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catalog abstract "Most people know selling is much more difficult than it was just a few years ago. But do you know what you can do to grow your sales in today's tougher market? Getting Into Your Customer's Head provides the answer. This book will help you anticipate buyers' thoughts and feelings so you can stay in step with them - which is one giant step ahead of your competition. Getting Into Your Customer's Head will help you increase sales by matching new selling techniques to today's tougher buying behavior. Kevin Davis presents eight unique selling roles and a clear plan of action needed for each step of the sale. The student, doctor, architect, coach, therapist, negotiator, teacher, and farmer roles all have specific techniques for moving you and your customer smoothly through the buying process. For example, the student role shows you how change affects your customers and how you can use this knowledge to open closed doors. The doctor diagnoses "little problems" and uncovers "big needs." The architect designs customer-focused solutions that lock out competition. Kevin's advice will sharpen your competitive selling skills. Techniques such as finding the "power broker" (the real decision maker) in a complex sale provide valuable tools for selling smart and winning the sale. Getting Into Your Customer's Head teaches you how you can prevent customers from defecting to the competition with new techniques that build customer loyalty. And the "No Tricks" method of negotiating shows you how to win profitable agreements without cutting price.".
catalog contributor b10235840.
catalog created "c1996.".
catalog date "1996".
catalog date "c1996.".
catalog dateCopyrighted "c1996.".
catalog description "Foreword / Ken Blanchard -- 1. Clash! Today's New Buyer Confronts the Traditional Sales Approach -- 2. The Buying Process: Getting Into Your Customer's Head -- 3. Sales Role #1: The Student: Study Change and Approach Your Prospect -- 4. Sales Role #2: The Doctor: Diagnose "Little Problems" and Uncover BIG Needs -- 5. Sales Role #3: The Architect: Design Customer-Focused Solutions That Lock Out Your Competition -- 6. Sales Role #4: The Coach: Defeat Your Competition Without Slashing Price -- 7. Sales Role #5: The Therapist: Understand and Resolve Your Buyers' Fears -- 8. Sales Role #6: The Negotiator: Discuss to Reach Mutual Commitment -- 9. Sales Role #7: The Teacher: Teach Your Customer How to Achieve Maximum Value -- 10. Sales Role #8: The Farmer: Nourish Satisfaction and Grow the Account -- 11. Winning the Complex Sale: The Politics of Selling to Multiple Decision Makers -- Appendix: Sample Sales Proposal.".
catalog description "Includes bibliographical references (p. 288-292) and index.".
catalog description "Most people know selling is much more difficult than it was just a few years ago. But do you know what you can do to grow your sales in today's tougher market? Getting Into Your Customer's Head provides the answer. This book will help you anticipate buyers' thoughts and feelings so you can stay in step with them - which is one giant step ahead of your competition. Getting Into Your Customer's Head will help you increase sales by matching new selling techniques to today's tougher buying behavior. Kevin Davis presents eight unique selling roles and a clear plan of action needed for each step of the sale. The student, doctor, architect, coach, therapist, negotiator, teacher, and farmer roles all have specific techniques for moving you and your customer smoothly through the buying process. For example, the student role shows you how change affects your customers and how you can use this knowledge to open closed doors. The doctor diagnoses "little problems" and uncovers "big needs." The architect designs customer-focused solutions that lock out competition. Kevin's advice will sharpen your competitive selling skills. Techniques such as finding the "power broker" (the real decision maker) in a complex sale provide valuable tools for selling smart and winning the sale. Getting Into Your Customer's Head teaches you how you can prevent customers from defecting to the competition with new techniques that build customer loyalty. And the "No Tricks" method of negotiating shows you how to win profitable agreements without cutting price.".
catalog description "Soundview Best Book List".
catalog extent "xii, 308 p. :".
catalog hasFormat "Getting into your customer's head.".
catalog identifier "0812926285 (alk. paper)".
catalog isFormatOf "Getting into your customer's head.".
catalog issued "1996".
catalog issued "c1996.".
catalog language "eng".
catalog publisher "New York : Times Business,".
catalog relation "Getting into your customer's head.".
catalog subject "658.85 20".
catalog subject "Consumer behavior.".
catalog subject "HF5438.25 .D38 1996".
catalog subject "Selling.".
catalog tableOfContents "Foreword / Ken Blanchard -- 1. Clash! Today's New Buyer Confronts the Traditional Sales Approach -- 2. The Buying Process: Getting Into Your Customer's Head -- 3. Sales Role #1: The Student: Study Change and Approach Your Prospect -- 4. Sales Role #2: The Doctor: Diagnose "Little Problems" and Uncover BIG Needs -- 5. Sales Role #3: The Architect: Design Customer-Focused Solutions That Lock Out Your Competition -- 6. Sales Role #4: The Coach: Defeat Your Competition Without Slashing Price -- 7. Sales Role #5: The Therapist: Understand and Resolve Your Buyers' Fears -- 8. Sales Role #6: The Negotiator: Discuss to Reach Mutual Commitment -- 9. Sales Role #7: The Teacher: Teach Your Customer How to Achieve Maximum Value -- 10. Sales Role #8: The Farmer: Nourish Satisfaction and Grow the Account -- 11. Winning the Complex Sale: The Politics of Selling to Multiple Decision Makers -- Appendix: Sample Sales Proposal.".
catalog title "Getting into your customer's head : 8 secret roles of selling your competitors don't know / Kevin Davis.".
catalog type "text".