Items related to Getting into Your Customer's Head: 8 Secret Roles...
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know - Hardcover
Today's buyers are tougher, more knowledgeable and more willing to play hardball than ever before. This practical, field-tested guide demonstrates that understanding the customer is the key to making the sale. With an introduction by Dr. Ken Blanchard, co-author of The One Minute Manager, this is a unique book on selling for sales professionals and sales managers. Illustrations.
"synopsis" may belong to another edition of this title.
About the Author:
Kevin Davis is president of The Kevin Davis Group.
From Publishers Weekly:
This marketing manual has an imaginative format and a step-by-step strategy to help win that sale in a technology-dominated marketplace. Davis, president of a sales training and consulting company, contends that getting inside a customer's head means chucking traditional pitches and adopting eight new roles: student, doctor, architect, coach, therapist, negotiator, teacher and farmer. You study your customer's business until you think you are the customer, prescribe remedies, design bold new systems, direct their use, assuage customer fears, win a fair contract, provide instruction for using the product purchased and tend the soil of customer relations. Davis doesn't pretend this is easy, because each step opens many possibilities, but he comes up with a plan for each of them-with specific suggestions for writing letters, telephoning, e-mail and voice-mail communication and face-to-face encounters. He specifies the order of points to raise and questions to ask, and even suggests the words to use.
Copyright 1996 Reed Business Information, Inc.
Copyright 1996 Reed Business Information, Inc.
"About this title" may belong to another edition of this title.
- PublisherTimes Business
- Publication date1996
- ISBN 10 0812926285
- ISBN 13 9780812926286
- BindingHardcover
- Edition number1
- Number of pages320
- Rating
Buy New
Learn more about this copy
US$ 14.75
Shipping:
US$ 5.99
Within U.S.A.
Top Search Results from the AbeBooks Marketplace
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description hardcover. Condition: New. This is a hardcover book with a dust jacket. Seller Inventory # mon0000028467
Buy New
US$ 14.75
Convert currency
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Hardcover. Condition: new. New. Fast Shipping and good customer service. Seller Inventory # Holz_New_0812926285
Buy New
US$ 21.30
Convert currency
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Hardcover. Condition: new. Buy for Great customer experience. Seller Inventory # GoldenDragon0812926285
Buy New
US$ 24.51
Convert currency
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Hardcover. Condition: new. New Copy. Customer Service Guaranteed. Seller Inventory # think0812926285
Buy New
US$ 28.52
Convert currency
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Condition: new. Seller Inventory # FrontCover0812926285
Buy New
US$ 29.80
Convert currency
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Hardcover. Condition: new. New. Seller Inventory # Wizard0812926285
Buy New
US$ 52.07
Convert currency
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Hardcover. Condition: New. Seller Inventory # Abebooks290062
Buy New
US$ 59.00
Convert currency
Stock Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Hardcover. Condition: new. Brand New Copy. Seller Inventory # BBB_new0812926285
Buy New
US$ 56.06
Convert currency
Seller Image
Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Condition: new. 1. Book is in NEW condition. Satisfaction Guaranteed! Fast Customer Service!!. Seller Inventory # PSN0812926285
Buy New
US$ 47.55
Convert currency
Stock Image
GETTING INTO YOUR CUSTOMER'S HEA
Published by
Times Business
(1996)
ISBN 10: 0812926285
ISBN 13: 9780812926286
New
Hardcover
Quantity: 1
Seller:
Rating
Book Description Condition: New. New. In shrink wrap. Looks like an interesting title! 1.15. Seller Inventory # Q-0812926285
Buy New
US$ 75.38
Convert currency