Selling the Way Your Customer Buys: Understand Your Prospects' Unspoken Needs and Close Every Sale

by Marvin C. Sadovsky and J Caswell

Book Overview

Have you ever wanted to just peek inside your customers head to discover exactly what would motivate the customer to buy? This book will offer eight specific buying triggers which cause the buying... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814478891
• ISBN13: 9780814478899
• Release Date: October 2005
• Publisher: Amacom
• Length: 176 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.6" x 6.0" x 9.1"

Customer Reviews

THE MOST AMAZING BOOK for anyone who works with people.

If you really want to learn how to work with people and influence them, this is the ONLY BOOK YOU NEED. Clear, concise, and easy to read and understand. Gives great examples.

A must read for anyone in the position to influence others.

This is the master book of influence, not just selling. All you need to learn is 8 questions that will make you more effective in presenting your product, service or idea to others. Forget anything else about selling you've ever learned... I mean everything else. Without using the 8 questions found in this book, it's all a shot in the dark anyway. This book gives you the tools to walk the path to the sale with your customer on their path... not yours. You can double, triple or even quadruple your sales effectiveness (or influence with others) by using the principles in this book.

Natural Approach without intellectual BS

This book was able to really teach me without the normal intellectual BS I have found in other NLP type information. It is practical and aligns well with most people. It has helped me get results. I have had numerous NLP trainings and this book got to the bottom line. It was great and I would recommend that some of the NLP experts read it and learn how to relate more respectfully with the average working reader.

Great!

This book is great at teaching you how to elicit people's values (ie, what they want, and how they know when they get it). This allows you to much better understand people with whom you are dealing, and gives you the power to please and connect with them in ways that most people would miss. The techniques are simple, involving asking a number of targeted questions. The best thing about the book is that it includes many examples, so you can really "observe" the techniques working.

Best how-to sales book I've read!

If you want to learn how your customer makes buying decisions, this is the book to read. Take one chapter at a time, read it carefully, and PRACTICE the questioning technique, then go on to the next. Sadovsky really helps you get inside your customer's head to help them get what they want--from you!