Think like the customer—build top-level sales

Author: Bill Stinehart (compiled by)
Publisher:
Publish Date: 2006-09-01
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 be able to 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. Analyzing consumer purchase decisions and processes from the two levels 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.