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

Overview

People love to buy. They love taking home a great product, andthey definitely love getting a great deal. But, unfortunately foranyone in sales, people hate being sold. They hate feeling likethey've been convinced to buy something or tricked into apurchase—even if they want the product you're selling. That'swhy sales is harder than ever, and that's why you have to changethe way you operate if you want to sell more and keep yourcustomers coming back.

This one-of-a-kind sales guide...

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Overview

People love to buy. They love taking home a great product, andthey definitely love getting a great deal. But, unfortunately foranyone in sales, people hate being sold. They hate feeling likethey've been convinced to buy something or tricked into apurchase—even if they want the product you're selling. That'swhy sales is harder than ever, and that's why you have to changethe way you operate if you want to sell more and keep yourcustomers coming back.

This one-of-a-kind sales guide takes a revolutionary perspectiveon the art of selling: that knowing how to sell isn't enough. Youneed to learn to think like a buyer in order to sell moreeffectively. You have to understand the buying process and whatyour customers want—not from a salesperson's perspective, butfrom the customer's.

When you sell, you're usually trying to overcome the customer'snatural aversion to being sold. Stop Acting Like a Seller and StartThinking Like a Buyer offers a "buying" model that changes thefocus from hard-sell tactics that convince people to buy whatyou're selling to new relationship-based strategies that help thembuy what they need and want. It changes the adversarial buyingexperience into a positive and rewarding encounter for thecustomer—and that's invaluable if you want your customers tocome back and remain loyal.

If you were trained in traditional sales methods and you'restruggling to stay ahead of the competition, this is the only salesguide you need. It will help you rebuild your selling methods fromthe ground up, leading to a higher level of achievement and muchhappier customers. You'll master a new mindset for dealing withcustomers, learn a new and more effective sales process, and learnto build valuable business relationships with customers that willlast forever. Combine those elements, and you'll start selling morethan ever—without having to sell at all.

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Product Details

  • ISBN-13: 9780470068342
  • Publisher: Wiley
  • Publication date: 3/30/2007
  • Edition number: 1
  • Pages: 272
  • Sales rank: 475,346
  • Product dimensions: 6.10 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

Jerry Acuff is CEO of Delta Point, Inc. in Scottsdale,Arizona, a consultancy that helps market-leading companies developnew and effective marketing tactics. He is also the author ofThe Relationship Edge, from Wiley.

Wally Wood is a professional writer and the former editorof two business magazines and an international marketingnewsletter.

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Table of Contents

Acknowledgments.

Section I: START WITH THE RIGHT MIND-SET.

Chapter 1: IF PEOPLE LOVE TO BUY, WE SHOULD HELP THEM BUY.

Chapter 2: EIGHT LAWS OF SALES INTENT.

Chapter 3: BUILD YOUR KNOWLEDGE, MESSAGING, ANDRELATIONSHIPS.

Section II: USE A TESTED, EFFECTIVE SALES PROCESS.

Chapter 4: DEVELOP INTEREST SO CUSTOMERS WILL HEAR YOU.

Chapter 5: ENGAGE CUSTOMERS IN MEANINGFUL DIALOGUE.

Chapter 6: LEARN THE SITUATION, PROBLEM, OR CHALLENGE.

Chapter 7: TELL YOUR STORY.

Chapter 8: ASK FOR A COMMITMENT.

Section III: IMPLEMENT THE PROCESS FOR PERSONALPROSPERITY.

Chapter 9: HOW TO BUILD POSITIVE, PRODUCTIVE BUSINESSRELATIONSHIPS.

Chapter 10: YOUR BUSINESS DEVELOPMENT DRIVES YOUR FUTURE.

Notes.

Index.

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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted April 14, 2007

    A must read for people who sell or influence

    This is a simple yet powerful new approach that forces one to think about how the buyer thinks. Armed with the right mindset anyone can get better at selling or persuading. You will not be disappointed.

    Was this review helpful? Yes  No   Report this review
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