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Chapter Overview
Chapter 1: AudiobookHub Recommendation
Chapter 2: Know your customers to offer exactly what they are truly buying.
Chapter 3: Buyer personas let you genuinely understand your customers.
Chapter 4: Skeptical stakeholders can be easily persuaded to adopt buyer personas.
Chapter 5: Use both internal and external databases to reach your target customers.
Chapter 6: Finding helpful answers requires that you ask good questions and listen.
Chapter 7: Analyze your buyers’ insights to discover their needs and how to serve them.
Chapter 8: Organize your interview data so you can develop actionable insights.
Chapter 9: Craft a message that tells the buyer what they want to hear.
Description
It’s hard to sell to people that you don’t know. Buyer Personas (2015) gives you the tools you need to truly understand your customers – their motivations, their quirks, their reservations – so that you can fine-tune your messaging to become a maximally effective seller.
Who Should Listen
- Marketing executives
- Company leaders who are looking for a product market
- Anyone who wants to be a better communicator