Put on the customer's head

Author: (USA) Stewart Nettles
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 your customer is crucial. Although you may not fully understand what your customers are thinking, one thing is certain: they won’t always be thinking of becoming your customers. 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. The book analyzes consumer purchasing decisions and processes from the two levels of "Why do customers buy?" and "How do customers buy?" aiming to help sales staff understand consumer needs and become top sales professionals. Based on the author’s experience training sales staff at Fortune 500 companies, the book proposes the revolutionary concept of thinking from the customer’s perspective and summarizes a set of effective strategies to improve sales success.