The Four Quadrants of Want: Achieve Viral Customer Enthusiasm

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book The Four Quadrants of Want: Achieve Viral Customer Enthusiasm by Robert Casper Jr, Robert Casper, Jr
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Robert Casper Jr ISBN: 9781466008144
Publisher: Robert Casper, Jr Publication: February 12, 2012
Imprint: Smashwords Edition Language: English
Author: Robert Casper Jr
ISBN: 9781466008144
Publisher: Robert Casper, Jr
Publication: February 12, 2012
Imprint: Smashwords Edition
Language: English

Needs comprise only half of the demand equation. Wants are the other half.
For decades, professional sales strategies focused on the identification, communication, and satisfaction of customer needs. Benefit based selling defined needs from the potential customer’s perspective. An expert sales representative made customers aware of those needs and then convinced him or her how the new product best met those needs. That approach worked right up to the point where a competitor presented a different product that promised to meet the same set of needs for a lower price or in less time.
“The Four Quadrants of Want” provides the means for a revolutionary new strategy. In this strategy, we will identify and satisfy desires. Desires are not simply a nihilistic list of frivolous features. Desires are emotionally powerful and valid. People desire active, fun, and rewarding lives. Businesses desire effective organizations and greater profits. People – individual consumers and organizational leaders – want positive and enriching benefits. The objective of our strategy is viral customer enthusiasm.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Needs comprise only half of the demand equation. Wants are the other half.
For decades, professional sales strategies focused on the identification, communication, and satisfaction of customer needs. Benefit based selling defined needs from the potential customer’s perspective. An expert sales representative made customers aware of those needs and then convinced him or her how the new product best met those needs. That approach worked right up to the point where a competitor presented a different product that promised to meet the same set of needs for a lower price or in less time.
“The Four Quadrants of Want” provides the means for a revolutionary new strategy. In this strategy, we will identify and satisfy desires. Desires are not simply a nihilistic list of frivolous features. Desires are emotionally powerful and valid. People desire active, fun, and rewarding lives. Businesses desire effective organizations and greater profits. People – individual consumers and organizational leaders – want positive and enriching benefits. The objective of our strategy is viral customer enthusiasm.

More books from Management

Cover of the book The Change Cycle by Robert Casper Jr
Cover of the book Building Your Retirement by Robert Casper Jr
Cover of the book Communicating Strategy by Robert Casper Jr
Cover of the book Modelle und Klassifikationen der ressourcenbeschränkten Projektplanung by Robert Casper Jr
Cover of the book Making It All Work by Robert Casper Jr
Cover of the book Good Morning Let the Stress Begin by Robert Casper Jr
Cover of the book Handbuch Kunstmarkt by Robert Casper Jr
Cover of the book How to Have More Time by Robert Casper Jr
Cover of the book Mastering Software Project Management by Robert Casper Jr
Cover of the book Tribe of mentors by Robert Casper Jr
Cover of the book 10 Ways To Be Greedy by Robert Casper Jr
Cover of the book Business Process Management Forum by Robert Casper Jr
Cover of the book Regional and Subregional Program Links by Robert Casper Jr
Cover of the book The Expat Method, Mastering Personal and Organizational Change by Robert Casper Jr
Cover of the book Theoretische Ansätze zur Erklärung von Entstehung und Wirkung der Benachteiligung von Frauen auf dem Arbeitsmarkt und im Betrieb by Robert Casper Jr
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy