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Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)

Sell the Way You Buy: A Modern Approach To Sales That Actually Works (Even On You!)

by David Priemer

Paperback

$15.95
Available for Pre-Order. This item will be available on April 7, 2020

Overview

While a Vice President at Salesforce, David Priemer had an epiphany during one of the company’s high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company—and his entire profession—was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy.

Sell the Way You Buy is about much more than putting yourself in the customer’s shoes. Customers don’t always know what they want or need, or they may be seeking a solution for something that isn’t their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the “Sea of Sameness.”

In today’s world, almost everyone is in sales, but as Priemer realized, we don’t teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution—all the while teaching you to avoid all the reasons why the average person doesn’t like salespeople. In short, to sell the way you buy.

Product Details

ISBN-13: 9781989603208
Publisher: Page Two Books, Inc.
Publication date: 04/07/2020
Pages: 288
Product dimensions: 6.00(w) x 9.00(h) x 0.00(d)

About the Author

David Priemer is widely recognized as a thought leader in the area of sales and sales leadership and has been published in the Harvard Business Review, MIT Sloan Management Review as well as Forbes, Entrepreneur, and Inc. magazines. He has led top-performing sales teams at high-growth startups and is a former VP of Salesforce, where he created the Sales Leadership Academy program. Often referred to as the "Sales Professor," David helps organizations drive revenue growth, people development, and winning cultures by infusing the core principles of science, empathy, and execution into their sales operations. He is also an Adjunct Professor at the Smith School of Business at Queen's University. He blogs at cerebralselling.com.