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Think like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing how and why Your Customers Buy (Paperback)
by Bill Stinnett
| Category:
Sales, Customer service |
| Market price: ¥ 198.00
MSL price:
¥ 168.00
[ Shop incentives ]
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
Sales professionals looking for an edge over competition can hugely benefit from understanding and applying the paradigm of Thinking like Your Customers. |
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Author: Bill Stinnett
Publisher: McGraw Hill
Pub. in:
ISBN: 0071441883
Pages: 288
Measurements: 9.1 x 6.1 x 0.8 inches
Origin of product: USA
Order code: BA00132
Other information:
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- MSL Picks -
Whether you are rookie sales person trying to get ahead, or a veteran sales person looking for some fresh ideas on how to grow your business, this is the book for you. Bill Stinnett has really raised the bar on sales books in my opinion and provides easy to understand strategies and techniques for becoming a valuable partner with your customers.
Think Like Your Customer gives easy to understand processes and strategies for outselling your competition and becoming an invaluable asset to your customers. Unlike most books which share only cute strategies on getting a customer to say “yes,” Think Like Your Customer spells out specific strategies on developing value and goodwill towards your prospects and customers. Each transaction must be mutually beneficial for both the customer and your company and often times many sales people forget this. Bill points out the extreme long-term value of developing this kind of approach and ultimately this kind of relationship with the customer and how it pays off in real dollar opportunity for you and your company. I would highly recommend this book to anyone that is looking for that edge over competition and wants to truly develop a long lasting relationship with their customers. It is a book that is jam packed full of excellent information that will have the mind racing and your heart pounding to get out there and get to work. It is a book that I know I will be returning to over and over again for both inspiration and motivation.
(From quoting Steve Harper, USA)
Target readers:
Anyone in sales and communications profession.
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From Publisher
How to capture customers by learning to think the way they do?
The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business."
In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to do what the most successful fishermen and hunters do - think like their prey.
Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.
In addition, you receive:
- Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader.
- Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers.
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David Scott (MSL quote), USA
<2006-12-27 00:00>
As a sales and marketing executive with 20 years experience selling high-end products and services to Fortune 500 customers all over the world, I thought I already knew how customers think. How wrong I was. Bill Stinnett's terrific Think Like Your Customer is chock full of practical and easy-to-use techniques to connect with prospects and to sell effectively. The book provided tons of ideas I had never even considered. What an eye-opener! This isn't gobbledygook from some sheltered MBA professor.
Bill presents his essential advice based on decades of practical experience as a highly successful sales rep as well as a consultant and speaker to the world's greatest sales teams. I was particularly drawn to the hundreds of personal anecdotes and stories Bill tells about winning (and losing too) that help to illustrate the points in the book. The book reads like the sales VP you admire most in the world taking you to lunch every day for a month and spilling all his secrets and stories! This is a book you will turn to again and again. In fact, maybe you should buy three copies: one for the office, one for the briefcase, and one for home. |
Michael McGrath (MSL quote), USA
<2006-12-27 00:00>
Mr. Stinnett offers a revolutionary new approach to sales. This book offers many practical ideas and concepts that breathe new life into the sales process and help you better understand the issues that ultimately drive the customers decision making process. A must read for any serious sales professional. |
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