ReadOS / Business
Sales, Marketing and Customer Decisions — Part 2
Finding customers, positioning offers, pricing, selling and improving customer experience.
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- 01Resolving workplace conflict professionally: five conflict styles, a five-step process and difficult situationsHandling conflict with customers, colleagues and teams: the five Thomas–Kilmann styles and when each fits, a five-step process, interest-based negotiation and common scenarios.
- 02Sales self-management: planning your time, pipeline and energySelling well depends on how you manage yourself. A practical system for planning your week, keeping your pipeline honest and sustaining the effort sales requires.
- 03Scope that says what is out: exclusions, interfaces and acceptance agreed before work beginsA scope listing only what is included is read by others as a sample, not a boundary. How to collect expectations, give exclusions a destination, own interfaces and agree what done means.
- 04Selling benefits, not features: turning technical specifications into value customers understandHow to translate product features into customer benefits, discover which benefits matter, quantify value, back claims with proof and avoid overclaiming. With technical examples.
- 05Social skills and genuine connection at work: reading signals, starting conversations and influencing through trustSocial skills for business people: reading non-verbal signals, listening, starting conversations, empathy and follow-up, and influencing by connecting first rather than pushing to convince.
- 06Solidifying: keeping and growing customers after the saleThe sale is the start of the relationship, not the end. What the solidifying stage involves, why retention matters so much, and practical habits for keeping, growing and learning from customers.
- 07Stop emailing, start communicating: practical steps to be understoodSending a message is not the same as being understood. Why so much business communication fails, how to choose the right channel, and practical habits that make sure your message actually lands.
- 08Storytelling in business: why stories sell, how to build a brand story and how to use stories with customers and teamsWhy stories persuade more than facts, the seven business benefits of storytelling, the Dragonfly Effect framework, story structures for case studies and pitches, and how to tell stories honestly.
- 09The sales funnel explained: stages, leaks and the numbers that matterWhat a sales funnel is, how opportunities move through it, where they leak out, and how to measure and improve each stage without chasing vanity numbers.
- 10The THINK test for helpful content: building trust by teaching customers before you sellWhy giving away useful knowledge wins customers, and how to test content against five qualities: trustworthy, helpful, inspiring, necessary and kind. With formats and a content plan.
- 11Twelve low-cost marketing ideas for small businesses, and how to use them responsiblyLow-budget marketing for small businesses: customer appreciation, useful content, contests, testimonials, webinars, networking, local media, reactivating customers and partnerships.
- 12Words, tone and body language: the three channels of communicationEvery conversation carries meaning through words, tone and body language. What each channel does, why the famous 7-38-55 statistic is so often misused, and how to keep all three aligned.
All chapters preserve the original KEVOS Insights content. These topic-based reading collections are organised alphabetically; chapters may be read in any order.
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