Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy / Edition 1

Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy / Edition 1

by Bill Stinnett
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McGraw-Hill Professional Publishing
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Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy / Edition 1

How to capture customers by learning to think the way they do

The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.

Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.

In addition, you receive:

  • Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader
  • Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers

Product Details

ISBN-13: 9780071441889
Publisher: McGraw-Hill Professional Publishing
Publication date: 10/25/2004
Edition description: Net
Pages: 288
Sales rank: 1,235,087
Product dimensions: 6.00(w) x 9.00(h) x 0.80(d)

Table of Contents





CHAPTER 1 What Customers Think About          

CHAPTER 2 What Customers Really Want          

CHAPTER 3 How Customers Perceive Value and Risk          

CHAPTER 4 The Cause and Effect of Business Value          

CHAPTER 5 The Value of Customer Relationships          


CHAPTER 6 The Sales Process—Redefined          

CHAPTER 7 Anatomy of a Buying Decision          

CHAPTER 8 Reverse-Engineering the Buying Process          

CHAPTER 9 Elevating the Buying Process          

CHAPTER 10 Accelerating the Buying Process          



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Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy 4.2 out of 5 based on 0 ratings. 5 reviews.
Anonymous More than 1 year ago
This book is a must for your sales collection. Stinnett gives practical ideas on how to understand what drives different clients to buy.
Anonymous More than 1 year ago
Guest More than 1 year ago
Mr. Stinnett offers a revolutionary new approach to sales. This book offers many practical ideas and concepts that breathe new life into the sales process and help you better understand the issues that ultimately drive the customers decision making process. A must read for any serious sales professional.
Guest More than 1 year ago
Whether you are rookie sales person trying to get ahead, or a veteran sales person looking for some fresh ideas on how to grow your business, this is the book for you. Bill Stinnett has really raised the bar on sales books in my opinion and provides easy to understand strategies and techniques for becoming a valuable partner with your customers. Think Like Your Customer gives easy to understand processes and strategies for outselling your competition and becoming an invaluable asset to your customers. Unlike most books which share only cute strategies on getting a customer to say ¿yes,¿ Think Like Your Customer spells out specific strategies on developing value and goodwill towards your prospects and customers. Each transaction must be mutually beneficial for both the customer and your company and often times many sales people forget this. Bill points out the extreme long-term value of developing this kind of approach and ultimately this kind of relationship with the customer and how it pays off in real dollar opportunity for you and your company. I would highly recommend this book to anyone that is looking for that edge over competition and wants to truly develop a long lasting relationship with their customers. It is a book that is jam packed full of excellent information that will have the mind racing and your heart pounding to get out there and get to work. It is a book that I know I will be returning to over and over again for both inspiration and motivation. I would say without a doubt this is a must read for anyone in the selling profession!
Guest More than 1 year ago
As a sales and marketing executive with 20 years experience selling high-end products and services to Fortune 500 customers all over the world, I thought I already knew how customers think. How wrong I was. Bill Stinnett's terrific 'Think Like Your Customer' is chock full of practical and easy-to-use techniques to connect with prospects and to sell effectively. The book provided tons of ideas I had never even considered. What an eye-opener! This isn't gobbledygook from some sheltered MBA professor. Bill presents his essential advice based on decades of practical experience as a highly successful sales rep as well as a consultant and speaker to the world's greatest sales teams. I was particularly drawn to the hundreds of personal anecdotes and stories Bill tells about winning (and losing too) that help to illustrate the points in the book. The book reads like the sales VP you admire most in the world taking you to lunch every day for a month and spilling all his secrets and stories! This is a book you will turn to again and again. In fact, maybe you should buy three copies: one for the office, one for the briefcase, and one for home. David Meerman Scott, author of 'Cashing In With Content' (Cyber Age Books Summer 2005).