Roar! Get Heard in the Sales and Marketing Jungle: A Business Fable

by Kevin Daum, Daniel A. Turner (Editor)

Overview

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!

Product Details

ISBN-13:	9780470598795
Publisher:	Wiley
Publication date:	04/19/2010
Pages:	232
Product dimensions:	5.30(w) x 7.10(h) x 1.00(d)

About the Author

KEVIN DAUM is the founder of TAE International, a marketing consultancy that helps companies deliver The Awesome Experience through compelling messaging, intentional marketing, and memorable delivery. He has a degree in theatre and is an Inc. 500 entrepreneur whose sales and marketing techniques resulted in more than $1 billion in sales. Kevin is a graduate of the MIT Entrepreneurial Executive Leadership program, a former board member of the Entrepreneurs' Organization (comprising 7,200 CEOs), and the National Columnist for Smart Business magazine. Kevin and his team of consultants deliver programs on customer experience, marketing, and creativity. Visit Kevin online at www.KevinDaum.com.

DANIEL A. TURNER is President and founder of TCG, an Inc. 500 company that has saved taxpayers over $250 million. Dan is on the board of the Entrepreneurs' Organization and is a graduate of the MIT Entrepreneurial Executive Leadership program.

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Table of 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