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Imagine you already know who could be your perfect customers. Imagine you already know what kind of customers are going to buy your different range of products. Imagine you already know which newly launched products are going to be successful and which are not. Imagine you already know in which media you should spend your money on marketing and advertising and which media you should avoid completely. Imagine you already know which customer is going to raise which objection during your sales presentation. Imagine you already know why your customers are still not buying your products despite all your efforts. Just think about it... How easy it becomes to do business if you already know who could be your perfect customers and who are just wasting your time. The question is, how to find out perfect customers on this planet of billions of people? For this, you need to know how your customer thinks day and night. How your customer behaves while shopping. And why your customer chooses you over your competitors. In ‘Decoding Your Customer’s Mind’, you'll know deeply about your customer - the human creature that is going to buy whatever you sell at a price that makes you some profit to live a life that you always want. What you'll learn - Why it's becoming tougher & tougher to attract new customers these days especially if you're a small business owner - How to position your products and services in your customer's mind - How to build a profile of your ideal customer so that you can put your energy and resources efficiently to get the results fast and at less cost. - If you're not a good salesperson, then never sell these products. Otherwise, be ready to get FIRED anytime. - If you're selling in a limited area, what should be your sole objective - How some famous companies have occupied our mind in such a way that people generally call the entire product or industry by that company's name - A proven example of how to sell a product to those who have never seen such an idea before - What is required to make your communication so persuasive that your customers start feeling like they are talking to their mirror - How to differentiate your products and services from your competitors - How to develop a powerful marketing system for yourself so that every prospect in your town wants to deal with only and only you - The single most important thing you need to do right from the first day if you want to survive in a competitive market - If you're selling super expensive items & services, rare things, antiques, ultra-luxury products, DON'T MISS targeting THESE people - THESE People are very sceptical and hardest to sell. If you pitch your services to them, then be ready to face some toughest objections - If you're selling expensive, stylish products, DON'T MISS targeting THESE people - How to know the personality traits of your customers and how to deal with them in selling your products - Discover your client's buying strategy - How to build a profile of your ideal customer so that you can get business from them anywhere in the world - What stops us remembering and taking action on each advertisement, request, or email? - If you meet THESE people then DON'T dare to divert their mind - How one could use customer's information to get repeated sales? - How to build a unique image of your company in your client's mind? - How our mind processes sales messages? - What exactly you should learn about your customers that could help you in creating better products & services, communicating effectively with your market, and providing a delightful customer experience in order to get repeated sales? - How do emotions win over logic?
Take a glimpse into the mind of the modern consumer A decade of swift and stunning change has profoundly affected the psychology of how, when, and why we shop and buy. In Decoding the New Consumer Mind, award-winning consumer psychologist Kit Yarrow shares surprising insights about the new motivations and behaviors of shoppers, taking marketers where they need to be today: into the deeply psychological and often unconscious relationships that people have with products, retailers, marketing communications, and brands. Drawing on hundreds of consumer interviews and shop-alongs, Yarrow reveals the trends that define our transformed behavior. For example, when we shop we show greater emotionality, hunting for more intense experiences and seeking relief and distraction online. A profound sense of isolation and individualism shapes the way we express ourselves and connect with brands and retailers. Neurological research even suggests that our brains are rewired, altering what we crave, how we think, and where our attention goes. Decoding the New Consumer Mind provides marketers with practical ways to tap into this new consumer psychology, and Yarrow shows how to combine technology and innovation to enhance brand image; win love and loyalty through authenticity and integrity; put the consumer’s needs and preferences front and center; and deliver the most emotionally intense, yet uncomplicated, experience possible. Armed with Yarrow’s strategies, marketers will be able to connect more effectively with consumers—driving profit and success across the organization.
Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic—that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase—is at the heart of most revenue generation challenges today. How Customers Buy...and Why They Don’t shows that vendors are too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. The book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things—Sales and Marketing Imperatives—that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors.
From caves to condos, from spears to spaceships, and from stone to electronic tablets, human beings have broken multiple barriers to pave the path of progress. Today, we are materially much more prosperous than we were a couple of centuries ago, but are we happier and more fulfilled? For many of us, the answer is a bewildering no. We often feel anxious and lost, as if living somebody elses life. The author argues that the answer lies inside our minds, and it is within the highs and lows of our thoughts that we can find clues for addressing our discontent and confusions about life. He explores an innovative methodthe Information Processing Approach (IPA)to understand how the human mind works and throws light on questions such as Who am I?, Whats the purpose of my life?, Why do I dislike my job?, and How can I improve my personal relationships? He takes you on a momentous journey of self-discovery.
Dealing with some of the most heinous crimes imaginable, forensic neuropsychologist and psychoanalyst Dr. Richard Lettieri gives a behind-the-scenes look at criminal psychology through case studies from his over 30 years of experience as a court-appointed and privately retained psychologist. With cases like Michael, who stabbed his mother in the back believing she was the evil force causing the sun to descend upon the earth and gobble him up, and Tina, who seriously injured her boyfriend and stabbed his son to death, Decoding Madness is filled with gripping stories and forensic analysis. Through psychological examination, it is the author’s job to conclude whether these individuals are truly guilty and understand their actions are wrong, or if these individuals are not guilty by reason of insanity and instead require treatment. Decoding Madness offers a nuanced psychological understanding of defendants and their personal complexities beyond the usual clinical accounts. The book introduces the novel idea of the daimonic as a basic force of human nature that is the source of our constructive and destructive capacities and argues for an update to the criminal justice system’s perspective on rationality and conscious thinking. Featuring new findings and personal insights, Dr. Lettieri presents an engrossing view of the psychology of defendants accused of committing heinous crimes and the insight that they provide towards the human mind.
In this groundbreaking book, author David Forbes explains human motivation and provides ways that marketers can effectively reach the consumer. The book uses decades of psychology research and the author's own tool, the Forbes Matrix that identifies, organizes, and explains the nine core motivations.
Something is going wrong on many college campuses in the last few years. Rates of anxiety, depression, and suicide are rising. Speakers are shouted down. Students and professors say they are walking on eggshells and afraid to speak honestly. How did this happen? First Amendment expert Greg Lukianoff and social psychologist Jonathan Haidt show how the new problems on campus have their origins in three terrible ideas that have become increasingly woven into American childhood and education: what doesn’t kill you makes you weaker; always trust your feelings; and life is a battle between good people and evil people. These three Great Untruths are incompatible with basic psychological principles, as well as ancient wisdom from many cultures. They interfere with healthy development. Anyone who embraces these untruths—and the resulting culture of safetyism—is less likely to become an autonomous adult able to navigate the bumpy road of life. Lukianoff and Haidt investigate the many social trends that have intersected to produce these untruths. They situate the conflicts on campus in the context of America’s rapidly rising political polarization, including a rise in hate crimes and off-campus provocation. They explore changes in childhood including the rise of fearful parenting, the decline of unsupervised play, and the new world of social media that has engulfed teenagers in the last decade. This is a book for anyone who is confused by what is happening on college campuses today, or has children, or is concerned about the growing inability of Americans to live, work, and cooperate across party lines.
In this engaging and mind-stretching book, Vlatko Vedral explores the nature of information and looks at quantum computing, discussing the bizarre effects that arise from the quantum world. He concludes by asking the ultimate question: where did all of the information in the Universe come from?
Do your dreams seem to have as much in common with real life as a funhouse mirror? Don’t be misled. Dreams contain extraordinarily reliable commentaries on the conflicts and events of everyday life. Properly interpreted, they not only illuminate your anxieties but actually show you how to alter the course of your life – and very much for the better. Dreams are so essential to our health and well-being that almost all of us create them in clusters four or five times every night. In this title, originally published in 1989, Dr Robert Langs, a psychoanalyst and dream researcher, goes far beyond standard interpretation in showing how your dreams tap the wisdom of the deep unconscious part of your mind. Through his unique and groundbreaking technique of trigger decoding, you will learn what your dreams are saying about your life, about the events you must deal with, about the problems you are trying to resolve. Dreams can be a kind of emotional camouflage, difficult and often uncomfortable to interpret. Trigger decoding not only exposes our emotional wounds, it also provides the balm for healing those wounds. In the proper decoding of dreams, there is revealed an intelligence, power, and beauty of mind that is unheard of in direct and conscious experience. Decoding Your Dreams opens a revolutionary new door to self-understanding and self-improvement.
In this groundbreaking book Phil Barden reveals what decision science explains about people’s purchase behaviour, and specifically demonstrates its value to marketing. He shares the latest research on the motivations behind consumers’ choices and what happens in the human brain as buyers make their decisions. He deciphers the ‘secret codes’ of products, services and brands to explain why people buy them. And finally he shows how to apply this knowledge in day to day marketing to great effect by dramatically improving key factors such as relevance, differentiation and credibility. Shows how the latest insights from the fields of Behavioural Economics, psychology and neuro-economics explain why we buy what we buy Offers a pragmatic framework and guidelines for day-to-day marketing practice on how to employ this knowledge for more effective brand management - from strategy to implementation and NPD. The first book to apply Daniel Kahneman’s Nobel Prize-winning work to marketing and advertising Packed with case studies, this is a must-read for marketers, advertising professionals, web designers, R&D managers, industrial designers, graphic designers in fact anyone whose role or interest focuses on the ‘why’ behind consumer behaviour. Foreword by Rory Sutherland, Executive Creative Director and Vice-Chairman, OgilvyOne London and Vice-Chairman,Ogilvy Group UK Full colour throughout