Sell the way you buy : a modern approach to sales that actually works (even on you!)

"When was the last time you enjoyed talking to a salesperson? While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. While the company--and his entire profession--was acting with more than enough gusto, they lacked emotional awareness and empathy. Put simply: they were not selling the way they buy. The truth is that, as buyers, we're not often aware of the pathways and mechanisms by which we make purchasing decisions, and customers aren't always sure about what they want or need. In Sell the Way You Buy, Priemer reveals scientifically supported methods of understanding your customer, identifying their needs, and moving them toward the right solution, all while avoiding the behaviors that make the average person dislike salespeople. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. It's about learning how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers in a human way that truly connects. In short: to sell the way you buy."-- Provided by publisher While A Vice President At Salesforce, David Priemer Had An Epiphany During One Of The Company's High-pressure Selling Periods: The Very Sales Tactics They Were Using Were Not Working On Him. Yes, The Numbers Still Showed Results, But Through Brute Force Rather Than Elegance And Efficiency. Priemer Also Discovered That His Sales Colleagues Were Spending Far More Time On Leads That Did Not Convert To Sales Than On Those That Did. His Company--and His Entire Profession--was Acting With More Than Enough Gusto, But Without Enough Awareness And Empathy. They Were Not Selling The Way They Buy. Sell The Way You Buy Is About Much More Than Putting Yourself In The Customer's Shoes. Customers Don't Always Know What They Want Or Need, Or They May Be Seeking A Solution For Something That Isn't Their Core Problem. They Suffer From Status Quo Bias, From Recency Bias, From Confirmation Bias. And Meanwhile, The State Of Overwhelming Choice Has Most Products And Solution Providers Adrift In The Sea Of Sameness. In Today's World, Almost Everyone Is In Sales, But As Priemer Realized, We Don't Teach It. Sell The Way You Buy Will Show You How To Ask Questions, How To Listen, How To Tell A Compelling Brand Story, And How To Talk To Customers (how To Talk To People). Priemer Reveals Scientifically Supported Methods To Understand The Customer, Identify Their Needs, And Move Them Toward The Right Solution--all The While Teaching You To Avoid All The Reasons Why The Average Person Doesn't Like Salespeople. In Short, To Sell The Way You Buy. "When was the last time you enjoyed talking to a salesperson? While a Vice President at Salesforce, David Priemer had an epiphany: the very sales tactics his team was using were not working on him. While the company--and his entire profession--was acting with more than enough gusto, they lacked emotional awareness and empathy. Put simply: they were not selling the way they buy. The truth is that, as buyers, we're not often aware of the pathways and mechanisms by which we make purchasing decisions, and customers aren't always sure about what they want or need. In Sell the Way You Buy, Priemer reveals scientifically supported methods of understanding your customer, identifying their needs, and moving them toward the right solution, all while avoiding the behaviors that make the average person dislike salespeople. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. It's about learning how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers in a human way that truly connects. In short: to sell the way you buy."-- Résumé de l'éditeur