcast
Error al dejar de seguir el podcast
$0.99/mes por los primeros 3 meses
Exclusivo para miembros Prime: ¿Nuevo en Audible? Obtén 2 audiolibros gratis con tu prueba.
Why People Buy
Compra ahora por $11.17
No default payment method selected.
We are sorry. We are not allowed to sell this product with the selected payment method
-
Narrado por:
-
Graham Rowat
-
De:
-
Greg Nanigian
Acerca de esta escucha
Learn the secret of what really drives sales - and how to give people what they need so they want to buy from you.
Are you a salesperson who has been hearing too many "We'll think it overs", "Get back to mes", and "We'll let you knows"? If so, you're in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople and found that more than 90 percent of them have exactly the same problem. Why? Because they've been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don't get beyond a superficial discussion of prospects' interests and problems. They also don't uncover the impact of those problems on prospects' companies or families, don't identify the impact on prospects personally, and don't establish prospects' level of commitment to fixing the problem. The bottom line: They never find out the prospects' true feelings - and feelings are where selling takes place.
©2017 Sandler Systems, Inc. (P)2020 Gildan MediaLos oyentes también disfrutaron...
-
The E-Myth Revisited
- Why Most Small Businesses Don't Work and What to Do About It
- De: Michael E. Gerber
- Narrado por: Michael E. Gerber
- Duración: 8 h y 5 m
- Versión completa
-
General4.5 out of 5 stars 14,679
-
Narración:4.5 out of 5 stars 11,586
-
Historia4.5 out of 5 stars 11,522
In this audio edition of the totally revised underground best seller, The E-Myth, Michael Gerber dispels the myths surrounding starting your own business and shows how commonplace assumptions can get in the way of running a business. He walks you through the steps in the life of a business, from entrepreneurial infancy, through adolescent growing pains, to the mature entrepreneurial perspective, the guiding light of all businesses that succeed.
-
5 out of 5 stars
-
Saved my Life
- De Christine en 09-17-08
-
Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- De: Oren Klaff
- Narrado por: Stephen Bowlby
- Duración: 6 h y 14 m
- Versión completa
-
General5 out of 5 stars 466
-
Narración:5 out of 5 stars 393
-
Historia5 out of 5 stars 389
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
-
3 out of 5 stars
-
the theory is there, but the stories miss
- De Mike Pistentis en 10-29-23
De: Oren Klaff
-
The Sandler Rules
- 49 Timeless Selling Principles…and How to Apply Them
- De: David Mattson
- Narrado por: David Mattson
- Duración: 3 h y 55 m
- Versión completa
-
General5 out of 5 stars 227
-
Narración:4.5 out of 5 stars 186
-
Historia4.5 out of 5 stars 186
All prospects lie, all the time. Never ask for the order. Get an IOU for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.
-
5 out of 5 stars
-
New to Sales and my first sales book
- De Paul en 07-22-18
De: David Mattson
-
$100M Leads
- How to Get Strangers to Want to Buy Your Stuff
- De: Alex Hormozi
- Narrado por: Alex Hormozi
- Duración: 6 h
- Versión completa
-
General5 out of 5 stars 3,434
-
Narración:5 out of 5 stars 3,231
-
Historia5 out of 5 stars 3,228
This audiobook contains the playbooks that took me from sleeping on my gym floor to owning a portfolio of companies that generate $200,000,000 per year in under a decade. Wanna know the biggest difference between those two time periods? How many leads I was getting.
-
5 out of 5 stars
-
Better than $100M Offers, But Read Both in Order
- De Jonathan and Hannah en 09-13-23
De: Alex Hormozi
-
You Can't Teach a Kid to Ride a Bike at a Seminar
- Sandler Training's 7-Step System for Successful Selling (2nd Edition)
- De: David Mattson - foreword, David H. Sandler
- Narrado por: Sean Pratt
- Duración: 8 h y 23 m
- Versión completa
-
General5 out of 5 stars 612
-
Narración:5 out of 5 stars 518
-
Historia5 out of 5 stars 513
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
-
5 out of 5 stars
-
Great Book to learn the Sandler Selling Techniques
- De DLEW510 en 11-16-17
De: David Mattson - foreword, y otros
-
$100M Offers
- How to Make Offers So Good People Feel Stupid Saying No
- De: Alex Hormozi
- Narrado por: Alexander Hormozi
- Duración: 3 h y 48 m
- Versión completa
-
General5 out of 5 stars 20,918
-
Narración:5 out of 5 stars 19,403
-
Historia5 out of 5 stars 19,341
The methods contained within this book are so simple, so instantaneous, and so effective, it’s as if they work by magic. If you implement even one tactic in this book, you’ll see the change in your prospects' demeanor. And you’ll know the $100M Offers method worked when you start hearing, “What do I need to do to move forward?” before you even ask for the sale.
-
5 out of 5 stars
-
Great content littered with filthy language
- De Amazon Customer en 09-29-21
De: Alex Hormozi
-
The E-Myth Revisited
- Why Most Small Businesses Don't Work and What to Do About It
- De: Michael E. Gerber
- Narrado por: Michael E. Gerber
- Duración: 8 h y 5 m
- Versión completa
-
General4.5 out of 5 stars 14,679
-
Narración:4.5 out of 5 stars 11,586
-
Historia4.5 out of 5 stars 11,522
In this audio edition of the totally revised underground best seller, The E-Myth, Michael Gerber dispels the myths surrounding starting your own business and shows how commonplace assumptions can get in the way of running a business. He walks you through the steps in the life of a business, from entrepreneurial infancy, through adolescent growing pains, to the mature entrepreneurial perspective, the guiding light of all businesses that succeed.
-
5 out of 5 stars
-
Saved my Life
- De Christine en 09-17-08
-
Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- De: Oren Klaff
- Narrado por: Stephen Bowlby
- Duración: 6 h y 14 m
- Versión completa
-
General5 out of 5 stars 466
-
Narración:5 out of 5 stars 393
-
Historia5 out of 5 stars 389
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
-
3 out of 5 stars
-
the theory is there, but the stories miss
- De Mike Pistentis en 10-29-23
De: Oren Klaff
-
The Sandler Rules
- 49 Timeless Selling Principles…and How to Apply Them
- De: David Mattson
- Narrado por: David Mattson
- Duración: 3 h y 55 m
- Versión completa
-
General5 out of 5 stars 227
-
Narración:4.5 out of 5 stars 186
-
Historia4.5 out of 5 stars 186
All prospects lie, all the time. Never ask for the order. Get an IOU for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.
-
5 out of 5 stars
-
New to Sales and my first sales book
- De Paul en 07-22-18
De: David Mattson
-
$100M Leads
- How to Get Strangers to Want to Buy Your Stuff
- De: Alex Hormozi
- Narrado por: Alex Hormozi
- Duración: 6 h
- Versión completa
-
General5 out of 5 stars 3,434
-
Narración:5 out of 5 stars 3,231
-
Historia5 out of 5 stars 3,228
This audiobook contains the playbooks that took me from sleeping on my gym floor to owning a portfolio of companies that generate $200,000,000 per year in under a decade. Wanna know the biggest difference between those two time periods? How many leads I was getting.
-
5 out of 5 stars
-
Better than $100M Offers, But Read Both in Order
- De Jonathan and Hannah en 09-13-23
De: Alex Hormozi
-
You Can't Teach a Kid to Ride a Bike at a Seminar
- Sandler Training's 7-Step System for Successful Selling (2nd Edition)
- De: David Mattson - foreword, David H. Sandler
- Narrado por: Sean Pratt
- Duración: 8 h y 23 m
- Versión completa
-
General5 out of 5 stars 612
-
Narración:5 out of 5 stars 518
-
Historia5 out of 5 stars 513
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
-
5 out of 5 stars
-
Great Book to learn the Sandler Selling Techniques
- De DLEW510 en 11-16-17
De: David Mattson - foreword, y otros
-
$100M Offers
- How to Make Offers So Good People Feel Stupid Saying No
- De: Alex Hormozi
- Narrado por: Alexander Hormozi
- Duración: 3 h y 48 m
- Versión completa
-
General5 out of 5 stars 20,918
-
Narración:5 out of 5 stars 19,403
-
Historia5 out of 5 stars 19,341
The methods contained within this book are so simple, so instantaneous, and so effective, it’s as if they work by magic. If you implement even one tactic in this book, you’ll see the change in your prospects' demeanor. And you’ll know the $100M Offers method worked when you start hearing, “What do I need to do to move forward?” before you even ask for the sale.
-
5 out of 5 stars
-
Great content littered with filthy language
- De Amazon Customer en 09-29-21
De: Alex Hormozi
-
Why We Buy, Updated and Revised Edition
- The Science of Shopping
- De: Paco Underhill
- Narrado por: Mike Chamberlain
- Duración: 12 h
- Versión completa
-
General4 out of 5 stars 330
-
Narración:4 out of 5 stars 266
-
Historia4 out of 5 stars 262
Revolutionary retail guru Paco Underhill is back with a completely revised edition of his classic, witty, best-selling book on our ever-evolving consumer culture—full of fresh observations and important lessons from the cutting edge of retail, which is taking place in the world’s emerging markets.
-
1 out of 5 stars
-
Author has knowledge but poor writing skills
- De Nidhi en 06-25-11
De: Paco Underhill
-
The 10X Rule
- The Only Difference Between Success and Failure
- De: Grant Cardone
- Narrado por: Grant Cardone
- Duración: 7 h y 24 m
- Versión completa
-
General4.5 out of 5 stars 47,384
-
Narración:4.5 out of 5 stars 40,626
-
Historia4.5 out of 5 stars 40,336
Extreme success, by definition, lies beyond the realm of normal action. If you want to achieve extreme success, you can’t operate like everybody else and settle for mediocrity. You need to remove luck and chance from your business equation, and lock in massive success. The 10X Rule shows you how!
-
5 out of 5 stars
-
Not what I expected, and very happy it's not.
- De ToddS en 09-19-13
De: Grant Cardone
-
Contagious
- Why Things Catch On
- De: Jonah Berger
- Narrado por: Keith Nobbs
- Duración: 6 h y 50 m
- Versión completa
-
General4.5 out of 5 stars 6,919
-
Narración:4.5 out of 5 stars 5,840
-
Historia4.5 out of 5 stars 5,803
Why do some products get more word of mouth than others? Why does some online content go viral? Word of mouth makes products, ideas, and behaviors catch on. It's more influential than advertising and far more effective. Can you create word of mouth for your product or idea? According to Berger, you can. Whether you operate a neighborhood restaurant, a corporation with hundreds of employees, or are running for a local office for the first time, the steps that can help your product or idea become viral are the same.
-
4 out of 5 stars
-
A Primer on Viral & Memorable Marketing
- De Douglas C. Bates en 04-01-13
De: Jonah Berger
-
Dotcom Secrets
- De: Russell Brunson
- Narrado por: Russell Brunson
- Duración: 6 h y 39 m
- Versión completa
-
General5 out of 5 stars 1,149
-
Narración:5 out of 5 stars 921
-
Historia5 out of 5 stars 917
Master the science of funnel building to grow your company online with sales funnels in this updated edition from the $100 million entrepreneur and cofounder of the software company ClickFunnels.
-
4 out of 5 stars
-
Lots of good information BUT!
- De Verified Amazon Customer en 12-27-21
De: Russell Brunson
-
Traction
- Get a Grip on Your Business
- De: Gino Wickman
- Narrado por: Kevin Pierce
- Duración: 6 h y 56 m
- Versión completa
-
General4.5 out of 5 stars 7,498
-
Narración:4.5 out of 5 stars 6,206
-
Historia4.5 out of 5 stars 6,126
Do you have a grip on your business, or does your business have a grip on you? All entrepreneurs and business leaders face similar frustrations: personnel conflict, profit woes, and inadequate growth. Decisions never seem to get made, or once made, fail to be properly implemented. But there is a solution. It’s not complicated or theoretical.
-
3 out of 5 stars
-
this is for 50+ employee companies, not small ones
- De Ryan Taft en 03-06-18
De: Gino Wickman
-
E-Myth Mastery
- The Seven Essential Disciplines for Building a World Class Company
- De: Michael E. Gerber
- Narrado por: Michael E. Gerber
- Duración: 7 h y 29 m
- Versión resumida
-
General4.5 out of 5 stars 775
-
Narración:4.5 out of 5 stars 496
-
Historia4.5 out of 5 stars 498
Michael E. Gerber, the world's leading small business guru and best-selling author of the phenomenally successful The E-Myth Revisited, presents the next big step in entrepreneurial management and leadership with E-Myth Mastery. This audiobook presents a practical, real-world program that can be implemented in real-time in your business.
-
1 out of 5 stars
-
stick to E Myth Revisite
- De Ted en 11-03-09
-
This Is Marketing
- You Can't Be Seen Until You Learn to See
- De: Seth Godin
- Narrado por: Seth Godin
- Duración: 7 h y 2 m
- Versión completa
-
General4.5 out of 5 stars 4,276
-
Narración:4.5 out of 5 stars 3,611
-
Historia4.5 out of 5 stars 3,565
Now, for the first time, Seth Godin offers the core of his marketing wisdom in one compact, accessible, and timeless package. This Is Marketing shows you how to do work you're proud of, whether you're a tech start-up founder, a small-business owner, or part of a large corporation. Great marketers don't use consumers to solve their company's problem; they use marketing to solve other people's problems. Their tactics rely on empathy, connection, and emotional labor instead of attention-stealing ads. When done right, marketing seeks to make change in the world.
-
1 out of 5 stars
-
Series of Anecdotes Without Any Actionable Insight
- De JL en 11-19-18
De: Seth Godin
-
The Secrets of Closing the Sale
- Included Bonus: Selling with Emotional Logic
- De: Zig Ziglar, Tom Ziglar
- Narrado por: Zig Ziglar, Tom Ziglar
- Duración: 17 h y 1 m
- Grabación Original
-
General5 out of 5 stars 2,074
-
Narración:5 out of 5 stars 1,792
-
Historia5 out of 5 stars 1,780
Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
-
5 out of 5 stars
-
Zig Ziglar debunks all the myths holding you back from closing the sale
- De Steph Earley en 08-01-16
De: Zig Ziglar, y otros
-
Ca$hvertising
- How to Use More Than 100 Secrets of Ad-Agency Psychology to Make Big Money Selling Anything to Anyone
- De: Drew Eric Whitman
- Narrado por: Johnny Heller
- Duración: 6 h y 17 m
- Versión completa
-
General5 out of 5 stars 655
-
Narración:5 out of 5 stars 546
-
Historia5 out of 5 stars 543
Fact: Your brain is being controlled - and you don't even know it. Because if you think the ads you're seeing today are just pretty pictures with nice, creative copy, you're mistaken. Truth is, you are being powerfully influenced by dozens of proven scientific principles of advertising psychology...little-known techniques of consumer persuasion that go completely unnoticed by the buying public.
-
5 out of 5 stars
-
Be Careful with This Book. Extremely Powerful.
- De Ahmad en 07-24-17
-
The 1-Page Marketing Plan
- Get New Customers, Make More Money, And Stand Out From The Crowd
- De: Allan Dib
- Narrado por: Joel Richards
- Duración: 6 h y 31 m
- Versión completa
-
General5 out of 5 stars 5,142
-
Narración:5 out of 5 stars 4,427
-
Historia5 out of 5 stars 4,372
To build a successful business, you need to stop doing random acts of marketing and start following a reliable plan for rapid business growth. Traditionally, creating a marketing plan has been a difficult and time-consuming process, which is why it often doesn’t get done.
-
1 out of 5 stars
-
You Need to buy Book to get key info
- De Rosie's mom en 10-23-18
De: Allan Dib
-
Influence, New and Expanded
- The Psychology of Persuasion
- De: Robert B. Cialdini
- Narrado por: Robert B. Cialdini
- Duración: 20 h y 43 m
- Versión completa
-
General4.5 out of 5 stars 2,324
-
Narración:4.5 out of 5 stars 1,904
-
Historia4.5 out of 5 stars 1,892
In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you'll learn how to defend yourself against unethical influence attempts.
-
5 out of 5 stars
-
Use the Audible Speed Feature!
- De Sand en 05-30-21
-
Start with No
- The Negotiating Tools that the Pros Don't Want You to Know
- De: Jim Camp
- Narrado por: Robert Jordan
- Duración: 7 h y 58 m
- Versión completa
-
General4.5 out of 5 stars 1,206
-
Narración:5 out of 5 stars 985
-
Historia4.5 out of 5 stars 975
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions.
-
5 out of 5 stars
-
Thanks Chris Voss!
- De Dennis Hettema en 10-03-20
De: Jim Camp