Buying Styles

Simple Lessons in Selling the Way Your Customers Buys

 Buying Styles

Authors: Michael Wilkinson, Richard Smith, Tierah Chorba, Lynn Sokler
Pub Date: July 2009
Print Edition: $15.95
Print ISBN: 9780814436523
Page Count: 158
Format: Paper or Softback
e-Book ISBN: 9780814415283

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Overview

If every customer has a different way of buying, why do so many salespeople approach them all the same way?

Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual “buying styles”...and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a “learning adventure,” Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale...and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to:

recognize the four key buying styles

• understand what to do (and not to do) when selling to customers exhibiting each

• quickly spot the tell-tale signs that they are using the wrong approach

• gain the confidence of prospects

• improve their relationships with existing clients

• develop a strategy for approaching new prospects

• increase their chances of closing each and every sale

This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.

About the Authors

Michael Wilkinson (Atlanta, GA) is the CEO of Leadership Strategies—The Facilitation Company, a strategic consulting and training firm. He is the author of The Secrets of Facilitation and The Secrets to Masterful Meetings, as well as being a much sought-after speaker, trainer, and facilitator.

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