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Stop Acting Like a Seller and Start Thinking Like a Buyer Improve Sales Effectiveness by Helping Customers Buy

ISBN-10: 0470068345
ISBN-13: 9780470068342
Edition: 2007
List price: $24.95 Buy it from $2.89
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Description: A sales program designed to help salespeople better understand their buyers-and close more sales This one-of-a-kind sales guide takes a unique perspective on the art of selling, arguing that teaching salespeople how to sell isn't enough. They also  More...

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Book details

List price: $24.95
Copyright year: 2007
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/30/2007
Binding: Hardcover
Pages: 272
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 0.990
Language: English

A sales program designed to help salespeople better understand their buyers-and close more sales This one-of-a-kind sales guide takes a unique perspective on the art of selling, arguing that teaching salespeople how to sell isn't enough. They also need to learn how to think like buyers to sell more effectively. In order to excel, salespeople have to understand the buying process and what the customer is looking for-from the customer's perspective. Much sales training is designed to overcome the natural aversion of customers to be sold. This book offers a buying model that changes the focus from traditional hard-sell tactics that convince people to buy to new relationship-based strategies that help them buy in. Jerry Acuff (Scottsdale, AZ) is CEO of Delta Point, Inc., in Scottsdale, Arizona, a company that helps market-leading companies develop new and effective marketing tactics. He is also the author of The Relationship Edge in Business (0-471-47712-5), also from Wiley.

Acknowledgments
Start with the Right Mind-Set
If People Love to Buy, We Should Help Them Buy
Eight Laws of Sales Intent
Build Your Knowledge, Messaging, and Relationships
Use a Tested, Effective Sales Process
Develop Interest so Customers Will Hear You
Engage Customers in Meaningful Dialogue
Learn the Situation, Problem, or Challenge
Tell Your Story
Ask for a Commitment
Implement the Process for Personal Prosperity
How to Build Positive, Productive Business Relationships
Your Business Development Drives Your Future
Notes
Index

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