Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy
- 4h 28m
- Bill Stinnett
- McGraw-Hill
- 2005
In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships. This book arms you with the strategies and tools you need to:
- Identify your customer’s most important business goals and objectives
- Tie your product and services solutions to the achievement of your client’s goals
- Understand how executives think and how they make buying decisions
- Maximize profitability and accelerate your customer’s buying process
About the Author
Bill Stinnett is the president of Sales Excellence, Inc., and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express.
In this Book
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Think Like Your Customer—A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy
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Introduction
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What Customers Think About
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What Customers Really Want
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How Customers Perceive Value and Risk
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The Cause and Effect of Business Value
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The Value of Customer Relationships
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The Sales Process—Redefined
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Anatomy of a Buying Decision
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Reverse-Engineering the Buying Process
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Elevating the Buying Process
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Accelerating the Buying Process
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Notes
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