Put the Win Back in Your Sales: The Key to Sales Mastery: Understanding How and Why People Buy - encadernada, livro de bolso

The sales winds have shifted for good. Globalization, economic conditions, changing demographics, increased competition and a host of other factors have all contributed to the volatility of todays marketplace. Yet there remains one constant in every market a human being is making a decision whether or not to buy from you. This book presents a sales approach that is based on scientific research into human perceptions, motivation and behavior. Understanding how and why people buy will provide you with the framework necessary to transform your sales activities into a collaborative process with the prospect. The entire dynamic of the seller-buyer interaction will change. Defensive prospects, verbal fencing and all of the other games that get played during typical buyer-seller exchanges will be eliminated. You will find yourself having meaningful conversations with your prospects that will allow you to quickly and accurately determine if and how you can provide solutions to your customers needs. And most importantly, you will learn to do this by blending it with your natural style and personality. In Put the WIN Back in Your SALES, master sales trainer Dan Kreutzer will reveal, utilizing science-based decision models and real-world sales case studies, the way to deep and long-lasting relationships with your customers by: increasing your understanding of whats important to them, providing them with what they really want, increasing your credibility with them, developing trust and changing their perception of you from a vendor to a valuable resource.