Every salesperson must "make the sale"-but chatting, networking, even listening to a customer's "needs" will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true "wants"-and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the "hidden buying motivation" defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable-instead of relying on facts and stats.
- ISBN10 0786303956
- ISBN13 9780786303953
- Publish Date 30 May 2007
- Publish Status Out of Print
- Out of Print 5 April 2008
- Publish Country US
- Publisher McGraw-Hill Education - Europe
- Imprint McGraw-Hill Inc.,US
- Format Hardcover
- Pages 264
- Language English