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Описание

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Спроси маму: Как общаться с клиентами и подтвердить правоту своей бизнес-идеи, если все кругом врут?

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Как общаться с клиентами и подтвердить правоту своей бизнес-идеи, если все кругом врут? 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4.9
(60)
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Описание

О чем

Стив Бланк, гуру стартап-движения, говорит, что главное для начинающего предпринимателя - это "выйти из офиса", то есть начать напрямую узнавать у клиентов, что им нужно. Однако получите ли вы действительно важную информацию, зависит от того, какие вопросы вы будете задавать. Кстати, самый популярный вопрос - "Нравится ли вам наша идея или продукт"? - неверен. Это все равно что спрашивать маму, по душе ли ей ваша идея: она любит вас и в любом случае похвалит, не желая расстраивать. Так же поступают и 99% клиентов. В общем, чтобы быть успешным предпринимателем, надо знать, как и что именно спрашивать, и по книге Роба Фитцпатрика вы научитесь это делать!
Автор поможет вам понять, когда ответ дается из вежливости и не несет никакой ценности, подскажет, в каком направлении следует развивать беседу, какие уточняющие вопросы задавать, как избегать социально желаемых ответов, как понять, что в продукте хорошо или плохо, нужен ли он рынку, как его правильно позиционировать - и все это со множеством реальных примеров.
Перед вами краткое, полезное и написанное с хорошим юмором практическое руководство по эффективному общению предпринимателя с клиентами. Оно поможет вам сэкономить время, деньги и нервы.

Цитата

"Я технарь, а не продавец. Все книги, посвященные искусству продаж, которые мне довелось читать, были написаны теми и для тех, кто уже достаточно хорошо освоил работу с людьми. Они знакомы с негласными правилами общения. Мне же пришлось осваивать их с превеликим трудом, буквально с нуля. Вы наверняка слышали эту фразу: “Вы мне не звоните, я сам вам позвоню”? Мне ее тоже говорили (и я верил этим словам). Благодаря бесценной помощи коллег и наставников я наконец научился понимать, что к чему, и смог заключить сделки с такими компаниями, как Sony и MTV. Но я узнал и о том, какая глубокая пропасть лежит между цифрами в учебниках и в выписках с банковских счетов."

Зачем читать

• Научитесь общаться с клиентами так, чтобы получать от них максимально актуальную информацию о своей бизнес-идее или товаре.
• Изучите множество примеров правильных и неправильных вопросов, с которыми стоит или не стоит заходить к клиентам.
• Узнайте, как правильно интерпретировать ответы клиентов и какие встречные вопросы нужно задать для прояснения их потребностей.

Для кого

Для предпринимателей, стартаперов, менторов, продавцов, студентов экономических вузов.
Читать далее
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Коротко о товаре

Артикул Маркета
4229465896
Издательство
ISBN
978-5-9614-3045-5
Серия
Альпина.Бизнес
Автор
Фитцпатрик Р.
Все характеристики
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Внешний вид товаров и/или упаковки может быть изменён изготовителем и отличаться от изображенных на Яндекс Маркете.
Все товары Alpina Digital
Alpina Digital

Где купить

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Цена с картой Яндекс Пэй:380 ₽

Скидка: 42%
–42 %
Вместо: 392 ₽653 ₽
  • Завтра, курьер Маркета • 249 ₽
  • Завтра, в пункт выдачи • 0 ₽
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{"widgets":{"@marketfront/VisibilityLoaderMarket":{"/content/page/fancyPage/heroBannerCarousel/heroBannerCarousel":{"pageId":"market:product","offset":3000,"epicModeForLazyLoad":"default","widgetId":"HeroBannerCarousel","__zoneName":""}}},"meta":{"/content/page/fancyPage/heroBannerCarousel/heroBannerCarousel":{"name":"@marketfront/VisibilityLoaderMarket"}}}
{"widgets":{"@market/CartService":{}},"meta":{"/content/page/fancyPage/cartService":{"name":"@market/CartService"}},"collections":{"sku":{},"product":{},"shop":{},"initialCartItem":{},"promo":{}}}

Ещё может подойти

  • Маркетинг от А до Я. 80 концепций, которые должен знать каждый менеджер
    –42 %
    {"widgets":{"@marketfront/SnippetConstructor/ToggleWishlist":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-188o1lnxe8v/toggleWishlist":{"skuId":"666296013","productId":1781327578,"offerId":"w2GYOhcDlk7vJWIov0zz-A","size":24,"color":"#BDBDBC","wishlistLink":"/my/wishlist","baobabRealTimeEventPayload":{"version":"EPV_BRT_V1","payload":"CgoQrZLE+9aPs/1AEjEKL0NvbXBldGl0aXZlQW5hbG9nc19NYXJrZXRNb2RlbENhcmRfRnJvbnRTbmlwcGV0MhYI2s2z0QYQzb3bvQIY/5roBiD+0OsI","sign":"e0i7kGTfLGjDJy2h9Iyiqx6aWkyNkSPQ43Bz6QQYFyg="},"waitWishlistCollections":false,"place":{"page":"product","widget":"scrollbox"}}}},"meta":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-188o1lnxe8v/toggleWishlist":{"name":"@marketfront/SnippetConstructor/ToggleWishlist"}}}

    Маркетинг от А до Я. 80 концепций, которые должен знать каждый менеджер

    Рейтинг товара: 4.7 из 5
    на основе 54 оценки
    С картой  Пэй
    Цена с картой Яндекс Пэй 535 ₽ вместо 552
    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от А до Я. 80 концепций, которые должен знать каждый 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  • Бизнес с нуля: Метод Lean Startup для быстрого тестирования идей и выбора бизнес-модели (переплет) / Бизнес литература / Стартап
    –51 %
    {"widgets":{"@marketfront/SnippetConstructor/ToggleWishlist":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-a5hdr273uc/toggleWishlist":{"skuId":"617319151","productId":1781857076,"offerId":"BpOadzitllYYZPHizinAZA","size":24,"color":"#BDBDBC","wishlistLink":"/my/wishlist","baobabRealTimeEventPayload":{"version":"EPV_BRT_V1","payload":"CgoQrZLE+9aPs/1AEjEKL0NvbXBldGl0aXZlQW5hbG9nc19NYXJrZXRNb2RlbENhcmRfRnJvbnRTbmlwcGV0MhYItPbT0QYQ75WupgIY/5roBiD+0OsI","sign":"YYTe/COHkUdNKOV493vdwEhxd5xZMADreGKLcfPLeeY="},"waitWishlistCollections":false,"place":{"page":"product","widget":"scrollbox"}}}},"meta":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-a5hdr273uc/toggleWishlist":{"name":"@marketfront/SnippetConstructor/ToggleWishlist"}}}

    Бизнес с нуля: Метод Lean Startup для быстрого тестирования идей и выбора бизнес-модели (переплет) / Бизнес литература / Стартап

    Рейтинг товара: 4.9 из 5
    на основе 33 оценки
    С картой  Пэй
    Цена с картой Яндекс Пэй 554 ₽ вместо 571
    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  • Как создать продукт, который купят. Метод Lean Customer Development
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    Как создать продукт, который купят. Метод Lean Customer Development

    Рейтинг товара: 5 из 5
    на основе 1 оценка
    С картой  Пэй
    Цена с картой Яндекс Пэй 591 ₽ вместо 609
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  • Курс на лидерство. Альтернатива иерархической системе управления компанией (покет)
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    Курс на лидерство. Альтернатива иерархической системе управления компанией (покет)

    С картой  Пэй
    Цена с картой Яндекс Пэй 380 ₽ вместо 392
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  • Роджер Бест. Маркетинг от потребителя (новинка)
    ВАМ–30 %
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    Роджер Бест. Маркетинг от потребителя (новинка)

    Рейтинг товара: 5 из 5
    на основе 1 оценка
    С картой  Пэй
    Цена с картой Яндекс Пэй 2 673 ₽ вместо 2 700
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  • Золотые правила продаж. 75 техник успешных холодных звонков, убедительных презентаций и коммерческих предложений, от которых невозможно отказаться
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    Золотые правила продаж. 75 техник успешных холодных звонков, убедительных презентаций и коммерческих предложений, от которых невозможно отказаться

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  • Марти Каган. Вдохновленные. Все, что нужно знать продакт-менеджеру
    –22 %
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    Марти Каган. Вдохновленные. Все, что нужно знать продакт-менеджеру

    Рейтинг товара: 5 из 5
    на основе 6 оценок
    С картой  Пэй
    Цена с картой Яндекс Пэй 1 040 ₽ вместо 1 050
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Вдохновленные. Все, что нужно знать 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  • Это прорыв! 100 уроков бизнес-инноваций (Бидвелл Д.)
    –2 %
    {"widgets":{"@marketfront/SnippetConstructor/ToggleWishlist":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-flsnnhzmxxl/toggleWishlist":{"skuId":"552690279","productId":1781840205,"offerId":"lKXE_ov30xDzm4FPiAyV9w","size":24,"color":"#BDBDBC","wishlistLink":"/my/wishlist","baobabRealTimeEventPayload":{"version":"EPV_BRT_V1","payload":"CgoQrZLE+9aPs/1AEjEKL0NvbXBldGl0aXZlQW5hbG9nc19NYXJrZXRNb2RlbENhcmRfRnJvbnRTbmlwcGV0MhYIzfLS0QYQ58TFhwIY/5roBiD+0OsI","sign":"KHMmrOFwn7VX2iZecPcpnTGcBkfNKyHRstgP0/V7TGs="},"waitWishlistCollections":false,"place":{"page":"product","widget":"scrollbox"}}}},"meta":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-flsnnhzmxxl/toggleWishlist":{"name":"@marketfront/SnippetConstructor/ToggleWishlist"}}}

    Это прорыв! 100 уроков бизнес-инноваций (Бидвелл Д.)

    С картой  Пэй
    Цена с картой Яндекс Пэй 994 ₽ вместо 1 014
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  • Метод волка с Уолл-стрит: Откровения лучшего продавца в мире
    –1 %
    {"widgets":{"@marketfront/SnippetConstructor/ToggleWishlist":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-m4z4vt0czs/toggleWishlist":{"skuId":"617323301","productId":1781858307,"offerId":"n-24vzg7qteOfypMCbUtMA","size":24,"color":"#BDBDBC","wishlistLink":"/my/wishlist","baobabRealTimeEventPayload":{"version":"EPV_BRT_V1","payload":"CgoQrZLE+9aPs/1AEjEKL0NvbXBldGl0aXZlQW5hbG9nc19NYXJrZXRNb2RlbENhcmRfRnJvbnRTbmlwcGV0MhYIg4DU0QYQpbaupgIY/5roBiD+0OsI","sign":"+vjhAFUb5GKjT5EzneccLjJwc4lHtcbLszXSL7Kcjvo="},"waitWishlistCollections":false,"place":{"page":"product","widget":"scrollbox"}}}},"meta":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-m4z4vt0czs/toggleWishlist":{"name":"@marketfront/SnippetConstructor/ToggleWishlist"}}}

    Метод волка с Уолл-стрит: Откровения лучшего продавца в мире

    Рейтинг товара: 4.9 из 5
    на основе 29 оценок
    С картой  Пэй
    Цена с картой Яндекс Пэй 2 887 ₽ вместо 2 916
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Фитцпатрик Р. "Спроси маму: Как общаться с клиентами и подтвердить правоту своей бизнес-идеи, если все кругом врут?"
Спроси маму: Как общаться с клиентами и подтвердить правоту своей бизнес-идеи, если все кругом врут?
4.9
(60)
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Характеристики

Цена с картой Яндекс Пэй:380 ₽

Скидка: 42%
–42 %
Вместо: 392 ₽653 ₽
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4.9
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user avatar
3 месяца назад • РОМАН ПРОКУРОНОВ • Куплен на Маркете
Комментарий: Для тех кто не читал - прочитать стоит. В целом суть всей книги можно описать в словах "если ты будешь спрашивать близких как им твоя идея, они скажут что "это гениально" просто что бы не расстраивать тебя. " - все остальное про то как правильно сформулировать свой вопрос что бы тебя не "пожалели".
user avatar
Год назад • Константин Б. • Куплен на Маркете
Достоинства: Действительно полезная книга для маркетологов, для владельцев бизнеса, начинающих стартаперов. Очевидные вещи собраны воедино и логично. По сути, набор решений, как вести переговоры, как общаться с клиентом/заказчиком/спонсором/партнером.
user avatar
10 месяцев назад • Слава С • Куплен на Маркете
Достоинства: Качество науличшие, отпечатано прекрасно
Недостатки: нет
Комментарий: Советую эту книгу кто хоть как то связан с менеджментом/продажами, эта книга перевернет мир большинства людей которые работаю в данной сфере деятельности
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    Фудзимото Т. "Манга Человек-бензопила. Кн.2. Убить Дэндзи. Мощь огнестрельного оружия. Фудзимото Т."

    Цена 437 ₽ вместо 629
  • Иляшенко, Щеглова. Комбинированные летние задания за курс 3 класса. ФГОС (МТО-инфо)
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    Иляшенко, Щеглова. Комбинированные летние задания за курс 3 класса. ФГОС (МТО-инфо)

    Цена 254 ₽ вместо 295
  • Маркетинг от А до Я. 80 концепций, которые должен знать каждый менеджер
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    Маркетинг от А до Я. 80 концепций, которые должен знать каждый менеджер

    Цена 535 ₽ вместо 920
  • Настольная игра Cosmodrome Games Котэм Сити
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    Настольная игра Cosmodrome Games Котэм Сити

    Цена 1 396 ₽ вместо 1 410
  • Комбинированные летние задания за курс 1 класса. 50 занятий по русскому языку и математике. ФГОС
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    Комбинированные летние задания за курс 1 класса. 50 занятий по русскому языку и математике. ФГОС

    Цена 300 ₽ вместо 303
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    Манга Магическая битва. Книга 4. Начало повиновения. Пагубный талант

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    Атлант расправил плечи. В 3 книгах. Альпина Паблишер

    Цена 1 079 ₽ вместо 1 853
  • Математика. Алгебра. 7 класс. Базовый уровень. Учебник
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    Математика. Алгебра. 7 класс. Базовый уровень. Учебник

    Цена 1 176 ₽ вместо 2 200
  • Реклама
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  • Журнал За рулем №05,2024. Май
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    Журнал За рулем №05,2024. Май

    Цена 172 ₽ вместо 195
  • Жванецкий М. М. Куда ведут наши следы
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    Жванецкий М. М. Куда ведут наши следы

    Цена 860 ₽ вместо 1 008
  • Бизнес с нуля: Метод Lean Startup для быстрого тестирования идей и выбора бизнес-модели (переплет) / Бизнес литература / Стартап
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    Бизнес с нуля: Метод Lean Startup для быстрого тестирования идей и выбора бизнес-модели (переплет) / Бизнес литература / Стартап

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    Как создать продукт, который купят. Метод Lean Customer Development

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    Роджер Бест. Маркетинг от потребителя (новинка)

    Цена 2 673 ₽ вместо 3 829
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    Манга. Человек-бензопила. Книга 10. Закуска. Фудзимото. Т.

    Цена 762 ₽ вместо 770
  • Тайная опора: привязанность в жизни ребенка
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    Тайная опора: привязанность в жизни ребенка

    Цена 424 ₽ вместо 428
  • Золотые правила продаж. 75 техник успешных холодных звонков, убедительных презентаций и коммерческих предложений, от которых невозможно отказаться
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    Золотые правила продаж. 75 техник успешных холодных звонков, убедительных презентаций и коммерческих предложений, от которых невозможно отказаться

    Цена 2 043 ₽ вместо 2 064
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    Руки света. Барбара Бреннан

    Цена 2 030 ₽ вместо 4 985
  • Матесон Р. "Книга Куда приводят мечты. Матесон Р."
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    Матесон Р. "Книга Куда приводят мечты. Матесон Р."

    Цена 200 ₽ вместо 202
  • Набор плотных прозрачных обложек ПВХ для тетрадей - 20 шт, Ремарка
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    Набор плотных прозрачных обложек ПВХ для тетрадей - 20 шт, Ремарка

    Цена 324 ₽ вместо 450
  • Марти Каган. Вдохновленные. Все, что нужно знать продакт-менеджеру
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    Марти Каган. Вдохновленные. Все, что нужно знать продакт-менеджеру

    Цена 1 040 ₽ вместо 1 334
  • Реклама
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  • Бауэр М. "Курс на лидерство"
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    Бауэр М. "Курс на лидерство"

    Цена 349 ₽ вместо 353
  • Это прорыв! 100 уроков бизнес-инноваций (Бидвелл Д.)
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    Это прорыв! 100 уроков бизнес-инноваций (Бидвелл Д.)

    Цена 994 ₽ вместо 1 014
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