Alexander Christiani is a commercial law specialist and sales professional with more than 20 years of experience as a trainer, consultant and coach. He is an advisor for leading top-performers in business, science and sports. He works with managers all over Europe and coaches all contents in German and in English.info@christiani-consulting.comwww.christiani-consulting.com

• Table of ContentsPrefaceChapter 1: Heartselling—Discovering the Pulse to Your Customer’s HeartThe Marketing System of the Seven Magnets.The First Heart Magnet: Being unique through expert positioningThe Second Heart Magnet: Trustworthiness through word of mouthThe Third Heart Magnet: Getting-in-touch and keeping-in-touch systems1. The Lead Relationship Management System (LRM-System)2. The Stay-in-touch Contact Management System3. The Touching-Their-Heart-Experience Pipeline4. Socratic Marketing: Installing feedback loops that enable your clients to teach you which products and services to develop next.The Fourth Heart Magnet to attract your customer: HumanicsHeart magnets on the level of the individualThe Fifth Heart Magnet: Communication skillsThe Sixth Heart Magnet: MotivationThe Seventh Heart Magnet: TalentChapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert Status and PositioningPositioning Exercise No. 1: The Elevator TestPositioning Exercise No. 2: The Elevator Test in Thirty-six monthsPositioning Exercise No. 3: The Bar Stool TestPositioning Exercise No. 4: The Fan SurveyPositioning Exercise No. 5: Building a Prototype.Positioning Exercise No. 6: The Concorde AnswerChapter 3: The Second Heart Magnet—Trust-building through Word of MouthWord-of-Mouth Strategy No. 1: Start with the right peopleWord-of-Mouth Strategy No. 2: Five ways of initiating word of mouthWord-of-Mouth Strategy No. 3: Developing a Heart- Touching StoryWord-of-Mouth Strategy No. 4: Piggyback Networking.Chapter 4: The Third Heart Magnet: Getting and Staying in Touch1. The Mechanics of Getting in TouchThe Mechanics of Staying in Touch—and reaching your Customer’s Heart Again and Again  3. Touching the Customer’s Heart with Every Experience: The Customer Experience Pipeline  4. Touching Your Customer’s Heart through Offering What He Wants and Likes Most: Socratic MarketingChapter 5: The Fourth Heart Magnet: Humanics or how to win over your team with a five-star service philosophy and have them look forward to changing company processes1. Implementing a Five-star Service Philosophy2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least 300 PercentChapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of Persuasion1. The Most Important Paradigm on Persuasion2. The five steps of Magnetic Selling: How to reach your buyer’s heart by tripling your power of persuasionStep 1: Situation analysisStep 2: Strength analysisStep 3: The challenge analysisStep 4: The discovery of consequencesStep 5: The benefit discoveryMagnetic Selling in handling objectionsChapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key attractor for clients (as well as team members and yourself)Chapter 8: The Seventh Heart Magnet: Attracting clients with the right talents to the right positionsAnalyzing your personal history for talents and strengthsAnalyzing your activity preferences in the present

Alexander Christiani is a commercial law specialist and sales professional with more than 20 years of experience as a trainer, consultant and coach. He is an advisor for leading top-performers in business, science and sports. He works with managers all over Europe and coaches all contents in German and in English.info@christiani-consulting.comwww.christiani-consulting.com

• Table of ContentsPrefaceChapter 1: Heartselling—Discovering the Pulse to Your Customer’s HeartThe Marketing System of the Seven Magnets.The First Heart Magnet: Being unique through expert positioningThe Second Heart Magnet: Trustworthiness through word of mouthThe Third Heart Magnet: Getting-in-touch and keeping-in-touch systems1. The Lead Relationship Management System (LRM-System)2. The Stay-in-touch Contact Management System3. The Touching-Their-Heart-Experience Pipeline4. Socratic Marketing: Installing feedback loops that enable your clients to teach you which products and services to develop next.The Fourth Heart Magnet to attract your customer: HumanicsHeart magnets on the level of the individualThe Fifth Heart Magnet: Communication skillsThe Sixth Heart Magnet: MotivationThe Seventh Heart Magnet: TalentChapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert Status and PositioningPositioning Exercise No. 1: The Elevator TestPositioning Exercise No. 2: The Elevator Test in Thirty-six monthsPositioning Exercise No. 3: The Bar Stool TestPositioning Exercise No. 4: The Fan SurveyPositioning Exercise No. 5: Building a Prototype.Positioning Exercise No. 6: The Concorde AnswerChapter 3: The Second Heart Magnet—Trust-building through Word of MouthWord-of-Mouth Strategy No. 1: Start with the right peopleWord-of-Mouth Strategy No. 2: Five ways of initiating word of mouthWord-of-Mouth Strategy No. 3: Developing a Heart- Touching StoryWord-of-Mouth Strategy No. 4: Piggyback Networking.Chapter 4: The Third Heart Magnet: Getting and Staying in Touch1. The Mechanics of Getting in TouchThe Mechanics of Staying in Touch—and reaching your Customer’s Heart Again and Again  3. Touching the Customer’s Heart with Every Experience: The Customer Experience Pipeline  4. Touching Your Customer’s Heart through Offering What He Wants and Likes Most: Socratic MarketingChapter 5: The Fourth Heart Magnet: Humanics or how to win over your team with a five-star service philosophy and have them look forward to changing company processes1. Implementing a Five-star Service Philosophy2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least 300 PercentChapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of Persuasion1. The Most Important Paradigm on Persuasion2. The five steps of Magnetic Selling: How to reach your buyer’s heart by tripling your power of persuasionStep 1: Situation analysisStep 2: Strength analysisStep 3: The challenge analysisStep 4: The discovery of consequencesStep 5: The benefit discoveryMagnetic Selling in handling objectionsChapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key attractor for clients (as well as team members and yourself)Chapter 8: The Seventh Heart Magnet: Attracting clients with the right talents to the right positionsAnalyzing your personal history for talents and strengthsAnalyzing your activity preferences in the present

Alexander Christiani is a commercial law specialist and sales professional with more than 20 years of experience as a trainer, consultant and coach. He is an advisor for leading top-performers in business, science and sports. He works with managers all over Europe and coaches all contents in German and in English.info@christiani-consulting.comwww.christiani-consulting.com

• Table of ContentsPrefaceChapter 1: Heartselling—Discovering the Pulse to Your Customer’s HeartThe Marketing System of the Seven Magnets.The First Heart Magnet: Being unique through expert positioningThe Second Heart Magnet: Trustworthiness through word of mouthThe Third Heart Magnet: Getting-in-touch and keeping-in-touch systems1. The Lead Relationship Management System (LRM-System)2. The Stay-in-touch Contact Management System3. The Touching-Their-Heart-Experience Pipeline4. Socratic Marketing: Installing feedback loops that enable your clients to teach you which products and services to develop next.The Fourth Heart Magnet to attract your customer: HumanicsHeart magnets on the level of the individualThe Fifth Heart Magnet: Communication skillsThe Sixth Heart Magnet: MotivationThe Seventh Heart Magnet: TalentChapter 2: The First Heart Magnet—Being Unique: The Secrets behind Expert Status and PositioningPositioning Exercise No. 1: The Elevator TestPositioning Exercise No. 2: The Elevator Test in Thirty-six monthsPositioning Exercise No. 3: The Bar Stool TestPositioning Exercise No. 4: The Fan SurveyPositioning Exercise No. 5: Building a Prototype.Positioning Exercise No. 6: The Concorde AnswerChapter 3: The Second Heart Magnet—Trust-building through Word of MouthWord-of-Mouth Strategy No. 1: Start with the right peopleWord-of-Mouth Strategy No. 2: Five ways of initiating word of mouthWord-of-Mouth Strategy No. 3: Developing a Heart- Touching StoryWord-of-Mouth Strategy No. 4: Piggyback Networking.Chapter 4: The Third Heart Magnet: Getting and Staying in Touch1. The Mechanics of Getting in TouchThe Mechanics of Staying in Touch—and reaching your Customer’s Heart Again and Again  3. Touching the Customer’s Heart with Every Experience: The Customer Experience Pipeline  4. Touching Your Customer’s Heart through Offering What He Wants and Likes Most: Socratic MarketingChapter 5: The Fourth Heart Magnet: Humanics or how to win over your team with a five-star service philosophy and have them look forward to changing company processes1. Implementing a Five-star Service Philosophy2. How To Triple Your Team’s Effectiveness in Problem-solving by at Least 300 PercentChapter 6: The Fifth Heart Magnet: Magnetic Selling: Tripling the Power of Persuasion1. The Most Important Paradigm on Persuasion2. The five steps of Magnetic Selling: How to reach your buyer’s heart by tripling your power of persuasionStep 1: Situation analysisStep 2: Strength analysisStep 3: The challenge analysisStep 4: The discovery of consequencesStep 5: The benefit discoveryMagnetic Selling in handling objectionsChapter 7: The Sixth Heart Magnet: Motivation—Radiating eyes as a key attractor for clients (as well as team members and yourself)Chapter 8: The Seventh Heart Magnet: Attracting clients with the right talents to the right positionsAnalyzing your personal history for talents and strengthsAnalyzing your activity preferences in the present