Women Want More: How to Capture Your Share of the World's Largest, Fastest-Growing Market

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In Women Want More, Michael Silverstein and Kate Sayre, two of the world’s leading authorities on the retail business, argue that women are the key to fixing the economy. Based on a groundbreaking study and offering tremendous insight into the purchasing habits and power of women, Women Want More doesn’t just offer a glimpse into consumer behavior; it reveals what consumer behavior says about human psychology and desire.
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About the author

Michael J. Silverstein is a senior partner and managing director at The Boston Consulting Group. He is the coauthor of the bestsellers Trading Up and Treasure Hunt. He is an authority on consumer buying behavior, retail and packaged goods innovation, and market development.

Kate Sayre is a partner and managing director in the New York office of The Boston Consulting Group. She is an expert on fashion retail and beauty.

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Additional Information

Publisher
Harper Collins
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Published on
Sep 8, 2009
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Pages
336
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ISBN
9780061905407
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Language
English
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Genres
Business & Economics / General
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Content Protection
This content is DRM protected.
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Eligible for Family Library

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The newest, most successful strategies for landing the sale—based on the latest discoveries in neuroscience and consumer psychology BrainScripts for Sales Success explains consumer psychology to teach you how to personalize and enhance an approach and use basic, primal responses that are subtle but extremely effective.

You'll learn how to use the powerful emotion of fear to convince stubborn prospects, make prospective customers successfully demonstrate the product inside their heads before they spend a penny to buy it, use speaking patterns that build desire for the product or service, and much more.

"A masterpiece! This is one of those rare books that I wish wouldn't get published. This gem will become the new sales bible."
Dr. Joe Vitale, author of Hypnotic Writing and There's A Customer Born Every Minute

“Read it and sell more—it’s just that simple.”
Roger Dawson, author of Secrets of Power Negotiating

“Puts you light years ahead of your competition. Read it... before your competition does.”
Dr. Tony Alessandra, author The Platinum Rule for Sales Mastery

“Gives you an almost unfair advantage—yet it’s all perfectly legal!”
Richard Bayan, author of Words That Sell

“Take all of the text books ever written about persuasion, influence, marketing, and salesmanship. Strip away the nonsense. What do you get? BrainScripts. It's a mistake not to read this book.”
Mark Joyner, founder and CEO of Simpleology

“Can you imagine the power in your sales presentation when you understand your prospects better than they know themselves?”
Patricia Fripp, CSP, CPAE, Sales Presentation Skills Expert

“It's like looking into a crystal ball of human behavior.”
Thomas A. Freese, author of Secrets of Question Based Selling

“The material in BrainScripts is so powerful it should require a license for use.”
Art Sobczak, author of Smart Calling—Eliminate the Fear, Failure, and Rejection from Cold Calling

“BrainScripts shows in detail how beliefs become established, how they affect behavior and, most importantly, how business owners can ethically tap into them to help their companies grow and prosper.”
Robert Dilts, Founder NLP University

“BrainScripts gives you actual scripts to help get your sales message across without setting off your prospects’ ‘What’s the catch?’ alarm.”
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“BrainScripts is the definitive advantage in sales strategy. Read it and win... or pray your competitors do not.”
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“BrainScripts takes sales psychology to a new level. Drew’s practical and easy-to-use tips will also take you to the next level.”
Kerry Johnson, MBA, Ph.D.; America's Sales Psychologist

“BrainScripts brings you face-to-face with the prospect's intimate evaluation procedures so you can turn them into sales motivations and close the deal!”
René Gnam, author of René Gnam’s Direct Mail Workshop

“Drew Eric Whitman has swung open the vault to generating buyers en mass. BrainScripts just might be the best investment of your business life and selling career.”
Spike Humer, author of The 10 Day Turnaround
You.
That's Right. YOU.
You've got a problem.
You've got a product that's not first in its class.
It's not even second.
You've got to find a way to market that product.

What Are You Going To Do?

You're going to read this book, that's what.

Let's face it. There comes a time in the life of every business when a product or service does not sell up to expectations.

Maybe your product is outmoded. Or hasn't been positioned correctly. Or is competing in a crowded market. Whatever the reason, Ice to the Eskimos is dedicated to helping you reclaim that lost ground. It's about taking a product or service and turning it into a winner. If you've got a product that is not the best in its field, then you will love Ice to the Eskimos. Take the principles Jon Spoelstra writes about and run hard with them—you'll be amazed by the results.

Written by the former president of the hapless New Jersey Nets, Jon Spoelstra is the man responsible for tripling that team's lagging revenues in just three years and increasing the season-ticket holders base by 250 percent. This guy knows what he's talking about. What everyone else had seen as a lost cause, Spoelstra saw as an outstanding opportunity to reawaken a tired and beaten product to achieve unprecedented profitability.

Not just for sports marketers, this lively, entertaining book successfully makes the jump from sports to whatever your product may be. The techniques Spoelstra perfected while working for teams in the NHL and NBA—from innovative packaging to image overhaul—apply to any product in any company. The numerous winning examples are sure to make Ice to the Eskimos a must-read for anyone with a product or service to sell.

Ice to the Eskimos is sure to be an instant marketing classic. It will show millions of readers how to market their product...sometimes even after they've given up hope. By using the powerful techniques in this book, you too can learn to achieve the impossible and market ice to the Eskimos.

Ethical Issues in International Marketing is a valuable resource for readers’increasing need for knowledge of this important area. In recent years, ethical issues in international marketing have come to the forefront due to publicity and controversy generated from several international cases of questionable ethics. To date, little research has been conducted in the area of international marketing ethics. Delener's book comes at an important time to alert readers to the growing concern for greater ethical behavior in the international marketing arena. It provides illustrations to give readers hands-on experiences that can transfer directly into the marketing world.Delener and his contributing authors identify the unique importance of ethics and corporate social responsibility in global markets. Ethical Issues in International Marketing was conceived to allow researchers the liberty to explore the topic in the context of an environment supportive of the difficulties associated with this type of research. The contributing authors discuss these main topics:
A social contract for analyzing and evaluating the activities of transnational corporations in developing countries
The relationship of marketing ethics to gray markets for consumer goods
How moral commitment is shaped by socialization and role of culture in Turkey
The relationship between Egyptian consumers’ideology and theirperceptions of ethical behaviorReaders who desire to make steps toward better global decisionmaking will find this a compelling book. The authors make readers realize that conducting business transactions efficiently and effectively in a mere technocratic sense is no longer sufficient. Ethical issues in the international marketing environment are best addressed in learning more about the differences between cultures, which this book begins to do.
The essential follow-up to the BusinessWeek bestseller Trading Up

A BMW in a Costco parking lot? A working class family with a 50-inch plasma TV? What's going on in the mind of the new consumer?

Today's consumers can seem impossible to understand, and even harder to please. For instance, the average mall shopper will spend about $100, then leave when she hits that limit. She'll probably buy shoes rather than clothing, because she doesn't want to think about her dress size. And the store most likely to get her money isn't the one with the nicest display or the deepest discounts-it's the one closest to her parking spot.

In his consulting with dozens of leading companies, Michael J. Silverstein has interviewed thousands of customers, extracting fascinating patterns about what really drives their purchase decisions. His first book, the acclaimed bestseller Trading Up, has taught a generation of marketers about the "new luxury" phenomenon, and why consumers will happily pay a steep premium for goods and services that are emotionally satisfying, from golf clubs to bathroom fixtures to beauty products.

But Trading Up revealed only part of the story of the new consumer. The same middle-class people who are happily trading up at Victoria's Secret and Panera are going on treasure hunts at Costco and Home Depot. And they are often getting as much emotional satisfaction in the discount stores as in the luxury stores. TREASURE HUNT shows how even the most mundane shopping-for things like paper towels and pet food-has become an adventure rather than a tedious chore.

In just about every category, both the high end and the low end are growing and innovation- rich. Many middle-class consumers gladly spend $5 a day for a Starbucks venti latte; others spend forty cents a day on home-brewed coffee, feel good about their frugality, and save up the difference to buy Apple's newest Nano. TREASURE HUNT explains the success of companies as diverse as Dollar General, H. E. Butt, eBay, Commerce Bank, and Tchibo.

But beware: in our bifurcated global market, businesses need a clear strategy for aiming high or low, while avoiding the treacherous middle, where so many have recently stumbled. If your offering isn't exciting enough to inspire trading up, but not enough of a bargain to satisfy the treasure hunters, you'll have no emotional connection with your target audience. And then, as many fallen companies have discovered, your tried-and-true marketing strategies will go into a severe stall.

TREASURE HUNT takes us into the homes of real people making real decisions, and into the CEO's offices of innovative companies finding new ways to accommodate them. Written with the same flair, empathy, and intelligence that made Trading Up an instant classic, this is an essential guide to the moods and habits of the constantly changing consumer.

"What better opportunity than now to strengthen your business and come out of the recession even stronger? David Rhodes and Daniel Stelter provide an easy-to-understand perspective on the current economic environment, and some practical strategies to help readers come out ahead. A timely read for all who care about their business."
—Paul Polman, CEO, Unilever

"This is the most comprehensive assessment of the global economy that I've seen and is a must-read for any business, economic, or governmental-related leader".
Jeff M. Fettig, Chairman & CEO, Whirlpool Corporation

“A fascinating account of the causal factors of the meltdown and what we can do to avoid repetition.”
Sanjay Khosla, Executive Vice President and President, International for Kraft Foods

"This book combines brilliant analysis and strategic insight with a clear message: Companies that want to play a role in tomorrow's markets must act immediately. There's no place for complacency. The opportunities in the post-crisis world are good--and better than many might think."
Dr. Jürgen Hambrecht, CEO, BASF

"The lessons from companies that came out winners during past recessions are invaluable in the current context. Rhodes and Stelter strike a welcome note of optimism in today's tough times by showing that companies can do a lot to thrive when the global economy is struggling."
Dr. Dieter Zetsche, CEO, Daimler

"There are great lessons for today's chief executives: well-managed companies can prosper in the downturn and accelerate faster than their competitors in the upturn. Rhodes and Stelter have dug deep into history to vividly show how companies can do it."
Dr. Martin C. Halusa, CEO, Apax Partners Worldwide LLP

From the world's leading business strategy consultancy comes this essential guide to prospering in the aftermath of what is being called the Great Recession

Accelerating Out of the Great Recession, by The Boston Consulting Group's David Rhodes and Daniel Stelter, is a call to action for today's executives. It shows how companies can win in a slow-growth economy by seizing the initiative--differentiating themselves from less fleet-footed rivals and executing their strategies with single-minded determination.

It combines comprehensive and big-picture analysis of the global economic meltdown with smart management advice on how to win in an era of greater competition. The book is underpinned by a historical review of great companies that survived and thrived in past downturns, along with two new surveys of top executives and insights drawn from discussions with corporate leaders around the world. As such, it offers the clearest, most authoritative assessment yet of some present-day trends and "new realities"--and what they mean for business.

Accelerating Out of the Great Recession shows today's executives how to:

Learn from the decisive actions taken by companies such as General Electric, IBM, and Proctor & Gamble in order to accelerate out of past downturns Take the fight to your competitors--diversify and expand now, while other businesses are affected by the downtown Shake off conventional wisdom to protect and grow your market share Develop a new managerial mindset for today's tough times

Backed by exceptional research and outstanding, up-to-the-minute advice, Accelerating Out of the Great Recession explains the magnitude and enduring nature of changes that have taken place in the global economy and how you can outperform today to create and sustain an advantage over your competitors for the long haul.

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