Getting into Your Customer Head The 8 Roles of CustomerFocused Selling (Audible Audio Edition) Kevin Davis Greenleaf Book Group Books
Download As PDF : Getting into Your Customer Head The 8 Roles of CustomerFocused Selling (Audible Audio Edition) Kevin Davis Greenleaf Book Group Books
An audiobook companion to the Slow Down, Sell Faster! sales training program
Is your sales process in sync with today's decision makers?
For years the focus in sales organizations has been on the selling process. No surprise, therefore, that the single biggest mistake that salespeople make is getting ahead of the buyer. They're ready for a close when the customer isn't even clear about their needs or options. Which leads to - a lost sale!
But tomorrow's sales winners will be those who master today's psychology of buying. Getting into Your Customer's Head The 8 Roles of Customer-Focused Selling shows salespeople how to approach selling from the buyer's perspective.
Kevin F. Davis has identified eight distinct steps that today's more demanding customers go through when making a decision - the "Buy-Learning Process". He matches buy-learning with eight "Roles of Selling" that enable salespeople to get closer to prospects and customers in ways far superior to the competition. The result more sales and more repeat business with long-term "client advocates" who'll bring even more business to you.
You'll discover how to master the politics of the complex sale, how to sequence questions in a new and powerful way that eliminates price objections, how to penetrate and grow your key accounts, and how to take the mystery out of why customers don't buy.
Getting into Your Customer Head The 8 Roles of CustomerFocused Selling (Audible Audio Edition) Kevin Davis Greenleaf Book Group Books
This book was first published in the 1990's I think ... I can remember when I first read it thinking that it was like "SPIN Selling" on steroids. I have since picked up several copies over the years ... primarily because once I pass it along to someone else to read, they too, are impressed with the concepts discussed in this book and give it to someone else to read --- and I never seem to get my copy returned back to me!I end up reading this book about once a year or so, and every time I read it I learn something else to apply in a sales situation.
I highly recommend this book ... even though the book was published so many years ago. Should be one of the "standard reads" in the sales industry.
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Getting into Your Customer Head The 8 Roles of CustomerFocused Selling (Audible Audio Edition) Kevin Davis Greenleaf Book Group Books Reviews
Everybody TALKS about "Putting the customer FIRST", but Getting into Your Customers Head is a blueprint to do it best.
Kevin Davis' work is strictly for those who truly strive to attain the level of "Solution Provider" and Business confidant; the highly regarded "Go To" person to whom customers are comfortable in divulging all the intimate details.
"Getting into your Customers Head" eliminates the "Commission Breathe" that all prospects and customers smell a mile away, and turns them off from the moment you open your mouth.
Forget the rest. "Gettting into your customers head" is SPIN Selling, Strategic Selling, Consultive Selling, Visionary Selling and Solution Selling all rolled into one.
It's a methodology to operate at the highest level of sales productivity. Better yet, it's easy to read, easy to learn, and easy to use.
BUY IT, absorb it, "walk it", "talk it" and "OWN IT", and you'll generate more business than your company can handle.
Getting Into Your Customer's Head stands out from other
sales books because it offers one of the best systems
we've seen for identifying potential customers, acting as
an advisor during the buying process, and making sure
customers remain happy after the sale. And the system
couldn't be more ethical, because salespeople using it
never need to push anyone into buying.
We look at 1,500 business books each year; Getting into Your Customer's
Head is one of the best.
After 20 years leading sales organizations, both large and small, I thought there was very little new that I could learn about selling. And I was right! What I had been missing until I came across "Getting Into Your Customer's Head" was understanding how customers buy. "Getting Into Your Customer's Head" provides sales representatives with the ability to act like a consultant who is working in the best interest of his/her customers. A tremendous book which can help the entry level sales rep all the way up to the President of the company.
Outdated for today's market. -/
Relates to market trends in the past.
this is a great book on sales, but also on understanding human behaviour.
great
Davis wrote this classic over a decade ago - - - practical and immediately applicable, years ahead of it's time. Forget selling, this unique approach teaches you to serve as a sherpa for your potential Buyer, guiding them through the logical steps of the buying process. A unique, customer centric approach to selling. Turns the thinking of other "sales" books on its head; this book is about helping people buy!
The chapter on the internet is dated as would be expected from a book written in the mid 1990's. Otherwise the crisis message is more timely than ever.
Most useful are the selling roles (Student, Doctor, Architect, Coach, etc.) which Kevin has developed in order to help the reader and sales teams to "anchor" the detailed techniques outlined for each step of the Buy-Learning process. Packed with many diverse examples, this book is practical and down to earth for anyone who sells B2B products or services which require an explanation.
I have read and studied over a dozen other books on selling the last year, including Rackham's work, Miller-Heiman's work, Sandler, Solution Selling, Power Base Selling, ROI Selling and Stinnet's work. For the time invested, Getting Into Your Customer's Head is the richest read and easiest to apply. Since using Kevin's approach, the sales performance of our team as well our client satisfaction have created new levels of wealth for our clients and salespeople. Get the audio CD and keep it in your car; it minimizes the chances of getting stuck and frustrated in traffic.
Any company with a top line growth initiative would benefit from a thorough review of this book. Our firm sure has!
This book was first published in the 1990's I think ... I can remember when I first read it thinking that it was like "SPIN Selling" on steroids. I have since picked up several copies over the years ... primarily because once I pass it along to someone else to read, they too, are impressed with the concepts discussed in this book and give it to someone else to read --- and I never seem to get my copy returned back to me!
I end up reading this book about once a year or so, and every time I read it I learn something else to apply in a sales situation.
I highly recommend this book ... even though the book was published so many years ago. Should be one of the "standard reads" in the sales industry.
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