Buying Styles

Simple Lessons in Selling the Way Your Customer Buys
Erscheinungsjahr 2009
ISBN: 978-0-8144-1527-6
Verlag: McGraw-Hill Education

Buch, Englisch, 160 Seiten, Format (B × H): 58 mm x 88 mm

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.This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.

Autoren/Hrsg.

Wilkinson, Michael

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Contents Acknowledgments, vii Introduction: What This Book Will Do for You, 1 Chapter 1. Looking for Solutions, 5 Chapter 2. Identifying the Behaviors We Hate from Customers, 9 Chapter 3. Recognizing the Four Basic Buying Styles, 15 Chapter 4. Selling to Your Boss, 35 Chapter 5. Identifying the Buying Styles of Others, 61 Chapter 6. Comparing Selling Styles and Buying Styles, 79 Chapter 7. Tailoring Your Sales Approach to Your Customer’s Buying Style, 93 Chapter 8. Recognizing Style Clashes, 109 Chapter 9. Planning Your Next Steps, 121 Chapter 10. One Year Later, 131 Afterword, 135 Appendix: Style Summary, 137 Bibliography, 147 About the Authors, 149

Über Autor(innen)

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