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Think Like Your Customer

A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy

By Bill Stinnett

(7)

| Paperback | 9780071441889

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Book Description

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 yea Continue

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.

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  • 1 person finds this helpful

    telling you why and how buyer buys particularly in the IT business. worth reading for selling professionals.

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    SuperSellCoaching said on Jun 29, 2007 | Add your feedback

Book Details

  • Rating:
    (7)
    • 4 stars
  • English Books
  • Paperback 288 Pages
  • ISBN-10: 0071441883
  • ISBN-13: 9780071441889
  • Publisher: McGraw-Hill Education - Europe
  • Publish date: 2004-11-01
  • Dimensions: 110 mm x 1,386 mm x 1,438 mm
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