Most real estate companies train salespeople how to farm leads and take an "up". But when it comes to engaging emotionally with buyers, salespeople merely learn to survive. Real estate sales expert Jeff Shore argues that sales agents can thrive by building an emotionally charged and experience-based path the sale. In this inspiring and groundbreaking approach to real estate sales, Jeff Shore teaches you:* Why you need to focus on the customer first and the home second* How to create unforgettable emotional experiences for buyers* How to perfect five powerful secrets for personalizing every home* How to accelerate the sale using the art of "emotional endorsement" With self-assessments and exercises to put Shore's experiential selling strategies into action, Buying the Experience radically redefines real estate sales.

Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked.

If you think money can’t buy happiness, you’re not spending it right. Two rising stars in behavioral science explain how money can buy happiness—if you follow five core principles of smarter spending. If you think money can’t buy happiness, you’re not spending it right. Two rising stars in behavioral science explain how money can buy happiness—if you follow five core principles of smarter spending. Happy Money offers a tour of new research on the science of spending. Most people recognize that they need professional advice on how to earn, save, and invest their money. When it comes to spending that money, most people just follow their intuitions. But scientific research shows that those intuitions are often wrong. Happy Money explains why you can get more happiness for your money by following five principles, from choosing experiences over stuff to spending money on others. And the five principles can be used not only by individuals but by companies seeking to create happier employees and provide “happier products” to their customers. Elizabeth Dunn and Michael Norton show how companies from Google to Pepsi to Crate & Barrel have put these ideas into action. Along the way, the authors describe new research that reveals that luxury cars often provide no more pleasure than economy models, that commercials can actually enhance the enjoyment of watching television, and that residents of many cities frequently miss out on inexpensive pleasures in their hometowns. By the end of this book, readers will ask themselves one simple question whenever they reach for their wallets: Am I getting the biggest happiness bang for my buck?

This text seeks to raise the curtain on competitive pricing strategies and asserts that businesses often miss their best opportunity for providing consumers with what they want - an experience. It presents a strategy for companies to script and stage the experiences provided by their products.

One of the most important moments in a man's life is facing daily difficulties, always having to measure himself with what he has and not with what he would like; if he is not lucky enough to have experience, to know how to manage it and become master of it, he is easily attacked, inclined and naturally predisposed to losing his battles. People do not build experiences without sacrifices, and the places where they collect them are the most disparate, because events are never predictable and do not give warning signals. A select number of characters, almost like actors, play their daily part in life, within the theater of occasions, where the parts are already assigned and only one is in charge of directing: GOD. The idea of every lived experience, remember that what you carry in your pocket is all you have, what you carry in your heart is what you can give, what you carry in your mind is infinite. You will never be able to fill your life with experiences, because they are fruits that change appearance, flavor and color, and if you think of tasting any of them it would leave a bad taste in your mouth. When you are old, in the manifestation of your age, you will realize how many things you left behind because you were unable to take them.

Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

You need loyal customers, not just satisfied ones. Managing the Customer Experience: Turn Customers Into Advocatesshows you how to manage your customer experience and reap the rewards.

You are the owner-captain of a luxury fifty-foot trawler motoring across the bay with your family and a few friends one balmy summer evening. Off in the distance, beyond the bridge spanning the waterway, you can make out the lights and shape of a containership moving down the channel. Have you ever wondered what action you must take to keep clear of that fast-approaching ship? This book will tell you how to do so quickly. Conscientious skippers are wise to read this book and discover if a ship's radar will pick up a small boat at night. It is fascinating to learn what is taking place on the bridge or down in the engine room of one of these leviathans as it heads your way. Can it be stopped before it hits you? Learn how to protect yourself and your loved ones by reading this book written for the private boat owner/captain.

Designing experiences for humans requires balancing many needs, including business, behavior, technology, and aesthetics. The Practical Guide to Experience Design focuses on the entire process of design, from research and discovery to actual production and choreography of an experience. Design and strategy consultant Shannon E. Thomas leads the reader through the process in four phases: discovering, defining, refining, and building. Each chapter covers a single methodology, providing insight via detailed descriptions, step-by-step guidance, and high-fidelity examples. The book can either be read front to back or by following along with one of the sample designs. With an emphasis on empowering the reader to find the most appropriate method based on context and desired outcome, goal-oriented descriptions help readers understand the big picture of how design processes work together and inform each other. Whether you're well versed in the field of experience design or just getting started, this book will support you in your practice as you make decisions, influence stakeholders, and bring experiences to life.

What if you could guarantee your customers an amazing experience-and then deliver on that promise every time?The Guaranteed Customer Experience turns the concept of a guarantee on its head. An experience guarantee goes beyond merely warrantying a product against defects. It encompasses the entire customer journey to promise an experience that never falls short of expectations.* Discover what truly motivates customers to buy from you.* Earn your customers' trust with an experience guarantee.* Avoid service failures that cause customer churn.Get an inside look at how leading organizations use experience guarantees to fuel customer-driven growth. Learn the real reasons people love these companies and remain loyal customers. Discover how brands, products, and even individual employees use the Guaranteed Customer Experience model to stand out from the competition.Creating a consistently great customer experience doesn't have to be a complicated and daunting task. The Guaranteed Customer Experience will help whether you're looking for a model that's easy to implement and understand, or you're trying to find a critical piece that's been missing from previous customer experience initiatives.