Product Description

Selling can be a science as well as an art, and offering the right product at the right price is only the starting point. The authors explore the thought processes potential buyers go through every time they consider making a purchase. This guide offers a systematic approach to understanding customers' motivations and tailoring the entire sales strategy to fit the customers' buying path. By teaching salespeople how to recognize different buying profiles, this book offers strategies and tactics to break out of non-productive patterns, forge new relationships, and turn promising prospects into repeat customers.

Product Details

• Amazon Sales Rank: #123324 in Books
• Published on: 1999-12-17
• Original language: English
• Number of items: 1
• Binding: Paperback
• 208 pages

Customer Reviews

It's a no-brainer read for anyone involved in selling.
This book simplifies the entire selling process. If you pick up the book at any store and just glance through it and then feel compelled to buy it, then you have already been sold on the the theories outined for successful selling in the book. The methodology described has already worked on you!

This book is not your run of the mill "How to be a successful salesperson" literature. It's easy to read, funny at times, and very enlightening. Whether you are trying to get your business off the ground or are already a accomplished salesperson, this book is for you.

Excellent book on buying motivations
This is a fantastic book about buying motivations and I have already made my money back (70 times over) on the knowledge contained inside. The style is easy to digest and the ideas although seemingly simple are very powerful. If you are looking to increase your sales or effectiveness of your advertising this is definitely worth the time it takes to read.

Money well spent
Although the title is more an eye catcher than applicable to the content, the book gives a very good understanding of the different persons you may face during your sales presentation and how you should react to them in order to maximize the effect. Real life examples and a good construction makes this book fun to read. Money well spent.