Think Like Your Customer

A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy

Bill Stinnett - Collection Sales

261 pages, parution le 06/12/2004

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Résumé

In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships. This book arms you with the strategies and tools you need to:

Identify your customer's most important business goals and objectives
Tie your product and services solutions to the achievement of your client's goals
Understand how executives think and how they make buying decisions
Maximize profitability and accelerate your customer's buying process

L'auteur - Bill Stinnett

BILL STINNETT is the president of Sales Excellence, Inc., and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express.

Sommaire

Why customers buy
- What Customers Think About
- What Customers Really Want
- How Customers Perceive Value and Risk
- The Cause and Effect of Business Value
- The Value of Customer Relationships
How customers buy
- The Sales Process - Redefined
- Anatomy of a Buying Decision
- Reverse-Engineering the Buying Process
- Elevating the Buying Process
- Accelerating the Buying Process

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Bill Stinnett
Collection	Sales
Parution	06/12/2004
Nb. de pages	261
Format	15 x 23
Couverture	Broché
Poids	397g
Intérieur	Noir et Blanc
EAN13	9780071441889
ISBN13	978-0-07-144188-9