Buying styles simple lessons in selling the way your customer buys - Wilkinson, Michael (AMA/American Management Association, 2009)
Includes bibliographical references
Looking for solutions -- Identifying the behaviors we hate from customers -- Recognizing the four basic buying styles -- Selling to your boss -- Identifying the buying styles of others -- Comparing selling styles and buying styles -- Tailoring your sales approach to your customer's buying style -- Recognizing style clashes -- Planning your next steps -- One year later
Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual?buying styles? ... and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a?learning adventure,? Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale ... and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to:? recognize the four key bu