Getting into your customer's head : 8 secret roles of selling your competitors don't know
Item details
- ISBN: 0812926285
- ISBN: 9780812926286
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Physical Description:
print
xii, 308 pages : illustrations ; 25 cm - Edition: 1st ed.
- Publisher: New York : Times Business, ©1996.
Contents / Notes
Bibliography, etc. Note: | Includes bibliographical references (pages 288-292) and index. |
Formatted Contents Note: | Foreword / Ken Blanchard -- 1. Clash! Today's New Buyer Confronts the Traditional Sales Approach -- 2. The Buying Process: Getting Into Your Customer's Head -- 3. Sales Role #1: The Student: Study Change and Approach Your Prospect -- 4. Sales Role #2: The Doctor: Diagnose "Little Problems" and Uncover BIG Needs -- 5. Sales Role #3: The Architect: Design Customer-Focused Solutions That Lock Out Your Competition -- 6. Sales Role #4: The Coach: Defeat Your Competition Without Slashing Price -- 7. Sales Role #5: The Therapist: Understand and Resolve Your Buyers' Fears -- 8. Sales Role #6: The Negotiator: Discuss to Reach Mutual Commitment -- 9. Sales Role #7: The Teacher: Teach Your Customer How to Achieve Maximum Value -- 10. Sales Role #8: The Farmer: Nourish Satisfaction and Grow the Account -- 11. Winning the Complex Sale: The Politics of Selling to Multiple Decision Makers -- Appendix: Sample Sales Proposal. |
Find similar items by subject
Subject: | Selling Consumer behavior Consumer behavior Selling Klantgerichtheid Verkooptechnieken Consumentengedrag |
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Library System: Library Branch Name
|
Call Number / Copy Notes | Barcode | Shelving Location | Status | |
---|---|---|---|---|---|
Flint River Regional Library System: Fayette County Public Library |
658.85 DAVIS KEVI (
Send Text) |
31022002808837 | ADULT | Available |
Electronic resources
Related Resource: http://catdir.loc.gov/catdir/description/random042/95046877.html
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