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

  • 4h 48m 35s
  • Bill Stinnett
  • Recorded Books, Inc.
  • 2006

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. Think Like Your Customer 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

In this Audiobook

  • Chapter 1: What Customers Think About
  • Chapter 2: What Customers Really Want
  • Chapter 3: How Customers Perceive Value and Risk
  • Chapter 4: The Cause and Effect of Business Value
  • Chapter 5: The Value of Customer Relationships
  • Chapter 6: The Sales Process—Redefined
  • Chapter 7: Anatomy of a Buying Decision
  • Chapter 8: Reverse-Engineering the Buying Process

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