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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“Throughout my career as a sales trainer, I have been teaching sellers to be ‘buying facilitators.’ Buying Styles can help salespeople gain emotional trust with their buyers.” — Mike Bosworth, author, Solution Selling, coauthor, Customer-Centric Selling

What if you could make just a few small, simple adjustments to your selling style and instantly close 10 to 20 percent more sales?

Buying Styles unlocks a fundamental truth about selling and buying: Just as people are different, they respond to sales approaches in very different ways. The good news is that there are just four main buying styles, and when you can recognize which one best defines your customer, then tailor your message to appeal to that style, your success rate will radically improve.

Written as a set of engaging, eye-opening conversations and packaged in short, easy-to-read chapters, Buying Styles gives you the tools for accu­rately sizing up your clients’ buying preferences and altering your selling approaches to match their styles. You’ll find:

● Strategies for recognizing the four main buying styles

● Insights into why salespeople find some styles easy to sell to while others are difficult and frustrating

● Tips on what to do—and what not to do—when selling to each style

● Classic mistakes salespeople make in selling to different styles

● Telltale signs that you are using the wrong approach, and much more

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