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

Paperback | November 15, 2004

byBill Stinnett

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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

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From the Publisher

How to capture customers by learning to think the way they doThe 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 thing...

From the Jacket

"Even after thirty-five years in this business, I found Think Like Your Customer to 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...

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.

other books by Bill Stinnett

Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve…
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Hardcover|Jan 16 2007

$46.30 online$51.95list price(save 10%)
Format:PaperbackDimensions:288 pages, 9 × 6 × 0.8 inPublished:November 15, 2004Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071441883

ISBN - 13:9780071441889

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