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

Name: Stop Acting Like a Seller and Start Thinking Like a Buyer Improve Sales Effectiveness by Helping Customers Buy
Price: 3.73 USD
Availability: InStock
ISBN: 9780470068342

ISBN-10: 0470068345

ISBN-13: 9780470068342

Edition: 2007

Authors: Jerry Acuff, Wally Wood

List price: $28.00

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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 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…

Book details

List price: $28.00
Copyright year: 2007
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/30/2007
Binding: Hardcover
Pages: 272
Size: 6.20" wide x 8.90" long x 1.20" tall
Weight: 0.990
Language: English



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