Buying Styles: Simple Lessons in Selling the Way Your Customer Buys - Couverture rigide

Wilkinson, Michael

Couverture rigide

ISBN 10 : 081441527X ISBN 13 : 9780814415276

Editeur : Amacom, 2009

Synopsis

Book by Wilkinson Michael

A propos du livre

Quatrième de couverture

“Throughout my career as a sales trainer, I have been teaching sellers to be ‘buying facilitators.’ Buying Styles can help salespeople gain emotional trust with their buyers.”— Mike Bosworth, author, Solution Selling, coauthor, Customer-Centric Selling

What if you could make just a few small, simple adjustments to your selling style and instantly close 10 to 20 percent more sales?

Buying Styles unlocks a fundamental truth about selling and buying: Just as people are different, they respond to sales approaches in very different ways. The good news is that there are just four main buying styles, and when you can recognize which one best defines your customer, then tailor your message to appeal to that style, your success rate will radically improve.

Written as a set of engaging, eye-opening conversations and packaged in short, easy-to-read chapters, Buying Styles gives you the tools for accu­rately sizing up your clients’ buying preferences and altering your selling approaches to match their styles. You’ll find:

● Strategies for recognizing the four main buying styles

● Insights into why salespeople find some styles easy to sell to while others are difficult and frustrating

● Tips on what to do—and what not to do—when selling to each style

● Classic mistakes salespeople make in selling to different styles

● Telltale signs that you are using the wrong approach, and much more

Présentation de l'éditeur

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.

Détails de l'édition

• Éditeur: Amacom
• Date d'édition: 2009
• ISBN 10: 081441527X
• ISBN 13: 9780814415276
• Reliure: Relié
• Langue: anglais
• Nombre de pages: 160