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

3.58 avg rating
( 38 ratings by Goodreads )
 
9780071441889: Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy

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

"synopsis" may belong to another edition of this title.

From the Back Cover:

"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, IBM Corporation

"Page after page, Stinnett manages to connect with your intuition, making you feel like his ideas are your own. The result is enlightening, compelling, and powerfully motivating. You'll want to stand up and go sell something right away!"
--Luc Wathieu, associate professor, Harvard Business School

"Think Like Your Customer offers a wealth of practical solutions for sales executives to develop more profitable relationships with customers. In this climate, where customer relationships mean everything, this book is a must read."
--Melinda Ligos, editor in chief, Sales & Marketing Management magazine

In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships. This book arms you with the strategies and tools you need to:

  • Identify your customer's most important business goals and objectives
  • Tie your product and services solutions to the achievement of your client's goals
  • Understand how executives think and how they make buying decisions
  • Maximize profitability and accelerate your customer's buying process

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.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Stinnett, Bill
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Quantity Available: > 20
Seller
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 2004. PAP. Book Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780071441889

More Information About This Seller | Ask Bookseller a Question

Buy New
8.98
Convert Currency

Add to Basket

Shipping: 3.07
Within U.S.A.
Destination, Rates & Speeds

2.

Bill Stinnett
Published by McGraw-Hill Education - Europe, United States (2004)
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Paperback Quantity Available: 10
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2004. Paperback. Book Condition: New. New.. Language: English . Brand New Book. This title shows 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 . 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. Bookseller Inventory # AAC9780071441889

More Information About This Seller | Ask Bookseller a Question

Buy New
12.58
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

3.

Stinnett, Bill
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Paperback Quantity Available: > 20
Seller
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. Bookseller Inventory # 1061223

More Information About This Seller | Ask Bookseller a Question

Buy New
9.69
Convert Currency

Add to Basket

Shipping: 3.07
Within U.S.A.
Destination, Rates & Speeds

4.

Bill Stinnett
Published by McGraw-Hill Education - Europe, United States (2004)
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Paperback Quantity Available: 10
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2004. Paperback. Book Condition: New. New.. Language: English . Brand New Book. This title shows 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 . 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. Bookseller Inventory # AAC9780071441889

More Information About This Seller | Ask Bookseller a Question

Buy New
12.86
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

5.

Understanding How and Why Your Customers Buy by Bi
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Quantity Available: 1
Seller
Castle Rock
(Pittsford, NY, U.S.A.)
Rating
[?]

Book Description Book Condition: Brand New. Book Condition: Brand New. Bookseller Inventory # 97800714418891.0

More Information About This Seller | Ask Bookseller a Question

Buy New
10.37
Convert Currency

Add to Basket

Shipping: 3.07
Within U.S.A.
Destination, Rates & Speeds

6.

Stinnett, Bill
Published by McGraw-Hill Education (2004)
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Paperback Quantity Available: 10
Seller
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2004. Paperback. Book Condition: New. Bookseller Inventory # 0071441883

More Information About This Seller | Ask Bookseller a Question

Buy New
11.59
Convert Currency

Add to Basket

Shipping: 2.30
Within U.S.A.
Destination, Rates & Speeds

7.

Stinnett, Bill
Published by McGraw-Hill Education
ISBN 10: 0071441883 ISBN 13: 9780071441889
New PAPERBACK Quantity Available: 3
Seller
Lakeside Books
(Benton Harbor, MI, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. PAPERBACK. Book Condition: New. 0071441883 BRAND NEW, GIFT QUALITY! NOT OVERSTOCKS OR MARKED UP REMAINDERS! DIRECT FROM THE PUBLISHER!|0.87. Bookseller Inventory # OTF-S-9780071441889

More Information About This Seller | Ask Bookseller a Question

Buy New
11.17
Convert Currency

Add to Basket

Shipping: 3.07
Within U.S.A.
Destination, Rates & Speeds

8.

Bill Stinnett
Published by McGraw-Hill
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Paperback Quantity Available: 20
Seller
BuySomeBooks
(Las Vegas, NV, U.S.A.)
Rating
[?]

Book Description McGraw-Hill. Paperback. Book Condition: New. Paperback. 288 pages. Dimensions: 8.9in. x 5.9in. x 0.9in.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 dont 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 companys 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 This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Bookseller Inventory # 9780071441889

More Information About This Seller | Ask Bookseller a Question

Buy New
12.39
Convert Currency

Add to Basket

Shipping: 3.04
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

9.

Bill Stinnett
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Softcover First Edition Quantity Available: > 20
International Edition
Seller
LowPriceBookDeals
(Wilmington, DE, U.S.A.)
Rating
[?]

Book Description Softcover. Book Condition: New. 1st edition. Brand NEW, Paperback International Edition. Black & White or color, Cover and ISBN may be different but similar contents as US editions. Standard delivery takes 3-6 business days by USPS/UPS/Fedex with tracking number. Choose expedited shipping for superfast delivery 2-4 business days. We do not ship to PO Box addresses. International Edition Textbooks may bear a label Not for sale in the U.S. or Canada etc. printed only to discourage U.S. students from obtaining an affordable copy. Legal to use despite any disclaimer on cover as per US court. No access code or CD included unless specified. In some instances, the international textbooks may have different exercises at the end of the chapters. Printed in English. 100% Customer satisfaction guaranteed! Please feel free to contact us for any queries. Bookseller Inventory # LBDUS646259

More Information About This Seller | Ask Bookseller a Question

Buy New
12.68
Convert Currency

Add to Basket

Shipping: 2.85
Within U.S.A.
Destination, Rates & Speeds

10.

Bill Stinnett
ISBN 10: 0071441883 ISBN 13: 9780071441889
New Paperback First Edition Quantity Available: 1
Seller
Grand Eagle Retail
(Wilmington, DE, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. 1st. Paperback. 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&.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 288 pages. 0.395. Bookseller Inventory # 9780071441889

More Information About This Seller | Ask Bookseller a Question

Buy New
16.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book