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

by Bill Stinnett

How to capture customers by learning to think the way they do The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer , Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions. Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys. In addition, you

Genres: Business, Nonfiction

288 pages, Paperback

First published July 1, 2011

Reviews

[Abby Epplett]

Author Bill Stinnett describes the best way to maximize sales: think like your customer. Really, the tip is in the title. Stinnett does elaborate extensively on how to think like the customer, including making the customer your primary focus whenever engaged in conversation with them, creating plans for your customer, and following up regularly. These are good tips for any relationship, not just when you are trying to sell something.

[Helfren]

Thinking like a salesperson in the world of moving information is a disadvantage. Using the power to think like customer instead helps the sales to happen and helps the customer to buy instead of discouraging them.

The very curious book on how to sell based on customers' behaviour.

[Jpb Fin]

There may be a few points, upon which Bill and I disagree. For the most part, this Book is great advice and would be valuable to both new and experienced sales staff.

[Tracy Tibedo]

This is one of the best sales book available

[Khoirunnida]

This book is like a friend who shares experience and tips to you how to be great at marketing world. And yeah, think like your customer!
This Bill Stinnett book takes time to read, but definitely worth-it ;)

[Chris]

An ok book, not what I needed.

[Aasim Waheed]

Read the summary; very good and insightful

[Tariq Sheikh]

Some good ideas to manage and enhance your selling skills, worth reading.....

[Paul]

A must read. The single most valuable collection of information at this point in my career.