Think like the customer - put yourself in the customer's shoes. Build top-notch sales.

Author: (USA) Stewart Nettles
Translator: Gaimengli / Country: United States
Publisher:
Publish Date: 2006-08-01
Features: Why do customers buy? How do customers buy? These seemingly simple questions test the wisdom of everyone from top corporate leaders to frontline sales staff. In sales, knowing yourself and knowing your customer is crucial. Although you may never fully understand what customers are thinking, one thing is certain: they won’t always be thinking of becoming your customer. If you can think from the customer’s perspective and build a partnership with them, you can meet their needs and close big deals. Based on years of experience training sales staff at Fortune 500 companies, the author of this book proposes a revolutionary sales concept—thinking from the customer’s perspective—and summarizes a set of effective strategies to improve sales success. Analyzing consumer decision-making and the purchasing process from the two angles of "Why do customers buy?" and "How do customers buy?", the book aims to help sales staff understand consumer needs and become top-level sales professionals.