Book Description
Millions of people around the world are involved in direct selling. There are 12 million in the United States alone! Almost 74 percent of direct sellers are women.
An estimated 46 million people in the world are involved in direct selling, according to the Direct Selling Association. In less than ten years this number is expected to grow to an unbelievable 200 million! With more people looking for careers that offer independence, flexibility, and tremendous income potential, this book offers a one-stop source of nuts-and-bolts advice, insights, and practical sales skills.
Build It Big: 101 Insider Secrets from Top Direct Selling Experts addresses the three most popular models of direct selling:
*
network marketing (e.g., Amway)
*
party planning (e.g., Pampered Chef)
*
person-to-person(e.g., Guardian Life Insurance)
The training that many of these companies offer is limited and typically covers only product features and benefits, basic sales techniques, recruitment, and order processing.
Through extensive research, the Direct Selling Women's Alliance (DSWA) has identified four crucial ""life skills"" that often are neglected or omitted from a company's training and support program:
* Financial and tax guidance.
* Coaching and leadership skills development.
* Business management and technology training.
* Daily success practices and implementation.
Build It Big unveils the methods and approaches in developing these skills that, DSWA believes, are the true linchpins of growth and long-term sales stability. The disciplined approach and real-life insights from some of the most successful and talented people in the direct selling business will have broad appeal to rookies and veterans alike, especially for people who are opting for direct selling for part-time work, extra income, and the autonomy it offers.
Customer Reviews:
The Best Info for Direct selling.......2007-03-08
Build it Big is THE book for you if you are in direct selling. This book has so much info and teaches you everything you need to know to build your business. This book walks you through everything and is for those brand new to direct sales or those that have been consultants forever. I will recommend this book to everyone!
Yes!! Finally.......2007-01-10
This Book is wonderful. Love it!
I can't say enough about this book and what it has done for me.
If you or someone you know is in Direct Sales purchase this
book. Written by Women for Women.
Some OK tips, but mostly common sense.......2006-07-27
I was interested to get this but really REALLY disappointed when one of the first tips was to call 100 people. No kidding. I found this to be a lot of re-hash of old ideas. Some decent tips but you really have to search for them. Bad layout, too. Not easy to read. Lots of stuff sort of thrown at you. If you are really NEW to sales, you might benefit but most of it you can get through better books or free in internet searches, your team leader, etc.
Million Dollar Wisdom for all entrepreneurs wanting success.......2006-07-25
This book in short is incredible, not only it's packed with tons of wits from proven experts, but it's so simple to follow and read that all I have to do is implement the startegies and which i have with tremendous immediate results. Every entrepreneur should get one, regardless of the industry. After all the art of networking and building heartful relationships is the core foundation for all business success-no exceptions. If you are reading this, you owe it to yourself to own one today. !!!
Lots of great ideas!.......2006-07-25
This book gave me a lot of great ideas for my Pampered Chef business. It was very helpful with answering objections and working with my downline. I only have 2 so far, but I will be better able to help them become successful. I had to pace myself or I would have read the whole thing in one sitting!
Average customer rating:
- An essential book for statistical analysts building predictive models for database marketing
- Data Mining for Database marketing
- "EDA III" for Database Marketing
|
Statistical Modeling and Analysis for Database Marketing: Effective Techniques for Mining Big Data
Bruce Ratner
Manufacturer: Chapman & Hall/CRC
ProductGroup: Book
Binding: Hardcover
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Similar Items:
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Optimal Database Marketing: Strategy, Development, and Data Mining
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Data Mining Cookbook: Modeling Data for Marketing, Risk and Customer Relationship Management
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Strategic Database Marketing
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Data Mining Techniques: For Marketing, Sales, and Customer Relationship Management
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Applied Data Mining: Statistical Methods for Business and Industry (Statistics in Practice)
ASIN: 1574443445 |
Book Description
Traditional statistical methods are limited in their ability to meet the modern challenge of mining large amounts of data. Data miners, analysts, and statisticians are searching for innovative new data mining techniques with greater predictive power, an attribute critical for reliable models and analyses. Statistical Modeling and Analysis for Database Marketing: Effective Techniques for Mining Big Data delivers a collection of successful database marketing methodologies for big data. This compendium solves common database marketing problems by applying new hybrid modeling techniques that combine traditional statistical and new machine learning methods. The book delivers a thorough analysis of these cutting-edge techniques, which include non-statistical machine learning and genetic intelligent hybrid models. By following the step-by-step procedures detailed in the text, database marketing professionals can learn how to apply the proper statistical techniques to any database marketing challenge. The practical case studies and examples provided involve real problems and real data, and are taken from a variety of industries, including banking, insurance, finance, retail, and telecommunications.
Customer Reviews:
An essential book for statistical analysts building predictive models for database marketing.......2006-01-05
This is a must have introductory book for the practitioner using data mining to build predictive models in industry. While it does have a few snippets of SAS code, it is a conceptual book that explains the "why" and the "how" of practical model building. (If you want SAS code buy "The Data Mining Cookbook" by Olivia Parr Rud.) It dispenses of with the antiquated notion of the "true" model of classical statistics and econometrics, and shows how to arrive at an acceptable model that yeilds good predictions. As practitioner's, this is what we care about most. Among other things, it gives good explanations of: (1) the EDA paradigm versus classical statistics (2) Tukey's bulging rule for transforming variables (3) variable selection, though there is no mention of clustering to eliminate redundant variables. It discusses some of the weaknesses of automatic variable selection methods (4) smoothed scatterplots and logit plots (5) decile analysis and using bootstrapping to derive confidence intervals for cum lift.
The book shows you how to use logistic regression, OLS, and CHAID to build predictive models. For those interested in Genetic modeling, it has a clearly written chapter on the subject that explains how genetic modeling can be used to create new variables that can have more information than either of the original variables.
While this book does not cover everything, and is definitely not the last word on the subject, it is a solid first word. In particular, the book does not cover splines, shrinkage techniques such as model averaging, ridge regression, ..etc. For treatments of these and similar advanced topics see Frank Harrell's "Regression Modeling Strategies" and Hastie, Tibsharani and Friedman's "Elements of Statistical Learning".
Data Mining for Database marketing.......2003-06-10
I predict that Dr. Ratner's Statistical Modeling and Analysis for Database Marketers: Effective Techniques for Mining Big Data will be on every database marketer's bookshelf. Dr Ratner has put together an assembly of chapters that provide an indispensable resource for the daily problems facing data analysts and model builders in the database/direct marketing community. In each of the seveenteen chatpers Dr. Ratner addresses a typical problem and discusses the common solution. He points out unknown working assumptions or weaknesses of the latter, and then offers better solutions, which require basic knowledge of EDA/data mining. Dr. Ratner's writing style is unique as he makes familar concepts new, and new concepts familar. Thus, the book is easy and enjoyable reading. I specially like chapter that blends statistics with the machine learning, such as the introduction of the GenIQ Model.
"EDA III" for Database Marketing.......2003-06-10
I consider myself fortunate to be the first to review this book. The title aptly indicates what the book is about: Statistical Modeling and Analysis for Database Marketers: Effective Techniques for Mining Big Data. The author provides in a Tukey-esque manner a collection of solutions to common problems facing database analysts, model builders, and marketers. The book can uniquely serve as a textbook, a how-to guide, and a reference source depending on the reader's statistical training and database marketing experience. Moreover, the author actually goes where other authors provide lip service: he creates the marriage of the "old" statistical methodologies with the new machine learning influence by introducing machine learning methods specifically tailored to database assessment of optimal model performance. The book's illustrations involve real problems, real data, and better solutions. This book is a keeper!
Book Description
"Dean Lindsay is a master of progress, and in this book will show you how to be the same. He'll take you by the hand - a pleasurable experience, because the man is an awesome writer - and lead you into the land of networking nirvana."
-- Jay Conrad Levinson The Father of Guerrilla Marketing
( Brief Excerpt taken from Mr. Levinson's Foreword for Cracking the Networking CODE)
While Mastering the 4 Steps to Priceless Business Relationships...
You'll Discover:
- The Top Ten Benefits of Networking
- 37 Questions for Defining a Powerful Networking Plan
- The Way Around the "Do Not Call" List
- 16 Examples of Proven Places to Network
- 16 Tips for Running a Successful Trade Show Booth
- 9 Strategies for Opening Face-to-Face Relationships
- 6 Often Overlooked Networking Strategies
- 20 Quick Tips for Delivering Solid First Impressions
- 10 Ideas for Creating a Series of Positive Impressions
- Insight on Business Cards and Note-taking
And...Learn How to:
- Be a Success in Your Own Eyes
- Conquer the FEAR of Networking
- Harness the Power in Numbers
- Gain Confidence Talking to Strangers
- Ask Progress-Focused Questions
- Listen As If Your Lifestyle Depended on It.
- Design Your Rise & Shine (30-Second Commercial)
And of Course How to …
Crack the Networking CODE.
Customer Reviews:
Makes So Much Sense!.......2007-09-16
As a spiritual teacher, I believe that when you have goals and dreams in life, the "universe" sends people your way to help you accomplish those goals or realize those dreams. The trick is recognizing those helpful people when they cross your path, and being open and receptive to them. In this book by Dean Lindsay, he offers a more worldly, pro-active approach to fostering relationships of that nature. The advice he offers, though, is always appropriate, and never pushy. For a "business book," I think Cracking The Network Code is both valuable and practical. Plus, its lighthearted style makes it a pleasure to read. I recommend it.
Steven Lane Taylor, author of Row, Row, Row Your Boat: A Guide For Living Life In The Divine Flow
Great advice, great value.......2007-08-01
This book is an enjoyable, fast-paced read, but will give you a lot to mull over. It is full of advice you can put to use immediately, and if you do, your life will be richer.
Dean really puts a new spin on the idea of networking: that you need to do for others first and make their progress your goal. If you think that networking is only for the selfish and the smarmy, this book is for you.
A must for the library of any business person.......2006-04-05
Reviewed by William E. Cooper for Reader Views (4/06)
To be successful in business or in one's personal life, the need to connect with others is essential. Mr. Lindsay's book provides the reader with a roadmap on developing great relationships and resources. While the book emphasizes enhancements in the ability to sell, the principles apply to virtually any business - the achievement of significant results.
Mr. Lindsay writes in a fashion that makes often difficult networking much easier to attain, with far superior outcomes. He describes the right way to approach networking, how to overcome any hesitancy in developing a network, and how to make a positive set of results. This book should be added to the library of any business person.
United Professional Sales Association Recommends.......2006-03-12
I bought this book from Amazon.com because it is Recommended Reading by the United Professional Sales Association.
Thank You UPSA. AWESOME BOOK. I have already read it twice and ordered a half a dozen for associates. Eye opening and genuine. 'Be Progress' and read this book.
Readers will discover the many expansive possibilities generally not seen by the novice entrepreneur in starting a business.......2006-03-09
In Cracking The Network CODE; 4 Steps To Priceless Business Relationships by progress agent Dean Lindsay, readers will discover the many expansive possibilities generally not seen by the novice entrepreneur in starting a business of their own. Cracking The Network CODE enables the mastery of many skills, going about the matter with the varying angles including: "37 Questions for Defining a Powerful Networking Plan", "9 Strategies for Opening Face-to-Face Relationships", "16 Examples of Proven Places to Network", and a great many more. Cracking The Networking CODE is particularly recommended reading for those engaged in business, sales, and marketing, as well as corporate-level management responsibility or engaged in career development.
Book Description
The Power to Get In deals with the single most common and frustrating problem for anyone who's in business, a job transition, or a move back into the work force: the problem of gaining access to the correct audience. Today, no other skill is as directly connected to your ability to earn a living as the skill of getting in to see the right people. Michael Boylan's step-by-step system, The Circle of Leverage, will help you cut through bureaucracy, identify the people you most need to see, and get in their doors. Anyone with something to sell, abilities to offer, or ideas to present will find this book invaluable.
Customer Reviews:
OK - There are better titles.......2007-07-08
This book is OK but not special. If you are a student of selling and prospecting is a big part of your job it is a decent addition to your library but something less than a must have title. If you own it you may find a nugget or two that will help you.
The best book on getting heard on a favorable basis high up the food chain in B2B sales is: "Value Forward Selling."
That being said this book will have some value for you.
Simply put, here's EXACTLY why this method works..........2007-05-07
Let's cut to the chase...
Get this book for only ONE reason -- the method WORKS because of the way executives THINK + ACT.
They only do that which is most likely to SAVE THEIR OWN SKIN.
They don't care about being right -- but they are PETRIFIED of being wrong.
It is much safer for them to say NO to incoming new ideas (read: YOU).
They can never be wrong if they simply zap all incoming new ideas (you).
This method turns all that around!!!
The so-called Circle of Leverage involves letting SEVERAL execs (in the company you are targeting) know that you have an incoming new idea.
AND letting each of those execs know that you have also notified the OTHER execs (in that same company).
AND telling all of them about all the OTHER companies you are ALSO notifying.
Now you are playing on each exec's FEARS about being WRONG.
Now each exec CANNOT ignore you, because, if they do, and they are WRONG for ignoring you (your incoming new idea is a winner), they KNOW that every OTHER exec will ALSO know about their MISTAKE.
Also, what if ANOTHER company grabs your new incoming idea? -- That also could make them WRONG for ignoring you.
This method changes their response from "I must NOT respond" to "I MUST respond!"
I used it recently to send a proposal to all the big pharma companies. I did get turned down -- but.... here's the thing -- the rejections all came 6 weeks later. Not immediate, form-letter rejections (as would normally be the case).
I'm convinced that, by using this method, the execs HAD to take the time to seriously consider my proposal before responding.
They could not RISK just ignoring my proposal!
Again, execs are not concerned with being right -- they only act out of FEAR of being WRONG.
GET THIS BOOK!
-- TW
"Open Sesame".......2006-04-16
You just got access to your dream opportunity. You made it. You just popped open the door with your own "Open Sesame" secret (though you're no thief). Do you shudder to think what life would be like if you hadn't gotten in?
Believe it-getting the access you need really is that important. At some point (many points) in your career(s), you're going to need to get in front of that person, group, etc. That's the point from which all your skills, knowledge, and brilliant ideas will germinate. If you can't get the access you need, none of that other stuff will matter.
That's why this book is so valuable.
Michael presents a detailed, methodical approach to getting the audience you need: The Circle of Leverage. It's a step-by-step approach that relies on risk-taking and perseverance. The results might be magical, but the process is real. He shows you why you've been shut out in the past (Section One), why you need to take a top-down approach (pp. 45-52), and a realistic discussion of things you can and can't control (pp. 114-122).
The Circle of Leverage uses ten preparation steps (each of which is discussed in a detailed chapter in Section Three) and five execution steps (a detailed chapter on each in Section Four). The remaining two sections take you beyond the meat-and-potatoes (which are very impressive in their own rights). Chapter 33 gives you guidance on what to do once you're in, and Chapter 34 provides real-world context with sample scenarios and case histories.
I highly recommend this book to anyone who sells, because we can all benefit from learning and applying The Circle of Leverage.
Thought prevoking.......2004-04-15
Michael has put some common thoughts on paper, but has drilled down to their importance inthe sales process. If you go into this with the intention of gaining a leson to add to you collection of resources, you will find this very helpful. If you are looking for the golden egg, sorry but look again.
There is no silver lining in the sales process, but with some sound advice you can dramatically increase your effectiveness which equalls more closed deals. This book gives some very sound advise as to some of the obsticle we as salespeople all face and a means of overcoming them.
I highly recomend this for anyone interested in improving their chances of closing that next deal.
Outstanding augmentation for existing sales processes.......2003-12-25
I am a VP Sales for a technology firm and I only recently read this book. I was so impressed with the innovative material I flew to MN to meet the author! Despite what the negative reviewers have said, this book is NOT a sales manual. It IS a manual for obtaining access. It is an excellent precursor to an existing sales process, but the sales process already needs to be in place. The author uses the term "bolt-on" addition which is a very good visual depiction of how this tool should be used.
Any good executive can tell you how difficult it is to be seen at the appropriate levels. More and more, callers and visitors are sloughed off to the next lower level, and if the caller doesn't have a compelling reason to stay at the executive level, they will invariably continue to be pushed down lower and lower until they are speaking with the lowliest of the non-decision makers, a "recommender." Horrors!
Don't sell this book short. "Getting In" is a master treatise on how to develop and keep access at the C-level. I highly recommend it.
Book Description
A revolutionary shift is occurring in the world of work. Home-based entrepreneurs seeking independence, time, and uncapped income are selling everything from life insurance, carpet cleaning, and computer repair, to cookware, beauty products, and candles. According to the Direct Selling Women’s Alliance, 49 million direct salespeople sell $85.5 billion worth of products and services worldwide each year. More Build It Big is the sequel and smart companion to Build it Big. In this new handbook, industry leaders deliver straightforward advice, cutting-edge insights, and best practices to help direct sellers and distributors become sales superstars. Up-to-the-minute stories from top salespeople, profiles of leading distributors, and the latest how-to’s on networking, party planning, and person-to-person selling make this book a key addition to the direct seller’s reference shelf. More Build It Big delves into the personal and business skills that direct selling pros use to achieve success: sponsoring, building, and coaching a team; becoming a leader; organizing business finances; and integrating home life and business. Appropriate for novices or experts who want to set goals, fire up teams, and boost revenues, More Build It Big is sure to increase the power and motivation of thousands of direct salespeople worldwide.
Highlights
More Build It Big gives independent salespeople and distributors:
•New case studies covering an extensive range of products and services appropriate for direct sales
•Expert advice on booking venues and coaching hostesses
•Surefire techniques for developing relationships and building a contact database
•Tips for avoiding major mistakes and stumbles
Customer Reviews:
Best Direct Sales Books.......2007-09-30
The Build It Big Series are the best books on the market for helping you grow your home based business. It is divided into little articles written by the industries best. A great easy read! I have grown my direct sales business greatly after buying these books and joining the Direct Selling Women's Alliance.
Awesome.......2007-03-08
More tips for those in direct sales. Awesome! I can't begin to say how much I love the Build it Big Books. This is the sequel to Build it Big and will help the novices in the field or the experts.
A reliable manual for home-based selling.......2006-09-07
If you've ever attended a Tupperware party or spoken to a Mary Kay or Avon representative, then you are familiar with the concept of direct selling. More than 49 million people worldwide are hawking everything from toys to life insurance as independent contractors. Many of these professionals found a terrific resource in the book Build it Big, published by the Direct Selling Women's Alliance (DSWA). Now, the organization has compiled more insights, anecdotes, tips and techniques, specifically for female direct-sales professionals. Unlike most business writing, which is usually gender-neutral or all about "him," the operative pronoun here is "her." Although the sales strategy and self improvement advice isn't particularly new, it is solid. The book guides promising novices (most advice would apply to men as well as women) through the direct sales necessities, from finding inspiration and prospects, to asking for referrals or sales, dressing appropriately and building a team. Whether you need the advice or support of a coach, a sales guru or a fashion diva, we believe you will find it in this collection of 101 best practice essays from veterans of home-based sales businesses.
More Build It Big.......2006-07-24
Sequel to Build It Big. Excellent book. All Direct Sellers should have this in your library of must have motivational books.
another Taste of Home Entertaining consultant must have.......2006-07-09
Ok, so I thought that the first Build it Big Book was great! Now here is even more great tips and information to furthur expand your business. I have learned a little something from everything that I read with this. If I feel that things are slowing down a bit, I pull this out almost like a reference book and look for some fresh ideas that I can use to liven things up. It never fails to come through and It enables me to coach my team more effectively and share the knowledge that I have gained with them. This book also makes a great gift for your team members.
Book Description
Wouldn't you rather earn your living, build your career, and better serve your customer with a one-call close? This absorbing book is your ultimate reference guide to planning, creating, developing, initiating, conducting, and perfecting the art of one-call closing. Whether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will find this book an incredible resource of new techniques, surprising insights, and continuing inspiration.
You will discover how easy it is to:
Employ the 15 keys of overcoming objections
Overcome your fear of closing
Apply the four levels of sales competency
Manage the four concepts that control all sales
Let your customers answer their own objections
Master, use, and perfect the art of the one-call close
Plus so much more!
Customer Reviews:
DISAPPOINTING.......2002-09-16
Another book from sales trainer Tom Hopkins, co-written with Pat Leiby. A nicely presented and easy to read text, warm, humourous and straight-forward to understand. Full of analogies and metaphors, good illustrations to go with them, lively reading throughout and well written. So why "disappointing"? I'll explain why. I have most of Tom's publications and tapes, and always like to obtain his new releases. I tried hard to obtain this book here in the UK but no-one had heard of it and so could not be ordered. Then I visited Amazon.com and discovered it was available via them. I purchased it and eagerly awaited its arrival (thanks Amazon for the speedy shipping even though it was at your standard rate. First Class service - Great!!). The book arrived and I keenly and enthusiastically jumped straight into it, dying to read the text to discover new techniques and ideas (descriptions of new ideas and techniques are mentioned in the text of the back-cover, inside-cover and preface). Oh-oh!! Not new ideas, techniques and skills. The material is repackaged from earlier publications by Tom Hopkins and was being used by myself and other salespersons back in the 80's to present day. In fact there are a number of more up-to-date techniques being employed. So what's going on then. Well, a lot of the material as I have already stated is repackaged from earlier works and also other sources. Some of the information comes from the field of NLP (widely used today) Most NLP techniques are just content-filled rhetoric (not really having the effects they claim, although some do - just sort the sensible claims and teachings from the silly). The social chart on different personality-types devised by Merrill and Reid are widely used by most today. Infact, the social chart of personality types has been used for quite some time (definitely 80's at least). For the sake of brevity, there are a lot of other books about sales training written by well-know authors and at less than half the price of this book that will give you just as much info if not more. I'm sure if you visit your local second-hand bookstore you'll be able to purchase one for coppers and that would contain similar content. If you don't have any previous books by Tom then go-ahead and purchase it, but if you have then most of the material in this book has been covered before. In short, don't waste your money on this book. I have been in sales most of my career and know what works and does not. The problem with the information in Tom's book is that a lot of the techniques described are already known by the buying public and business people alike (via consumer group authorities, publications, weekly publications, consumker guides, experience, etc.) They are aware of them (people are more educated today) and the more experienced can even "toy" with you during a sales presentation if you aren't careful how you use the techniques. Apart from reflexive, subconscious resistance, there is also conscious resistance, and this can be additionally due to awareness of certain selling techniques. I'm not saying these techniques don't work, they do, but have to be used discriminantly. There are newer skills available and a good search through the latest sales trainers will reveal them. I have a great respect for Tom Hopkins. His original book "How to Master the Art of Selling" was light years ahead of its time when first published. Tom is still one of the best sales trainers around and I'm sure he will continue to be so. His works are always lively, humourous, innovative, original and fresh. He is at the forefront of new skills and techniques. So come on Tom, next time be more original and inventive of new techniques. You can do it!
It helped me see the big picture.......2002-08-31
Sales is not my talent, and I don't want to come across like a smarmy used car salesman. I know my product is worthwhile, but how do I get the customer to hear me out? Instead of gimmicky one-liners that the customer "should" fall for, Tom Hopkins shows the 10 steps to reducing fear and resistance, then the 10 steps to building trust and the need to buy. All the steps must work together to be effective.
Excellent Book!.......2002-08-03
What a fantastic way to approach low-pressure selling! This book truly helps you understand how to build trust with your potential clients and help them to own a product you know will be good for them. This one book changed my whole perspective on selling. I would recommend it to any person in the sales field, or to anyone thinking about entering the sales world. It's worth every penny and you won't be disappointed!
Book Description
Your customers are going to give you three seconds to make the sale. Do you know what to say in those three seconds? The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than ""old"" marketing. This new way is The Irresistible Offer. ""The Irresistible Offer is the missing link in many marketing books."" Joe Sugarman, Chairman, BluBlocker Corporation""The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."" John Du Cane, CEO, Dragon Door Publications, Inc. ""As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point.""Howard Berg, ""The World's Fastest Reader"" ""I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."" Dr. Joe Vitale, author of The Attractor Factor ""If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."" Randy Gilbert, a.k.a. ""Dr. Proactive"" host of The Inside Success Show
Download Description
Your customers are going to give you three seconds to make the sale. Do you know what to say in those three seconds? The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than ""old"" marketing. This new way is The Irresistible Offer. ""The Irresistible Offer is the missing link in many marketing books."" Joe Sugarman, Chairman, BluBlocker Corporation ""The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."" John Du Cane, CEO, Dragon Door Publications, Inc. ""As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point.""Howard Berg, ""The World's Fastest Reader"" ""I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."" Dr. Joe Vitale, author of The Attractor Factor ""If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."" Randy Gilbert, a.k.a. ""Dr. Proactive"" host of The Inside Success Show
Customer Reviews:
MJ the master of the sale . . . but he's much more than that .......2007-10-11
Mark Joyner, whether teaching you how to market via word of mouth, how to improve your personal performance via simpleology courses, or just giving you general insight into life, is successful for one reason: honesty. His honesty and integrity allows him to see that which others who try to manipulate and control miss. And isn't that the secret to success? How many people ever desire to come back to a business, company, even person or individual who is phony? One who attempts to draw you in with deception and then does the bait and switch. Warren Buffett--he of multi-billions, the great investor--said that a major factor in choosing companies to invest in is based on whether or not you like the company enough (read people) to work there. Well, Mark Joyner is one of those people many enjoy working with. Because of his honest, straight forward approach.
The Irresistible Offer is certainly that: honest. Even though it has its flaws--excessive examples, repetition, and at times, opaque theory--it is a book that truly displays the genius and great insight of its author. And you've got to believe (all you The Secret people) that if you seek the truth, the truth will seek you. Herein lies Joyner's gift.
I once read a sales letter of Joyner's that hit to the core, issues I had been having in acquiring all-things-marketing to get my business going. He mentioned how marketers are charging hundreds of dollars for a "box full of 'secrets' that is nothing more than some low-quality audio recordings and poorly edited transcripts?" And how important it is that "A transformation of spirit without a direction and a clear plan might bring you happiness for a while, but if that happiness is not reinforced by real change in the real world, it is always short lived"? Personally, I have chosen to avoid many schemes, internet marketers, and plans or bonus-encrusted list blasts because "quality and value is more important to" me, as Joyner states.
The book certainly has its more general philosophies, but it also gets into enough specifics on Word of Mouth and how to use it in your business to give the reader his money's worth . . . and then some. Great ROI, wouldn't you say Mark? Get it. It's worth every penny.
3 seconds or less..........2007-08-15
Well, I'm not one to believe hype and I still don't think it can be done in 3 seconds or less, but I am amazed at the tricks that I did pick up. Worth more than a 3 second perusal.
An excellent addition to any marketer's library.......2007-06-28
I am a professional PR and marketing man. I constantly strive to hone my skills by reading trade articles and books about the subject. If you hope to become adroit at marketing, you must do the same.
The Irresistible Offer is an excellent book that teaches the nuts and bolts of putting together a product and brand message. It explains how you can refine your product's message into a 3-second touchstone that conveys the features and benefits of your product to prospective customers at a glance.
The psychology and theory behind this book is excellent. I would recommend it as an addition to any marketer's library.
-Craig Nybo, author of Total Human: The Complete Strength Training System
Every Marketing Professional Should Own This Book.......2007-06-27
This book is a must read if you are in marketing or advertising. This book not only explains how to create an irresistible offer, but it also shows you how to use intensifyers to get customers to take action. Overall, one of the most useful marketing books I have ever read.
This book is an "Irresistible Offer".......2007-06-21
The title itself is an excellent example of "the irresistible offer." The "3 seconds or less" refers to the amount of time you have with a prospect to get and capture their attention. However, the way the title of the book is written, you could interpret it to mean it will only take you 3 seconds or less to learn how to sell your product. Now that's great copywriting! And for anyone who wants to succeed in business, this book is a great reference. Buy it. Read it. Apply the lessons. And succeed. Even after nearly 30 years in advertising, I learned from this book.
Product Description
The greatest book ever written on direct marketing and advertising has just been re-published by Boardroom Inc., the direct mail publishing giant whose famous ads start out What never to eat on an airplane... Boardroom last published this sought-after, how-to classic in 1984. Why a new edition? Martin Edelston, Boardrooms CEO, says The book was recently selling on-line for $900 (used), so we felt that we had to re-issue it. After all, we built a wonderful business based on Genes wisdomand others could, too. The late Gene Schwartz used to marvel that people came to him regularly, to say they directly credited this book with their making millions of dollars. Thats when Gene realized his book was about much more than just advertising. He said, There is a way to develop an entirely new market for a new or an old product. That way involves a certain number of clearly defined steps. And in this book, Gene shows you every single one of those steps. Put simply, Gene Schwartzs masterpiece addresses the universal problem of all copywriting: How to write a headlinethen the ad that follows it. Aim: To open up an entirely new market for the product. And several generations of copywriters agree. Breakthrough Advertising, Gene said, Is not about building better mousetraps. It is, however, about building larger miceand then building a terrifying fear of them in your customers. Its about helping to shape the largest and strongest market possible, and then intensifying that markets reaction to its basic need or problem, and to the exclusive solution you have to offer it.
Customer Reviews:
Penetrate The Human Mind.......2007-01-28
This is more of a psychology book than a book on marketing and selling. But then, I think that marketing and selling are intertwined with psychology. In order to sell effectively, you've got to understand human psychology.
In order to make a profitable life, you've got to understand people at a deeper level than most. Breakthrough Advertising penetrates on a deeper level, the buying psychology.
It also explains to you the life cycle of any product. It explains to you that you've got to figure out the consciousness level of your target and combine that with the life age of your product.
For example, products like Coca Cola and Mcdonalds have a older life age than say a business that just opened yesterday. Therefore you would advertise a product like Coca Cola differently than if you were promoting a small family business.
But one of the main things I appreciate about this book is the fact that Eugene Schwartz talks about unconscious desires of people that always were and always will be. These feelings, thoughts, and desires cannot be created or destroyed. In fact the way Mr. Schwartz writes about these unconscious desires remind me of the laws of physics. Energy cannot be created nor destroyed.
The key of the profitable and lucrative marketer is to harness and channel these desires on to your product or service.
There are many principles in this book that makes this book a "bible" of marketers and copywriters. This book should be in EVERY professional's library.
There is a Gold mine of information in this book. ANY Price you pay is worth it.
Every Serious Copywriter Should Own this Incredible Book.......2006-07-20
Eugene Schwartz was a great copywriter. He understood copywriting. He knew that it was salesmanship in print. In this book Schwartz gives us his method of constructing an ad (he calls all copy ads) and he explains who our market really is. He tells us that our ad is directed to a group of people who have one main desire or need.
This is a great book. It's odd that many of the books that sold only a few thousand copies in their day, such as this one, now are in high demand. This is especially true of copywriting books. It seems that everyone thinks he or she can either become a copywriter or at the very least write copy for his own advertising by simply reading a book! I don't think so. Hey --- I've been at it 40 years and I'm still learning.
This is not a book for the person looking for a quick fix. If you're not a serious copywriter, don't buy this book. Only a copywriter can really understand it. If you're an entrepreneur looking for some basic knowledge, buy Bob Bly's latest books. His are the books for the novice. They're good. They're easy to read. They're easy to understand. And Bob is a great copywriter.
But if you are a copywriter and want to read a great book, you must buy this. Is it worth the money? Oh yes. If you're a copywriter it is. If you're not a copywriter, save your money.
This book is not dated. In fact, one could almost feel he's reading a book written today. I applied some of what I read to one of my Web sites and it really works. Gene wrote long copy and many sites are nothing more than long copy. For those sites, this book is a find for the copywriter who writes them. Fact is, I prefer it to the books on the market directed to copywriters who write web copy.
Some of the books we read today are nothing more than recycled stuff. Here we read the real thing. Some authors today will tell you that people are not motivated by the same things as before. Not so. Since the cave man and until the end of time people will be motivated by love, sex, hate, greed, envy, jealousy and all the other emotions that have held us hostage since the beginning of time.
It may be true that people buy differently. It may be true that they don't respond exactly as they used to because of their multi-tasking and other things. But we sell to the same motivators that we've always sold to.
This book will never go out of fashion. It will never be dated.
This is a book you'll want to read once and then read again with a highlighter. You'll probably want to read it yearly. There are a number of old books that I read once a year and refer to often. There's a real market in everything old because, fact is, they had it right and it still applies today. Why fix it if it ain't broke?
Buy the book. It will make you a better copywriter. Tell your prospective clients to buy it too. Why? Because when they get two or three chapters read they'll see how hard it is to be a copywriter and they'll hire you.
A classic for serious copywriters.......2005-10-27
This is a rock solid, if challenging, book about writing ad copy from one of the best copywriters who ever lived. It is NOT an easy read so if you're looking to be entertained by a 'personality,' look elsewhere.
On the other hand, if you want to dig deep into the subject of copywriting and go beyond the 'paint-by-numbers,' training wheels
approach that's so widely taught these days, this is a good book to work with.
And 'work with' is the way to look at it. This book is so packed, one chapter could easily give you enough things to think about for a year.
By the way, there is absolutely nothing dated in this book.
Calling this book dated is like saying Claude Hopkins is dated because he used examples from the turn of the century or that John Caples is dated because he used example from the 30s and 40s.
You don't buy books like these for their examples. You buy them for what a highly experienced and successful ad writer has to say about his craft. That being said, this book will probably be too much for readers who want everything 'quick and easy' and need to be entertained.
Black Book.......2005-05-20
The only black book I know of in any field is this one. Everything you discover in any other book on direct response advertising and coywriting is represented in this book. There are several decent books available - about seven in my view -on copywriting but this one is the dog's bollocks as we say down our way. Read Sugarman's first two books, Caples, John Carlton's expensive but illuminating and highly readable Kick-Ass manual, Robert Collier (for letters). Download Gary Halbert's letters. And maybe Schwab. That's all you need. This book genuinely must be read several times to be understood, which may put off some. Oh, and get hold of Schwartz's 1993 speech to Phillips Publishing. Try Michael Senoff's site - it's free from there. This speech is a fabulous adjunct to Breakthrough Advertising.
A MASTERPIECE THAT REQUIRES DEEP THINKING TO APPRECIATE.......2004-09-22
How many copywriters do you know whose copy sold an estimated 4 BILLION DOLLARS worth of products for their clients while working 4hours a day from home?
Only one comes to mind for me, and that is Gene Schwartz.
It took me years to see the brilliance in this book. At first, I did not appreciate it's value. Now I do.
It is not a "paint by numbers" or "follow theses easy steps" book on how to write copy. But it will teach you how to think like a master copywriter.
It will not provide you with 50 "fill in the blank" template headlines designed to turn your ad or sales letter into an instant control-beater. But it will reveal how to find the breakthrough headline that is right for your product.
It will not guarantee to teach you how to take any product and make it into an instant, overnight success. But it will teach you how to evaluate whether or not your product has adequate market potential to make it worth your while...or if you need to find a new market or market segment to go after.
It will not provide you with samples of contemporary controls. But it will give you insight into the control creation thought process used by one of the greatest copywriters of all time.
This is a book you will come back to time and again, after you have spent hundreds, even thousands of dollars on other "instant success" copywriting courses.
This is not a book for rookies. But it is a book for seasoned professionals who have been practicing for years and now want to go study with the Master.
P.S. - This book provides half a dozen samples of ads written by Gene Schwartz. It is virtually impossible to find other classics he wrote. Here is a little-known resource that will show you how to find most of his famous ads: www.ultimate-online-swipe-file.com
Average customer rating:
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Global Marketing: Foreign Entry, Local Marketing, and Global Management
Johny K. Johansson
Manufacturer: McGraw-Hill/Irwin
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Book Description
GLOBAL MARKETING: Foreign Entry, Local Marketing, and Global Management can be used at the better undergraduate programs where the students have had some exposure to global management or global business or in the MBA curriculum. The subtitle for this text is an important way to remember what makes this book distinct. This text offers a three-pronged approach to Global Marketing. That approach is Foreign Entry, Local Marketing, and Global Management and this represents the structure for the text. Johansson addresses how you market an existing product in new global markets and also discusses how a company develops a new product for a global market. This discussion takes into consideration the culture and needs of those customers. Most International Marketing books have a separate chapter for each of the environments (legal and regulatory, political, Business Customs, etc) and then they launch into a discussion of marketing management for global markets. However, Johansson only has a separate chapter on culture and then he integrates the rest of the environment discussions throughout the text and where appropriate. This too is a distinct feature of the text.
Book Description
A 6 volume audio cassette program based on the popular book Successful Cold Call Selling, published by Amacom, the book publishing division of the American Management Association. Making unsolicited calls to strangers is a frightening thought to many; few do it well. This program will help you to quickly gain confidence and skills when approaching new prospects either by phone or in person.
Customer Reviews:
Can cold calling ever really be successful?.......2007-06-02
This book is a `sales' classic and its advice may have worked 10 years ago. However, in today's world of voice mail, email, and savvy gatekeepers cold calling is pretty much a worn out and useless activity (I know: heresy, heresy, everyone screams). As Jill Konrath says in her book "Selling to Big Companies" we are now in the `perfect storm' of sales and cold call resistance. No-one has time for cold callers and the same tired approaches. Better book selections for lead generation are "Selling to Big Companies" and "Selling Against the Goal."
That said, we all must do cold calling at some level. While I really needed help in this area and hoped to find it here, I didn't. There was nothing `new' in the book. I know about creating scripts and the other advice the book offers: benefits selling, value propositions, etc. The book didn't help my cold calling confidence or help me overcome my reluctance and actual aversion to cold calling.
In the spirit of learning.......2006-04-27
Boyan's book really follows through with the idea that it's not about you it's about them(the potential customer). He really focuses on looking for benefits and presenting these benefits to the client. This idea of helping other's to see potential in ideas they hadn't thought of before is really where the heart of this book is at. The only reason it's not five stars for me is that it seems a bit lengthy and repeditive in a couple of spots, but beyond that two thumbs up. :)
Phenomenal coaching from a real-life sales superstar !.......2003-12-28
First of all, my career background touches
many fields, such as computers, internet,
customer service, sales, telemarketing,
insurance, finance, telecommunications
and so on.
In a previous existence or job, I handled
thousands of outbound sales calls, mixed
with inbound, as well.
I've done veyr well well in my field, but also,
I've witnessed some sales superstars with equal
and sometimes, even better sales experience and
results than my own.
Reading the 260 pages of this book, by Mr Lee Boyan,
I have to admit this man is the right man to coach
veteran and newbie sales reps alike.
The door-to-door selling, or in personal sales,
coupled with telemarketing or outbound sales,
advice is obviously, plainly based in reality.
Frequently, the advice he gives, I find I've been
practicing many of those points all along, by
learning through my own mistakes, but also, by
knowing what worked the best, and by natural talent,
and also, by picking up from co-workers.
The bottom line, is that this book will easily FINE-TUNE
your own techniques, approaches. It will inform you
of new skills, perhaps you've never used in a job
situation (either on the phone, or in person, or
setting appointments). It will make you realize of many
small tricks you felt were "your own" but actually, are
techniques all pros should be using, all the time, on
the job.
This book was written 1983, and then revised in 1989,
yet it feels like it was written this year !!!
That's how good it is.
Selling techniques over the phone, etc........2003-01-28
The author did a very good job of sticking to his objective of only teaching you cold calling techniques; that is, techniques to get the appointment, not techniques on how to sell once you got that appointment. He had many, many good ideas; some of which I learned, some of which I knew but had to be reminded of. I would recommend his book to anyone wanting to do a better job at cold call prospecting. The one big negative I would say about this book is that he took too many pages to get his points across, much too verbose. I got tierd of reading it, and kept telling myself, OK, when is he going to get to the point. Other than that, I would highly recommend the book.
Learn how to prospect.......2002-03-22
Boyan's book is essentially a book about prospecting and turning those prospects into appointments with potential customers. He teaches readers to present themselves as problem solvers to potential customers' concerns. The emphasis throughout the book is placed on the customers. Boyan devotes a chapter to customer psychology and gives consideration to the reasons why customers make purchasing decisions. Although somewhat simplified, his suggestion for addressing a customer's concern by paraphrasing it so the customer feels like you understand him, and then offering a solution can be used in a number of ways to persuade customers to make an appointment with you. The only problem is he only presents one way to address a customer's concerns and pretty soon the customer catches on to your technique and stops listening to you. But still I recommend it. It's worth [the price], and the techniques presented in this book have lead me to make appointments with customers that eventually lead to $5,000 aluminum siding sales, $8,000 kitchen remodeling sales, and $4,000 windows sales.
Books:
- Business Law: Principles for Today's Commercial Environment
- Business Law Today, Standard Edition: Text and Summarized Cases--E-Commerce, Legal, Ethical and International Environment (with Online Research Guide)
- Business Law Today, Standard Edition: Text and Summarized Cases--E-Commerce, Legal, Ethical and International Environment (with Online Research Guide)
- Business Law Today, Standard Edition: Text and Summarized Cases--E-Commerce, Legal, Ethical and International Environment (with Online Research Guide)
- Business Law Today, Standard Edition: Text and Summarized Cases--E-Commerce, Legal, Ethical and International Environment (with Online Research Guide)
- Cod: A Biography of the Fish That Changed the World
- Confessions of an Economic Hit Man
- Consumer Reports Life Insurance Handbook: How to Buy the Right Policy from the Right Company at the Right Price (Consumer Reports Life Insurance Handbook)
- Creating a Private Foundation: The Essential Guide for Donors and Their Advisers
- Deal Terms - The Finer Points of Venture Capital Deal Structures, Valuations, Term Sheets, Stock Options and Getting VC Deals Done (Inside the Minds)
Books Index
Books Home
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- For Such a Time as This: Your Identity, Purpose, and Passion
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- Frommer's Alaska Cruises & Ports of Call 2007
- History: Fiction or Science
- Secretarial Accounting: Parts 1 and 2
- World Development Report 2003: Sustainable Development in a Dynamic World: Transforming Institutions
- A Short History of the Wolf in Britain
More Build It Big: 101 Insider Secrets from Top Direct Selling Experts
Presentations for Profits
Making Millions in Direct Sales: The 8 Essential Activities Direct Sales Managers Must Do Every Day to Build a Successful Team and Earn More Money
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Your First Year in Network Marketing: Overcome Your Fears, Experience Success, and Achieve Your Dreams!
