Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effecti

Description: Stop Acting Like a Seller and Start Thinking Like a Buyer by Jerry Acuff, Wally Wood Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that words matter. If you want to set yourself apart from others, whether youre selling a product or a concept, this is a book to read. FORMAT Hardcover LANGUAGE English CONDITION Brand New Publisher Description Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that words matter. If you want to set yourself apart from others, whether youre selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what youre selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuffs book and realize its all about them. The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what youre selling." —Charlene Prounis, Managing Partner, Flashpoint Medica Back Cover Praise for stop acting like a seller and start thinking like a buyer " Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that words matter. If you want to set yourself apart from others, whether youre selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." --Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what youre selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." --Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." --Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuffs book and realize its all about them. The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what youre selling." --Charlene Prounis, Managing Partner, Flashpoint Medica Flap People love to buy. They love taking home a great product, and they definitely love getting a great deal. But, unfortunately for anyone in sales, people hate being sold. They hate feeling like theyve been convinced to buy something or tricked into a purchase—even if they want the product youre selling. Thats why sales is harder than ever, and thats why you have to change the way you operate if you want to sell more and keep your customers coming back. This one-of-a-kind sales guide takes a revolutionary perspective on the art of selling: that knowing how to sell isnt enough. You need to learn to think like a buyer in order to sell more effectively. You have to understand the buying process and what your customers want—not from a salespersons perspective, but from the customers. When you sell, youre usually trying to overcome the customers natural aversion to being sold. Stop Acting Like a Seller and Start Thinking Like a Buyer offers a "buying" model that changes the focus from hard-sell tactics that convince people to buy what youre selling to new relationship-based strategies that help them buy what they need and want. It changes the adversarial buying experience into a positive and rewarding encounter for the customer—and thats invaluable if you want your customers to come back and remain loyal. If you were trained in traditional sales methods and youre struggling to stay ahead of the competition, this is the only sales guide you need. It will help you rebuild your selling methods from the ground up, leading to a higher level of achievement and much happier customers. Youll master a new mindset for dealing with customers, learn a new and more effective sales process, and learn to build valuable business relationships with customers that will last forever. Combine those elements, and youll start selling more than ever—without having to sell at all. Author Biography JERRY ACUFF is CEO of Delta Point, Inc. in Scottsdale, Arizona, a consultancy that helps market-leading companies develop new and effective marketing tactics. He is also the author of The Relationship Edge, from Wiley. WALLY WOOD is a professional writer and the former editor of two business magazines and an international marketing newsletter. Table of Contents Acknowledgments vii Section I Start with the Right Mind-set Chapter 1 If People Love to Buy, We Should Help Them Buy 3 Chapter 2 Eight Laws of Sales Intent 23 Chapter 3 Build Your Knowledge, Messaging, and Relationships 47 Section II Use a Tested, Effective Sales Process Chapter 4 Develop Interest so Customers Will Hear You 73 Chapter 5 Engage Customers in Meaningful Dialogue 95 Chapter 6 Learn the Situation, Problem, or Challenge 123 Chapter 7 Tell Your Story 149 Chapter 8 Ask for a Commitment 169 Section III Implement the Process for Personal Prosperity Chapter 9 How to Build Positive, Productive Business Relationships 195 Chapter 10 Your Business Development Drives Your Future 233 Notes 247 Index 249 Long Description Praise for Stop Acting Like a Seller and Start Thinking Like a Buyer " Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that words matter. If you want to set yourself apart from others, whether youre selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what youre selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuffs book and realize its all about them. The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what youre selling." Charlene Prounis, Managing Partner, Flashpoint Medica Details ISBN0470068345 Author Wally Wood Short Title STOP ACTING LIKE A SELLER & ST Language English ISBN-10 0470068345 ISBN-13 9780470068342 Media Book Format Hardcover Year 2007 Subtitle Improve Sales Effectiveness by Helping Customers Buy Illustrations Illustrations Residence AZ, US Birth 1949 Edition 1st DOI 10.1604/9780470068342 UK Release Date 2007-04-17 AU Release Date 2007-04-17 NZ Release Date 2007-04-17 US Release Date 2007-04-17 Pages 272 Publisher John Wiley & Sons Inc Publication Date 2007-04-17 Imprint John Wiley & Sons Inc Place of Publication New York Country of Publication United States DEWEY 658.81 Audience Professional & Vocational We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:14736686;

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