Title: Buying styles
Subtitle: simple lessons for selling the way your customer buys
First published: 2009
Description: 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. Readers are then brought along on an interactive lesson that shows them how to:recognize the four key buying stylesunderstand what to do (and not to do) when selling to customers exhibiting eachquickly spot the tell-tale signs that they are using the wrong approachgain the confidence of prospectsimprove their relationships with existing clientsdevelop a strategy for approaching new prospectsincrease their chances of closing each and every saleThis quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.
Subjects: Selling, Consumer satisfaction, Consumers' preferences, Business, Nonfiction
LC classification: HF5438.25 .W2983 2009