Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy

by Jerry Acuff, Wally Wood

Praise for stop acting like a seller and Start Thinking Like a Buyer " Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer."
―Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness."
―Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read."
―Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling."
―Charlene Prounis, Managing Partner, Flashpoint Medica

Genres: Business

272 pages, Hardcover

First published January 1, 2007

Reviews

[CJ Saunders · Rating 5 out of 5]

Quality substance

[Vctor · Rating 4 out of 5]

People basically like to buy, we have to help them find the things that they really need..

[Joshua Pitzer · Rating 3 out of 5]

Build good, strategic, intentional relationships with people. It’s good for business. Engage in meaningful dialogue with people. Dialogue is better than presenting.
DELTA: Develop Engage Learn Tell Ask. Develop prospect’s interests. Engage in dialogue. Learn their situation. Tell my story if it helps them. Ask for commitment.

[Marc Byerley · Rating 4 out of 5]

Great book. After years of being a salesman & learning so many different sales strategies & techniques, this book was nice for a change in teaching salesman to really be authentic & see things from a Buyers perspective. It really allowed me to become much more relational & less hard core & salesman like.

[Angie Pratt taylor · Rating 3 out of 5]

Simple yet powerful look at sales. Great for any new to sales or experience sales person.

[Christina · Rating 3 out of 5]

Feeling stagnant in your sales territory? This is a great read to begin to assess your style of selling and how to make simple yet necessary changes to grow business.