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

Wilkinson, Michael; Smith, Richard; Chorba, Tierah; Sokler, Lynn

ISBN 10: 081441527X / ISBN 13: 9780814415276

Verlag: AMACOM, 2009

Bestandsnummer des Verkäufers 081441527X-11-17731633

Inhaltsangabe:

Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual buying styles ...and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a learning adventure, Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale...and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to: recognize the four key buying styles understand what to do (and not to do) when selling to customers exhibiting each 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 increase their chances of closing each and every sale This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.

Über die Autorin bzw. den Autor:

Michael Wilkinson (Atlanta, GA) is the CEO of Leadership Strategies—The Facilitation Company, a strategic consulting and training firm. He is the author ofThe Secrets of Facilitation and The Secrets to Masterful Meetings, as well as being a much sought-after speaker, trainer, and facilitator.

Bibliografische Details

Titel: Buying Styles: Simple Lessons in Selling the...
Verlag: AMACOM
Erscheinungsdatum: 2009
Einband: Hardcover
Zustand: New