Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales: Using the Breakthrough Q4 Approach to Close More Sales

Buzzotta, Victor; Lefton, R.

ISBN 10: 0071447334 / ISBN 13: 9780071447331

Published by McGraw-Hill Education (edition 1), 2004

The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way. Seller Inventory # 0071447334-7-1-13

Synopsis:

This title provides a powerful, behavioral-science-based approach to closing sales and building customer loyalty. In today's super-competitive selling environment, trust is often the key to making a sale. But earning your customers' trust and building long-term relationships with them requires a unique set of selling skills based on sound psychological principles. Written by psychologists Victor Buzzotta and Robert Lefton, this book arms you with those skills and much more. At the core of "Dimensional Selling" is a proven, behavioral-science-centered approach based on tested research into customer motivation and buying trends. This method uses sophisticated, yet easy-to-learn techniques for evaluating customers and tailoring presentations to their specific behavior patterns, letting you forge strong bonds of trust and loyalty with them.You'll learn how to: quickly and decisively pinpoint what motivates each buyer; zero in on customer behavior patterns and work more effectively with customers; plan sales calls that optimize your chances of success; adapt your selling strategies on the fly, using the best approach for each situation; get customers to work with you during a sales call; manage problem customers, regardless of their issues. You may not be born with the knack for quickly earning customers' trust - but you can learn it. "Dimensional Selling" shows you how, for every sales setting and situation.

About the Authors: Victor R. Buzzotta, Ph.D. is cofounder and chairman of the board of Psychological Associates and CEO of Dimensional Worldwide.

Robert E. Lefton, Ph.D. is cofounder, president, and CEO of Psychological Associates and a leading authority in management and organization development.

Bibliographic Details

Title: Dimensional Selling: Using the Breakthrough ...
Publisher: McGraw-Hill Education (edition 1)
Publication Date: 2004
Binding: Hardcover
Condition: Fair
Edition: 1.