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Buying Styles: Simple Lessons in Selling the Way Your Customers Buys

Autor Michael Wilkinson, Richard Smith, Tierah CHORBA, Lynn SOKLER
en Limba Engleză Paperback – 8 iul 2009
Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers have individual “buying styles,” and a one-size-fits-all approach--even your own--won’t win them over. Buying Styles reveals that the key to dramatically increasing your success rate is learning to adapt your own methods to best suit one of the four main customer buying styles. Presented as a “learning adventure,” this easy-to-follow guide takes readers through fictional situations in which salespeople have just lost a major sale and deciphers why, how, and what could have been done to prevent it. Readers will learn how to: understand what to do (and not to do) when selling to customers exhibiting each of the four main buying styles; quickly spot the tell-tale signs that they are using the wrong approach; gain the confidence of prospects; improve their relationships with existing clients; develop a strategy for approaching new prospects; and increase their chances of closing each and every sale. This easy and fun read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to any buyer.
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Specificații

ISBN-13: 9780814436523
ISBN-10: 0814436528
Pagini: 158
Dimensiuni: 152 x 203 x 6 mm
Greutate: 0.22 kg
Ediția:Specială
Editura: Amacom
Colecția Amacom
Locul publicării:Nashville, United States

Descriere

Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers have individual “buying styles,” and a one-size-fits-all approach--even your own--won’t win them over. Buying Styles reveals that the key to dramatically increasing your success rate is learning to adapt your own methods to best suit one of the four main customer buying styles. Presented as a “learning adventure,” this easy-to-follow guide takes readers through fictional situations in which salespeople have just lost a major sale and deciphers why, how, and what could have been done to prevent it. Readers will learn how to: understand what to do (and not to do) when selling to customers exhibiting each of the four main buying styles; quickly spot the tell-tale signs that they are using the wrong approach; gain the confidence of prospects; improve their relationships with existing clients; develop a strategy for approaching new prospects; and increase their chances of closing each and every sale. This easy and fun read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to any buyer.

Notă biografică

Michael Wilkinson is Associate Professor of Sociology and Director of the Religion in Canada Institute at Trinity Western University. His is the author of The Spirit Said Go (2006) and the editor of Canadian Pentecostalism (2009). Steven M. Studebaker is Assistant Professor of Systematic and Historical Theology at McMaster Divinity College. He is the editor of Defining Issues in Pentecostal Theology (Pickwick, 2008).