ISBN 9780070600027,Think Like Your Customer : A Winning Strategy To Maximize Sales By Understanding And Influencing How And Why Your Customers Buy

Think Like Your Customer : A Winning Strategy To Maximize Sales By Understanding And Influencing How And Why Your Customers Buy

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ISBN 9780070600027
Publisher

Tata McGraw - Hill Education

Publication Year 2005
ISBN-13

ISBN 9780070600027

ISBN-10 0070600023
Binding

Paperback

Number of Pages 288 Pages
Language (English)
Subject

Business

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 learn to think about the things executives and business owners think about and understand how they make complex buying decisions. 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 Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships. This book arms you with the strategies and tools you need to: Identify your customer's most important business goals and objectives Tie your product and services solutions to the achievement of your client's goals Understand how executives think and how they make buying decisions Maximize profitability and accelerate your customer's buying process
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