Description
Book SynopsisPraise for stop acting like a seller and Start Thinking Like a Buyer Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that ''words matter.'' If you want to set yourself apart from others, whether you''re selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer.
Theresa Martinez, Brand Director, Roche Laboratories
This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you''re selling. Jerry has successfully articulated a powerful and unique formula for sales greatness.
Duggar Baucom, head basketball coach, Virginia Military Institute
This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think diff
Table of Contents
Acknowledgments vii
Section I Start with the Right Mind-set
Chapter 1 If People Love to Buy, We Should Help Them Buy 3
Chapter 2 Eight Laws of Sales Intent 23
Chapter 3 Build Your Knowledge, Messaging, and Relationships 47
Section II Use a Tested, Effective Sales Process
Chapter 4 Develop Interest so Customers Will Hear You 73
Chapter 5 Engage Customers in Meaningful Dialogue 95
Chapter 6 Learn the Situation, Problem, or Challenge 123
Chapter 7 Tell Your Story 149
Chapter 8 Ask for a Commitment 169
Section III Implement the Process for Personal Prosperity
Chapter 9 How to Build Positive, Productive Business Relationships 195
Chapter 10 Your Business Development Drives Your Future 233
Notes 247
Index 249
