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Think like your customer: a winning strategy to maximize sales by understanding how and why your customers buy

Introduction


When I founded Sales Excellence, Inc., my intention was to
develop and offer training and consulting services to help executives, sales managers, and salespeople learn how to do all of the things
that every book and seminar on sales had already told them they should
be doing. There were already several very successful and widely used
sales methodologies on the market, and over the years I had attended
seminars and read books on just about all of them.

I thought that rather than trying to re-create or repackage what had already been done, our company would provide what I called “skill-specific” training on various aspects of professional sales such as prospecting, negotiation, reaching and selling to executives, developing business and financial acumen,
and so on.

We developed a curriculum that goes deep into targeted subject matter in a series of one- or two-day workshops, as opposed to trying to teach everything about selling in a five-day seminar. This approach was designed to effect substantial changes in the way participants think about selling, which results in marked and lasting changes
in behavior.


We work with our clients to determine what specific knowledge or
skill-sets can offer the greatest opportunity for improvement. We then
develop a custom workshop focused on achieving specific learning
objectives that support, and are congruent with, whatever processes and
tools they are already using. just this book see more .We find that nearly all of our larger clients—which now include the likes of Microsoft, General Electric,
and EDS—as well as many of our midsize and smaller customers, Download bellow to continue .

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