Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy

3,58 valoración promedio
( 38 valoraciones por Goodreads )
 
9780071441889: Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy

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 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 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

"Sinopsis" puede pertenecer a otra edición de este libro.

From the Back Cover:

"Even after thirty-five years in this business, I found Think Like Your Customer to be loaded with powerful and proven advice, which I began putting to use immediately. This is a very practical guide to better understanding how your customers think."
--Bill Zeitler, senior vice president and group executive, Systems and Technology Group, IBM Corporation

"Page after page, Stinnett manages to connect with your intuition, making you feel like his ideas are your own. The result is enlightening, compelling, and powerfully motivating. You'll want to stand up and go sell something right away!"
--Luc Wathieu, associate professor, Harvard Business School

"Think Like Your Customer offers a wealth of practical solutions for sales executives to develop more profitable relationships with customers. In this climate, where customer relationships mean everything, this book is a must read."
--Melinda Ligos, editor in chief, Sales & Marketing Management magazine

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

About the Author:

Bill Stinnett is the president of Sales Excellence, Inc. and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express.

"Sobre este título" puede pertenecer a otra edición de este libro.

Los mejores resultados en AbeBooks

1.

Stinnett, Bill
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Cantidad: > 20
Librería
Pbshop
(Wood Dale, IL, Estados Unidos de America)
Valoración
[?]

Descripción 2004. PAP. Estado de conservación: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería IB-9780071441889

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 9,95
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,40
A Estados Unidos de America
Destinos, gastos y plazos de envío

2.

Stinnett, Bill
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Paperback Cantidad: > 20
Librería
BargainBookStores
(Grand Rapids, MI, Estados Unidos de America)
Valoración
[?]

Descripción Paperback. Estado de conservación: New. Nº de ref. de la librería 1061223

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 10,73
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,40
A Estados Unidos de America
Destinos, gastos y plazos de envío

3.

Bill Stinnett
Editorial: McGraw-Hill Education - Europe, United States (2004)
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Paperback Cantidad: 10
Librería
The Book Depository US
(London, Reino Unido)
Valoración
[?]

Descripción McGraw-Hill Education - Europe, United States, 2004. Paperback. Estado de conservación: New. New.. Language: English . Brand New Book. This title shows 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 . 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. Nº de ref. de la librería AAC9780071441889

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 14,24
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a Estados Unidos de America
Destinos, gastos y plazos de envío

4.

Bill Stinnett
Editorial: McGraw-Hill Education - Europe, United States (2004)
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Paperback Cantidad: 10
Librería
The Book Depository
(London, Reino Unido)
Valoración
[?]

Descripción McGraw-Hill Education - Europe, United States, 2004. Paperback. Estado de conservación: New. New.. Language: English . Brand New Book. This title shows 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 . 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. Nº de ref. de la librería AAC9780071441889

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 14,49
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
De Reino Unido a Estados Unidos de America
Destinos, gastos y plazos de envío

5.

Understanding How and Why Your Customers Buy by Bi
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Cantidad: 1
Librería
Castle Rock
(Pittsford, NY, Estados Unidos de America)
Valoración
[?]

Descripción Estado de conservación: Brand New. Book Condition: Brand New. Nº de ref. de la librería 97800714418891.0

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 11,48
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,40
A Estados Unidos de America
Destinos, gastos y plazos de envío

6.

Stinnett, Bill
Editorial: McGraw-Hill Education (2004)
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Paperback Cantidad: 10
Librería
Murray Media
(North Miami Beach, FL, Estados Unidos de America)
Valoración
[?]

Descripción McGraw-Hill Education, 2004. Paperback. Estado de conservación: New. Nº de ref. de la librería 0071441883

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 12,84
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 2,55
A Estados Unidos de America
Destinos, gastos y plazos de envío

7.

Stinnett, Bill
Editorial: McGraw-Hill Education
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos PAPERBACK Cantidad: 3
Librería
Lakeside Books
(Benton Harbor, MI, Estados Unidos de America)
Valoración
[?]

Descripción McGraw-Hill Education. PAPERBACK. Estado de conservación: New. 0071441883 BRAND NEW, GIFT QUALITY! NOT OVERSTOCKS OR MARKED UP REMAINDERS! DIRECT FROM THE PUBLISHER!|0.87. Nº de ref. de la librería OTF-S-9780071441889

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 12,38
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,40
A Estados Unidos de America
Destinos, gastos y plazos de envío

8.

Stinnett, Bill
Editorial: McGraw-Hill Education
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos PAPERBACK Cantidad: 1
Librería
Booklot COM LLC
(Philadelphia, PA, Estados Unidos de America)
Valoración
[?]

Descripción McGraw-Hill Education. PAPERBACK. Estado de conservación: New. 0071441883. Nº de ref. de la librería Z0071441883ZN

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 15,87
Convertir moneda

Añadir al carrito

Gastos de envío: GRATIS
A Estados Unidos de America
Destinos, gastos y plazos de envío

9.

Bill Stinnett
Editorial: McGraw-Hill
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Paperback Cantidad: 20
Librería
BuySomeBooks
(Las Vegas, NV, Estados Unidos de America)
Valoración
[?]

Descripción McGraw-Hill. Paperback. Estado de conservación: New. Paperback. 288 pages. Dimensions: 8.9in. x 5.9in. x 0.9in.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 dont 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 companys 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 This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Nº de ref. de la librería 9780071441889

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 13,73
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,37
A Estados Unidos de America
Destinos, gastos y plazos de envío
Edición internacional
Edición internacional

10.

Bill Stinnett
ISBN 10: 0071441883 ISBN 13: 9780071441889
Nuevos Softcover Primera edición Cantidad: > 20
Edición internacional
Librería
LowPriceBookDeals
(Wilmington, DE, Estados Unidos de America)
Valoración
[?]

Descripción Softcover. Estado de conservación: New. 1st edition. Brand NEW, Paperback International Edition. Black & White or color, Cover and ISBN may be different but similar contents as US editions. Standard delivery takes 3-6 business days by USPS/UPS/Fedex with tracking number. Choose expedited shipping for superfast delivery 2-4 business days. We do not ship to PO Box addresses. International Edition Textbooks may bear a label Not for sale in the U.S. or Canada etc. printed only to discourage U.S. students from obtaining an affordable copy. Legal to use despite any disclaimer on cover as per US court. No access code or CD included unless specified. In some instances, the international textbooks may have different exercises at the end of the chapters. Printed in English. 100% Customer satisfaction guaranteed! Please feel free to contact us for any queries. Nº de ref. de la librería LBDUS646259

Más información sobre esta librería | Hacer una pregunta a la librería

Comprar nuevo
EUR 14,05
Convertir moneda

Añadir al carrito

Gastos de envío: EUR 3,15
A Estados Unidos de America
Destinos, gastos y plazos de envío

Existen otras copia(s) de este libro

Ver todos los resultados de su búsqueda