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

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9780071441889: Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy
From the Publisher:

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.

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

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

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Stinnett, Bill
Editorial: McGraw-Hill Education 2004-10-29 (2004)
ISBN 10: 0071441883 ISBN 13: 9780071441889
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Descripción McGraw-Hill Education - Europe, United States, 2004. Paperback. Estado de conservación: New. New.. 226 x 150 mm. Language: English . Brand New Book ***** Print on Demand *****.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 APC9780071441889

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Descripción McGraw-Hill, 2004. Estado de conservación: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: 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. Nº de ref. de la librería ABE_book_new_0071441883

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Descripción McGraw-Hill Education - Europe, United States, 2004. Paperback. Estado de conservación: New. New.. 226 x 150 mm. Language: English . Brand New Book ***** Print on Demand *****. 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 APC9780071441889

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