Buying styles [electronic resource] : simple lessons in selling the way your customer buys
Presents a fictional situation in which a salesperson has just lost a major sale... and decides to find out why. This book contains tips, checklists, and on-the-go references, that unveils insights for successfully selling to anyone.
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| Format: | Book |
| Language: | English |
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New York :
American Management Association ,
c2009
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| Online Access: | NetLibrary |
Table of Contents:
- 1. Looking for solutions
- 2. Identifying the behaviors we hate from customers
- 3. Recognizing the four basic buying styles
- 4. Selling to your boss
- 5. Identifying the buying styles of others
- 6. Comparing selling styles and buying styles
- 7. Tailoring your sales approach to your customer's buying style
- 8. Recognizing style clashes
- 9. Planning your next steps
- 10. One year later