The Mind of the Customer: How the World's Leading Sales Forces Accelerate Their Customers' Success

The Mind of the Customer: How the World's Leading Sales Forces Accelerate Their Customers' Success

by Richard Hodge, Lou Schachter
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The Mind of the Customer: How the World's Leading Sales Forces Accelerate Their Customers' Success 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
This new book breaks new ground in its development of an approach and methodology to REALLY understand the customer. I would highly recommend this book to assist you in gaining the significant advantage of understanding the customer that is usually the difference in closed sales. The authors have developed a series of interlocking templates covering the primary aspects of the sales process and the methods that will work best in meeting the needs of the customer. This is not a book about the highly effective habits or 10 minutes of wisdom, it is a well developed thesis with specific strategies that are reinforced by interviews with key executives (included in book). If you consider yourself 'Best of Breed', you probably agree that the difference in a competitive situation is most often very nuanced. Be prepared to jettison your ego, when you go to the chapter that covers your 'best ' method and find the nuances that could be gained by using their approach. You will also recommend this book to the other sales professional in your organization, EXCEPT for your personal rival