Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy
"Even after thirty-five years in this business, I foundThink Like Your Customerto be loaded with powerful and proven advice, which I began putting to use immediately. This is a very practical guide to better understanding how your customers think."--Bill Zeitler, senior vice president and group executive, Systems and Technology Group, IBM Corporation"Page after page, Stinnett manages to connect with your intuition, making you feel like his ideas are your own. The result is enlightening, compelling, and powerfully motivating. You'll want to stand up and go sell something right away!"--Luc Wathieu, associate professor, Harvard Business School"Think Like Your Customeroffers a wealth of practical solutions for sales executives to develop more profitable relationships with customers. In this climate, where customer relationships mean everything, this book is a must read."--Melinda Ligos, editor in chief,Sales & Marketing ManagementmagazineInThink Like Your CustomerBill 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 objectivesTie your product and services solutions to the achievement of your client's goalsUnderstand how executives think and how they make buying decisionsMaximize profitability and accelerate your customer's buying process