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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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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

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Цена с картой Яндекс Пэй:357 ₽

Скидка: 45%
–45 %
Вместо: 372 ₽653 ₽
  • 17 июня, курьер Маркета • 249 ₽
  • 17 июня, в пункт выдачи • 0 ₽
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    ВАМ–53 %
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    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 34 оценки
    С картой  Пэй
    Цена с картой Яндекс Пэй 529 ₽ вместо 550
    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  • Золотые правила продаж. 75 техник успешных холодных звонков, убедительных презентаций и коммерческих предложений, от которых невозможно отказаться
    –1 %
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    Золотые правила продаж. 75 техник успешных холодных звонков, убедительных презентаций и коммерческих предложений, от которых невозможно отказаться

    Рейтинг товара: 4.9 из 5
    на основе 9 оценок
    С картой  Пэй
    Цена с картой Яндекс Пэй 2 043 ₽ вместо 2 064
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правила продаж. 75 техник успешных холодных звонков, убедительных презентаций и коммерческих предложений, от которых невозможно 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  • Как создать продукт, который купят. Метод Lean Customer Development
    –44 %
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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 585 ₽ вместо 609
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  • Бауэр М. "Курс на лидерство"
    –1 %
    {"widgets":{"@marketfront/SnippetConstructor/ToggleWishlist":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-mqx5fc70968/toggleWishlist":{"skuId":"629682208","productId":1781320447,"offerId":"legYHJPrF1m0rEwuJuC1Jg","size":24,"color":"#BDBDBC","wishlistLink":"/my/wishlist","baobabRealTimeEventPayload":{"version":"EPV_BRT_V1","payload":"CgoQ9qWW+8iGtuAzEjEKL0NvbXBldGl0aXZlQW5hbG9nc19NYXJrZXRNb2RlbENhcmRfRnJvbnRTbmlwcGV0MhYI/5Wz0QYQoOCgrAIY/5roBiD+0OsI","sign":"3NnBMwmm4lH0uSTPKWS1BYQAaAg7ltTA0EhRyZg3N+c="},"waitWishlistCollections":false,"place":{"page":"product","widget":"scrollbox"}}}},"meta":{"/content/page/fancyPage/kkmCarousel/kkmCarousel/content/content/slot-mqx5fc70968/toggleWishlist":{"name":"@marketfront/SnippetConstructor/ToggleWishlist"}}}

    Бауэр М. "Курс на лидерство"

    С картой  Пэй
    Цена с картой Яндекс Пэй 349 ₽ вместо 353
    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  • Роджер Бест. Маркетинг от потребителя (новинка)
    ВАМ–30 %
    ПРОМОКОД –15 %
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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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  • Марти Каган. Вдохновленные. Все, что нужно знать продакт-менеджеру
    –28 %
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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 956 ₽ вместо 966
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  • Это прорыв! 100 уроков бизнес-инноваций (Бидвелл Д.)
    –2 %
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    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 %
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    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
(61)
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4.9
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У продавца:61 оценка·18 отзывов
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user avatar
4 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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    Я шью (Ya Sew) №35 журнал по шитью с выкройками

    Цена 510 ₽ вместо 520
  • Летняя тетрадь. Идём во 2-ой класс. Тренажёр. Новый ФГОC
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    Летняя тетрадь. Идём во 2-ой класс. Тренажёр. Новый ФГОC

    Цена 357 ₽ вместо 450
  • Coraline Gaiman N.
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    Coraline Gaiman N.

    Цена 464 ₽ вместо 670
  • Игра настольная Мемограм с мемами для взрослых и подростков оригинальная для развлечения
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    Игра настольная Мемограм с мемами для взрослых и подростков оригинальная для развлечения

    Цена 682 ₽ вместо 1 500
  • 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 529 ₽ вместо 920
  • 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

    Цена 529 ₽ вместо 1 120
  • 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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    Реклама
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  • Наклейки "Машины", альбом 250 наклеек, 8 страниц, приклеиваем на фон внутри, для мальчиков
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    Наклейки "Машины", альбом 250 наклеек, 8 страниц, приклеиваем на фон внутри, для мальчиков

    Цена 123 ₽ вместо 227
  • Аптулаева Т. Г. Первый год вместе. Важнейшая книга начинающей мамы
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    Аптулаева Т. Г. Первый год вместе. Важнейшая книга начинающей мамы

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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

    Цена 585 ₽ вместо 1 050
  • Роджер Бест. Маркетинг от потребителя (новинка)
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    Роджер Бест. Маркетинг от потребителя (новинка)

    Цена 2 673 ₽ вместо 3 829
  • Марти Каган. Вдохновленные. Все, что нужно знать продакт-менеджеру
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    Марти Каган. Вдохновленные. Все, что нужно знать продакт-менеджеру

    Цена 956 ₽ вместо 1 334
  • 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
  • Метод волка с Уолл-стрит: Откровения лучшего продавца в мире
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    Метод волка с Уолл-стрит: Откровения лучшего продавца в мире

    Цена 2 887 ₽ вместо 2 916
  • Комбинированные летние задания за курс 1 класса. 50 занятий по русскому языку и математике
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    Комбинированные летние задания за курс 1 класса. 50 занятий по русскому языку и математике

    Цена 254 ₽ вместо 514
  • Матесон Р. "Книга Куда приводят мечты. Матесон Р."
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    Матесон Р. "Книга Куда приводят мечты. Матесон Р."

    Цена 219 ₽ вместо 221
  • Первая энциклопедия малыша 128 стр, Синий трактор
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    Первая энциклопедия малыша 128 стр, Синий трактор

    Цена 368 ₽ вместо 716
  • Мур Алан "Комикс Хранители. Мур А."
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    Мур Алан "Комикс Хранители. Мур А."

    Цена 2 250 ₽ вместо 2 273
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    Реклама
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  • Зощенко М. Рассказы для детей. Чтение - лучшее учение
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    Зощенко М. Рассказы для детей. Чтение - лучшее учение

    Цена 346 ₽ вместо 349
  • Alice`s Adventures in Wonderland. A2 Carroll L.
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    Alice`s Adventures in Wonderland. A2 Carroll L.

    Цена 302 ₽ вместо 435
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