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Author: Michael WILKINSON
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814415288
Category : Business & Economics
Languages : en
Pages : 160
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Book Description
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.
Author: Michael WILKINSON
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814415288
Category : Business & Economics
Languages : en
Pages : 160
Get Book Here
Book Description
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.
Author: Marie-Louise Jacobsen
Publisher: John Wiley & Sons
ISBN: 1118178696
Category : Business & Economics
Languages : en
Pages : 425
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Book Description
Buying for retail is a demanding and challenging job that requires a creative flair, a strong awareness of fashion trends, life trends as well as good interpersonal and team working skills. Buyers and merchandisers have to ensure that the right merchandise is being sent to the right stores, at the right time, in the right quantities. This takes a blend of forward planning and rapid response to consumer demands. In combination with the other areas of the business, success comes from maximizing profit, which is achieved through anticipating customer needs and responding rapidly to immediate issues. It involves complex data analysis, liaison with the stores operation teams and balancing store stock levels. To succeed as a professional buyer, you will need strong analytical and numerical skills, an interest and understanding of consumer demands and strong commercial awareness. You also need to have an ability to understand and prioritize issues quickly and efficiently. Progression into the Merchandising function also involves the ability to manage change. The better equipped you are in your buying function the better you will be able to adapt to these changes. The best change of all is to graduate from a good buyer to an outstanding one! To handle the complexity of data and to enable you to contribute effectively in the critical role of a buyer, you need the right skill-sets and a right mind-set. Both of which can be learned in The Art of Retail Buying. This easy to read guide is written in a concise & pictorial style with colorful images that enables you to follow step-by-step each function of a buyer. The Art of Retail Buying will inspire you, motivate you and encourage you towards merchandising excellence!
Author: Greg Ferrett
Publisher: Exceptional Sales Performance
ISBN: 9780987372901
Category : Selling
Languages : en
Pages : 106
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Book Description
Selling to the Seven Emotional Buying Styles Sales people have learned hundreds of tricks to help people make a decision and close the sale, most of which today's buyers have learned and are now immune to. The big problem sales people face is " "How do you sell when buying is now such a logical process?"" Recent breakthrough scientific studies have revealed logic plays only a small role in the decision making process and in most cases logic is used simply to justify an emotional decision. In "Selling to the Seven Emotional Buying Styles" you will discover how and why emotion is such an important part in decision making and we reveal a much simpler way to close a sale. You will learn how to drive emotion in a way buyers will not be aware of. Emotion, as it is a chemical reaction in the brain, once triggered can not be turned off. Buyers will sometimes wonder why they made a decision when they know the logical choice was something else. This is a very practical book designed to give you everyday tools to take advantage of this breakthrough in understanding of how people make decisions. You will meet and identify the seven emotional styles. The Hustler The Artist The Normal The Engineer The Politician The Double Checker The Mover Every person from the CEO to receptionist makes decisions based on emotion. You will be given a simple tool to identify each style using outward signs such as clothing, language, stance and office decor. You will learn techniques to drive emotion through the use of green and red emotional buttons. This book provides a summary of the scientific evidence showing why the old idea of a person being a logical being, when faced with a decision, is wrong. Whether you or your client is aware of it, emotion drives every decision. Emotional Intelligence is today's buzz word driving the way people learn. In the same way emotion is also the way every buyer you meet will make a decision, and each buyer will make a decision based on their emotional makeup. Every person you meet and want to influence will have a mixture of the seven emotional styles and understanding them is your key to future sales. If you are looking to influence a decision or close a sale this book gives you the strategies to work with each emotional style. If you want to establish rapport this book helps you by giving you ideas for conversation starters, what to talk about and questions to ask of each emotional style so you will know what is really going on in their mind and, importantly, the chemistry in their brain driving emotion. "Most importantly it provides you with real tools so you can use emotion to close that important sale" This book takes real life sales examples from my 30 years experience in sales and sales management to demonstrate the power emotion brings in closing the sale. I have provided examples of loosing campaigns where we have turned them around into winning sales in seconds just by recognising and addressing emotional needs. You will instantly recognise the emotional styles in your colleagues and your clients and understand why they behave in certain ways. This book includes worksheets, a test for you're your own emotional style and ideas to use in your sales meetings. This is one book you will refer to time and again to help you plan sales calls and closing sales Make every sales call pay by selling to emotional needs
Author: John Allen Murphy
Publisher:
ISBN:
Category : Purchasing
Languages : en
Pages : 364
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Book Description
Author:
Publisher:
ISBN:
Category : Shoe industry
Languages : en
Pages : 852
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Author:
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Category : Cotton
Languages : en
Pages : 816
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Book Description
Author: Lawrence Dworin
Publisher: Craftsman Book Company
ISBN: 9780934041577
Category : Business & Economics
Languages : en
Pages : 322
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Book Description
Lawrence Dworin's guide covers a variety of topics essential to the purchase and renovation of homes for profit. Included are chapters on remodeling for profit, selecting the right house, using real-estate agents, buying a home, getting the appropriate financing, repairing structural and mechanical problems, decorating the interior, selling the house, and keeping rental property.
Author:
Publisher:
ISBN:
Category : Dry-goods
Languages : en
Pages : 862
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Book Description
Author: Martyn R. Lewis
Publisher: Radius Book Group
ISBN: 1635765234
Category : Business & Economics
Languages : en
Pages : 301
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Book Description
Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic—that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase—is at the heart of most revenue generation challenges today. How Customers Buy...and Why They Don’t shows that vendors are too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. The book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things—Sales and Marketing Imperatives—that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors.
Author:
Publisher:
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Category : Footwear industry
Languages : en
Pages : 784
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Book Description
