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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Table of Contents

Contents

Acknowledgments, vii

Introduction: What This Book Will Do for You, 1

Chapter 1. Looking for Solutions, 5

Chapter 2. Identifying the Behaviors We Hate from Customers, 9

Chapter 3. Recognizing the Four Basic Buying Styles, 15

Chapter 4. Selling to Your Boss, 35

Chapter 5. Identifying the Buying Styles of Others, 61

Chapter 6. Comparing Selling Styles and Buying Styles, 79

Chapter 7. Tailoring Your Sales Approach to

Your Customer’s Buying Style, 93

Chapter 8. Recognizing Style Clashes, 109

Chapter 9. Planning Your Next Steps, 121

Chapter 10. One Year Later, 131

Afterword, 135

Appendix: Style Summary, 137

Bibliography, 147

About the Authors, 149

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