{"title":"Michelle Helin","description":null,"products":[{"product_id":"why-customers-really-buy-book-michelle-helin-9781601630414","title":"Why Customers Really Buy","description":"\u003cdiv\u003e \u003cp\u003eThe motivations customers act on are seldom logical, predictable, or even conscious. Instead, their strongest responses stem from one source: emotion. It's a deceptively simple reality. But it permanently changes the way organizations must go about understanding their customers.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eWhy Customers Really Buy\u003c\/i\u003e introduces emotional-trigger research, a revolutionary new approach that uncovers the core, unfiltered, and spontaneous triggers that drive customer sales. Traditional market research is outmoded and counterproductive because old methods measure rather than inform. They generate predictable answers that confirm preconceived assumptions.\u003c\/p\u003e \u003cp\u003eEmotional-trigger research is a powerfully different method that gets to the heart of what companies need to know. Based on an indirect approach that features provocative questions, insightful listening, and in-depth conversations, the results are more spontaneous and enlightening.\u003c\/p\u003e \u003cp\u003eThis book equips sales and marketing professionals with:\u003cbr\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003eThe keys to solving the mystery of how customer decisions are really made\u003c\/li\u003e \u003cli\u003eTwelve real-world case studies illustrating how emotional-trigger research solved many of the most pressing sales\/marketing challenges companies confront\u003c\/li\u003e \u003cli\u003eTwelve universal sales\/marketing lessons revealed through emotional-trigger research and how to apply those lessons to diverse industries\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eWhy Customers Really Buy\u003c\/i\u003e reveals how customers emotionally connect with a product or service, and goes to the very root of how to craft winning solutions to reach them.\u003c\/p\u003e \u003c\/div\u003e","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49599186960657,"sku":"GOR013383078","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":50384934666513,"sku":"CIN1601630417G","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1601630417.jpg?v=1750862490"}],"url":"https:\/\/www.worldofbooks.com\/collections\/author-books-by-michelle-helin.oembed","provider":"World of Books ","version":"1.0","type":"link"}