Stop Acting Like a Seller and Start Thinking Like a Buyer Improve Sales Effectiveness by Helping Customers Buy
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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 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.
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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $24.95
Copyright year: 2007
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/30/2007
Size: 6.00" wide x 9.00" long x 1.00" tall
|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|