{"product_id":"stop-acting-like-a-seller-and-start-thinking-like-a-buyer-improve-sales-effectiveness-by-helping-customers-buy-hardback-9780470068342","title":"Stop Acting Like a Seller and Start Thinking Like a Buyer; Improve Sales Effectiveness by Helping Customers Buy (Hardback) 9780470068342","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eStop Acting Like a Seller and Start Thinking Like a Buyer\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eImprove Sales Effectiveness by Helping Customers Buy\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJerry Acuff (Author), Wally Wood (With)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470068342, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 17 April 2007\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e272 pages\u003cbr\u003e22.6 x 15.8 x 3 cm, 0.476 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cb\u003ePraise for stop acting like a seller and \u003ci\u003eStart Thinking Like a Buyer\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"\u003ci\u003eStop Acting Like a Seller and Start Thinking Like a Buyer\u003c\/i\u003e is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer.\"\u003cbr\u003e —Theresa Martinez, Brand Director, Roche Laboratories\u003c\/p\u003e \u003cp\u003e\"This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness.\"\u003cbr\u003e —Duggar Baucom, head basketball coach, Virginia Military Institute\u003c\/p\u003e \u003cp\u003e\"This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read.\"\u003cbr\u003e —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University\u003c\/p\u003e \u003cp\u003e\"A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling.\"\u003cbr\u003e —Charlene Prounis, Managing Partner, Flashpoint Medica\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eAcknowledgments vii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection I Start with the Right Mind-set\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 If People Love to Buy, We Should Help Them Buy 3\u003c\/p\u003e \u003cp\u003eChapter 2 Eight Laws of Sales Intent 23\u003c\/p\u003e \u003cp\u003eChapter 3 Build Your Knowledge, Messaging, and Relationships 47\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection II Use a Tested, Effective Sales Process\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Develop Interest so Customers Will Hear You 73\u003c\/p\u003e \u003cp\u003eChapter 5 Engage Customers in Meaningful Dialogue 95\u003c\/p\u003e \u003cp\u003eChapter 6 Learn the Situation, Problem, or Challenge 123\u003c\/p\u003e \u003cp\u003eChapter 7 Tell Your Story 149\u003c\/p\u003e \u003cp\u003eChapter 8 Ask for a Commitment 169\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection III Implement the Process for Personal Prosperity\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 9 How to Build Positive, Productive Business Relationships 195\u003c\/p\u003e \u003cp\u003eChapter 10 Your Business Development Drives Your Future 233\u003c\/p\u003e \u003cp\u003eNotes 247\u003c\/p\u003e \u003cp\u003eIndex 249\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52453563597080,"sku":"9780470068342","price":14.28,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470068342.jpg?v=1785286640","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/stop-acting-like-a-seller-and-start-thinking-like-a-buyer-improve-sales-effectiveness-by-helping-customers-buy-hardback-9780470068342","provider":"Freshly Printed Books","version":"1.0","type":"link"}