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"Great selling is invisible. Influence occurs at a level just below the buyer's awareness. That's important because today's buyer is savvy and all too familiar with traditional selling techniques. However, a few simple words - the right words - can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer. Some people, for example, want to hear about the money they'll save, while others respond to the pain they'll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to "yes". "The Secret Language of Influence" reveals the best ways to approach buyers who are: motivated by benefits vs. problems; proactive vs. reactive; big-picture vs. detail oriented; systems thinkers vs. creative minds; and, influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs). From the use of storytelling, humor, and emotion-evoking language to words to avoid and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and change buyers' minds."

"ABSTRAKSebagaiamana kita ketahui, musik digital telah mengubah cara masyarakat dunia mengonsumsi musik. Saat ini, semakin banyak konsumen memilih mendengarkan musik melalui aplikasi streaming musik dibandingkan dengan mengunduh lagu atau membeli musik rekaman fisik. Hal ini didukung model bisnis freemium yang menawarkan versi gratis dan versi berbayar. Yang menjadi tantangan bagi perusahaan aplikasi musik adalah mengubah pengguna versi gratis menjadi pengguna yang mau menggunakan versi berbayar. Penelitian ini menggunakan metode eksperimen bertujuan untuk menganalisis pengaruh tipe sales promotion dan tingkat pengalaman pengguna terhadap purchase intention aplikasi streaming musik di Indonesia. Hasil dari penelitian ini adalah terdapat pengaruh antara tipe sales promotion dan user experience terhadap purchase intention aplikasi streaming musik.

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ABSTRACTAs we know, digital music has changed the way the world consumes music. Today, more and more consumers are choosing to listen to music through streaming music apps rather than downloading songs or purchasing physical music recordings. It is supported by freemium business model that offers free version and paid version. The challenge for music app companies now is converting users of the free version into users who want to use paid versions. This study uses experimental methods aimed to analyze the influence of sales promotion type and level of user experience on purchase intention of music streaming application in Indonesia. The result of this research is there are influences between sales promotion types and user experience toward purchase intention of music streaming application."

"To be truly successful, sales professionals need to create an irresistible attraction -- not only to their products but also to themselves."

"Penelitian ini menguji pengaruh e-service quality dan sales promotion terhadap perceived quality dan attitude dapat mempengaruhi purchase intention asuransi kendaraan digital di Indonesia. Penelitian ini secara empiris mengacu pada asuransi kendaraan yang berbasis digital dalam layanannya dan diolah dengan metode SEM (Structural Equation Modeling). Dari 216 responden yang belum memiliki asuransi kendaraan digital didapatkan informasi bahwa dimensi dari e-service quality (efficiency, privacy, contact) berpengaruh secara positif terhadap perceived quality, namun tidak untuk dimensi lainnya (fulfilment dan availability). Monetary promotion berpengaruh seacara positif terhadap perceived quality namun tidak memiliki pengaruh langsung terhadap purchase intention. Selain itu, perceived quality terhadap asuransi kendaraan digital berpengaruh positif terhadap attitude sehingga mendorong purchase intention asuransi kendaraan digital. Penelitian ini akan memberikan saran kepada perusahaan asuransi kendaraan untuk mengetahui pengalaman layanan digital yang diinginkan dan mengetahui strategi pemasaran yang sesuai untuk meningkatkan purchase intention.

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This study examines the effect of e-service quality and sales promotion on perceived quality and attitude drive favorable purchase intention on digital car insurance in Indonesia. This research empirically refers to digital-based car insurance in its services and processed by the SEM (Structural Equation Modeling) method. The data were collected from 216 respondents who do not have digital car insurance. The results show that the dimensions of e-service quality (efficiency, privacy, contact) positively influence the perceived quality of digital car insurance but the others dimension (fulfilment and availability) do not have positive effect. Monetary promotion also positively builds perceived quality but does not have a direct impact on purchase intention. The results also confirm that perceived quality on digital car insurance have positive impact on the attitude and also their attitude drives favorable purchase intention on digital car insurance. This study will provide insights for car insurance companies to know the desired experience in the digital touchpoints and what marketing techniques are suitable for driving purchase intention.

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"The biggest mistake you're making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down. Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you're already halfway home. Featuring a simple yet power ful eightstep process and practical, repeatable techniques, Slow Down, Sell Faster! is packed with examples from the author's extensive experience, plus research on customer buying processes rather than traditional selling processes. This buyer-focused approach to selling extends to proposals and presentations, loyalty and retention, and, of course, cultivating more business. Each step in the book corresponds to a role you should adopt to meet a customer's needs at each stage of the buying process. There are two sides to every sale. In today's extra challenging business climate, understanding the buying process is where professional selling should start."

"Are you still relying on just a few basic strategies to use on your sales calls, leaving it up to chance whether they'll work or not? Every sales call requires a different tactic; it stands to reason that if you don't have the right tool for the right situation, you're not going to be able to get the job done. Would you hire a plumber who only came armed with a hammer?"