Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers BuyISBN: 978-0-470-06834-2
Hardcover
272 pages
March 2007
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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Acknowledgments vii
Section I Start With the Right Mind-Set
Chapter 1 If People Love to Buy, We Should Help Them Buy 3
Chapter 2 Eight Laws of Sales Intent 23
Chapter 3 Build Your Knowledge, Messaging, and Relationships 47
Section II Use a Tested, Effective Sales Process
Chapter 4 Develop Interest So Customers Will Hear You 73
Chapter 5 Engage Customers In Meaningful Dialogue 95
Chapter 6 Learn the Situation, Problem, Or Challenge 123
Chapter 7 Tell Your Story 149
Chapter 8 Ask for a Commitment 169
Section III Implement the Process For Personal Prosperity
Chapter 9 How to Build Positive, Productive Business Relationships 195
Chapter 10 Your Business Development Drives Your Future 233
Notes 247
Index 249
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