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Buying Styles : Simple Lessons in Selling the Way Your Customers Buys
by Michael Wilkinson and Richard Smith and Tierah Chorba




Overview -

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 styles
  • understand what to do (and not to do) when selling to customers exhibiting each
  • quickly spot the tell-tale signs that they are using the wrong approach
  • gain the confidence of prospects
  • improve their relationships with existing clients
  • develop a strategy for approaching new prospects
  • increase their chances of closing each and every sale

    This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.

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    More About Buying Styles by Michael Wilkinson; Richard Smith; Tierah Chorba

     
     
     

    Overview

    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 styles
  • understand what to do (and not to do) when selling to customers exhibiting each
  • quickly spot the tell-tale signs that they are using the wrong approach
  • gain the confidence of prospects
  • improve their relationships with existing clients
  • develop a strategy for approaching new prospects
  • increase their chances of closing each and every sale

    This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.


    This item is Non-Returnable.

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    Details

    • ISBN: 9780814415283
    • Publisher: AMACOM
    • Date: Aug 2009
     

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