The Hidden YES
Matt Sucha
Why do customers hesitate or walk away even when the offer is great?
How do you sell more without cutting prices or adding benefits?
What are the three critical mistakes that ruin most sales efforts?
The Hidden Yes takes you on a fascinating...
Location:
United States
Description:
Why do customers hesitate or walk away even when the offer is great? How do you sell more without cutting prices or adding benefits? What are the three critical mistakes that ruin most sales efforts? The Hidden Yes takes you on a fascinating journey into the world of consumer psychology to reveal the answers. Packed with real-world case studies, this book shows you how to remove the invisible barriers that stop customers from acting and how to apply powerful principles that make your offers more persuasive. Drawing on a decade of experience with leading financial institutions, The Hidden Yes is your guide to decoding customer behavior and measurably increasing sales online and face-to-face. Duration - 5h 54m. Author - Matt Sucha. Narrator - Tim Morgan. Published Date - Tuesday, 28 January 2025. Copyright - © 2025 Matej Sucha ©.
Language:
English
Opening Credits
Duration:00:00:13
Dedication
Duration:00:00:11
How It All Started
Duration:00:05:04
Before You Dive In
Duration:00:01:45
Introduction
Duration:00:11:57
Chapter 1: Why Motivation Isn't Enough
Duration:00:15:57
Chapter 2: Uncertainty: The Silent Sales Killer
Duration:00:26:16
Chapter 3: High Perceived Effort: When Easy Feels Hard
Duration:00:23:34
Chapter 4: Psychological Reactance: When Pushing Creates Pushback
Duration:00:25:59
Chapter 5: Zone of Acceptance: Meeting Customers Where They Are
Duration:00:37:00
Chapter 6: When Context Wins Over Logic
Duration:00:10:08
Chapter 7: Loss Aversion: When Losing Feels Twice as Bad
Duration:00:26:46
The Halfway Surprise
Duration:00:00:16
Chapter 8: Perceived Value: Showing the Work Behind the Worth
Duration:00:20:11
Chapter 9: Anchoring: The Reference Point That Shapes Every Decision
Duration:00:35:02
Chapter 10: Defaults: How Predefined Options Shape Customer Choices
Duration:00:20:59
Chapter 11: The Irresistible Urge to Suggest Solutions
Duration:00:11:08
Chapter 12: The Power of Behavioral Goals
Duration:00:12:48
Chapter 13: The SURF Method
Duration:00:08:52
Chapter 14: SURF in Action: Retention Call Script
Duration:00:22:14
Chapter 15: SURF in Action: Digital Sales of Life Insurance
Duration:00:21:57
Chapter 16: Bringing SURF to Life in Your Company
Duration:00:09:22
The Finish Line Surprise
Duration:00:00:14
Conclusion
Duration:00:05:25
Appendix
Duration:00:01:09
Ending Credits
Duration:00:00:08