Buying Styles: Simple Lessons in Selling the Way Your Customers Buys (Paperback)
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Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers have individual "buying styles," and a one-size-fits-all approach--even your own--won't win them over. Buying Styles reveals that the key to dramatically increasing your success rate is learning to adapt your own methods to best suit one of the four main customer buying styles. Presented as a "learning adventure," this easy-to-follow guide takes readers through fictional situations in which salespeople have just lost a major sale and deciphers why, how, and what could have been done to prevent it. Readers will learn how to: understand what to do (and not to do) when selling to customers exhibiting each of the four main buying styles; 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; and increase their chances of closing each and every sale. This easy and fun read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to any buyer.
About the Author
Michael Wilkinson (Atlanta, GA) is the CEO of Leadership Strategies--The Facilitation Company, a strategic consulting and training firm. He is the author of "The Secrets of Facilitation" and "The Secrets to Masterful Meetings," as well as being a much sought-after speaker, trainer, and facilitator.