Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy: A Winning Strategy to

How to capture customers by learning to think the way they do

The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers just don't understand our business. In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.

Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.

In addition, you receive:

• Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader
• Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers
  
  Author: Bill Stinnett
  Publisher: McGraw-Hill Companies
  Published: 11/15/2004
  Pages: 288
  Binding Type: Paperback
  Weight: 0.85lbs
  Size: 8.90h x 6.00w x 0.70d
  ISBN13: 9780071441889
  ISBN10: 0071441883
  BISAC Categories:
  - Business & Economics | Marketing | Research
  - Business & Economics | Advertising & Promotion
  - Business & Economics | Training
  
  

  About the Author
  

  Bill Stinnett is the president of Sales Excellence, Inc. and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express.

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