Buying Styles: Simple Lessons in Selling the Way Your Customer Buys

by Michael Wilkinson, Richard Smith, Tierah Chorba

What if you could make just a few small, simple adjustments to your selling style and instantly close 10 to 20 percent more sales?

Buying Styles unlocks a fundamental truth about selling and buying: Just as people are different, they respond to sales approaches in very different ways. The good news is that there are just four main buying styles, and when you can recognize which one best defines your customer, then tailor your message to appeal to that style, your success rate will radically improve.

Written as a set of engaging, eye-opening conversations and packaged in short, easy-to-read chapters, Buying Styles gives you the tools for accurately sizing up your clients' buying preferences and altering your selling approaches to match their styles. You'll find:

Strategies for recognizing the four main buying styles

Insights into why salespeople find some styles easy to sell to while others are difficult and frustrating

Tips on what to do-and what not to do-when selling to each style

Classic mistakes salespeople make in selling to different styles

Telltale signs that you are using the wrong approach, and much more

Genres: Business

150 pages, Hardcover

First published July 1, 2009

Reviews

[Danielle · Rating 5 out of 5]

A well composed guide to understanding how people buy and communicate.