Acuff / Wood Stop Acting Like a Seller and Start Thinking Like a Buyer

Improve Sales Effectiveness by Helping Customers Buy
1. Auflage 2008
ISBN: 978-0-470-14034-5
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 272 Seiten, E-Book

Praise for stop acting like a seller and Start Thinking Likea Buyer
"Stop Acting Like a Seller and Start Thinking Like aBuyer is a book that teaches you emphatically that 'wordsmatter.' If you want to set yourself apart from others, whetheryou're selling a product or a concept, this is a book to read. Notonly will you learn how to prepare for sales success, you willlearn how to be far more effective by thinking like a buyer."
--Theresa Martinez, Brand Director, Roche Laboratories
"This book shares a great commonsense approach to developing anew sales attitude and mindset that will work no matter what you'reselling. Jerry has successfully articulated a powerful and uniqueformula for sales greatness."
--Duggar Baucom, head basketball coach, Virginia MilitaryInstitute
"This is a book for people who truly want to have incrediblesuccess in sales. Thinking like a buyer is the most powerful way tohelp customers and prospects think differently about you and yourproduct. This book shows you exactly how to make that happen in astep-by-step way. If you want to learn how to guarantee yoursuccess in selling or influencing, this is a book you mustread."
--Dan C. Weilbaker, PhD, McKesson Professor of Sales, NorthernIllinois University
"A mind shift takes place when you read Acuff's book and realize'it's all about them.' The book helps you understand humanpsychology and behavior and gives you the practical tips,encouragement, and examples to help you stand out and be valued byyour customers regardless of what you're selling."
--Charlene Prounis, Managing Partner, Flashpoint Medica

Autoren/Hrsg.

Acuff, Jerry

Wood, Wally

Inhaltsverzeichnis

Acknowledgments.
Section I: START WITH THE RIGHT MIND-SET.
Chapter 1: IF PEOPLE LOVE TO BUY, WE SHOULD HELP THEM BUY.
Chapter 2: EIGHT LAWS OF SALES INTENT.
Chapter 3: BUILD YOUR KNOWLEDGE, MESSAGING, ANDRELATIONSHIPS.
Section II: USE A TESTED, EFFECTIVE SALES PROCESS.
Chapter 4: DEVELOP INTEREST SO CUSTOMERS WILL HEAR YOU.
Chapter 5: ENGAGE CUSTOMERS IN MEANINGFUL DIALOGUE.
Chapter 6: LEARN THE SITUATION, PROBLEM, OR CHALLENGE.
Chapter 7: TELL YOUR STORY.
Chapter 8: ASK FOR A COMMITMENT.
Section III: IMPLEMENT THE PROCESS FOR PERSONALPROSPERITY.
Chapter 9: HOW TO BUILD POSITIVE, PRODUCTIVE BUSINESSRELATIONSHIPS.
Chapter 10: YOUR BUSINESS DEVELOPMENT DRIVES YOUR FUTURE.
Notes.
Index.

Über Autor(innen)

Jerry Acuff is CEO of Delta Point, Inc. in Scottsdale,Arizona, a consultancy that helps market-leading companies developnew and effective marketing tactics. He is also the author ofThe Relationship Edge, from Wiley.
Wally Wood is a professional writer and the former editorof two business magazines and an international marketingnewsletter.