This work offers a summary of the book "THINK LIKE YOUR CUSTOMER: A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy" by Bill Stinnett.
Bill Stinnett is the founder and president of his own consulting firm, Sales Excellence, Inc. He has more than 20 years experience in sales and sales management. Mr. Stinnett has developed workshops which have been used by a number of corporate clients including General Electric, Microsoft, Hitachi, EDS and American Express.
According to Stinnett, to sell more of whatever products and services you offer, step into your customer´s shoes and learn to think the way they do. First, to understand why customers buy, you have to learn to see the world through their eyes. Once you understand why customers buy, you´re then prepared to focus more intensively on how they actually reach a purchase decision. The benefit of knowing how customers make a decision to buy is that you can then find ways to interact with them in such a way that you´ll enhance the likelihood of them making a positive decision.
Filled with powerful advice, Think like your customer is a must read for sales executives. This compelling book will change the way you think about selling.
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