In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships. This book arms you with the strategies and tools you need to: Identify your customer’s most important business goals and objectives Tie your product and services solutions to the achievement of your client’s goals Understand how executives think and how they make buying decisions Maximize profitability and accelerate your customer’s buying process. | This document was created by an unregistered ChmMagic please go to http to register it. Thanks. Team LiB .Think Like Your Customer A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy by Bill Stinnett ISBN 0071441883 McGraw-Hill 2005 261 pages In this text Fortune 500 consultant offers sales and marketing professionals a powerful framework for understanding the inner workings of a business and using that information to develop a strategy for influencing how and why the customer buys. Table of Contents Think Like Your Customer A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy Introduction Part I - Why Customers Buy Chapter 1 -What Customers Think About Chapter 2 - What Customers Really Want Chapter 3 - How Customers Perceive Value and Risk Chapter 4 - The Cause and Effect of Business Value Chapter 5 - The Value of Customer Relationships Part II - How Customers Buy Chapter 6 - The Sales Process Redefined Chapter 7 - Anatomy of a Buying Decision Chapter 8 - Reverse-Engineering the Buying Process Chapter 9 - Elevating the Buying Process Chapter 10 - Accelerating the Buying Process Notes Index List of Figures Team LiB NEXT k This document was created by an unregistered ChmMagic please go to http to register it. Thanks. PREVIOUS NEXT k Team LiB Back Cover In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring highly profitable customer relationships. This book arms you with the strategies and tools you need to Identify your customer s most important business goals and objectives Tie your product and services solutions to the achievement of your client s goals Understand how executives think and how they make buying decisions Maximize profitability and accelerate your customer s buying process About the Author
