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    Think Like Your Customer (Review and Analysis of Stinnett's Book)
    Think Like Your Customer (Review and Analysis of Stinnett's Book)
    Think Like Your Customer (Review and Analysis of Stinnett's Book)
    Ebook40 pages26 minutes

    Think Like Your Customer (Review and Analysis of Stinnett's Book)

    By BusinessNews Publishing

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    About this ebook

    The must-read summary of Bill Stinnett's book: "Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy".

    This complete summary of the ideas from Bill Stinnett's book "Think Like Your Customer" shows that in order to sell more of your products and services, you need to step into your customers' shoes and learn to think the way they do. In his book, the author explains that doing this will help you to understand why customers buy and how they reach a purchase decision. This summary highlights how you can do this and then use your findings to interact with your customers to increase the likelihood of them making a positive decision.

    Added-value of this summary:
    • Save time
    • Understand key concepts
    • Expand your knowledge

    To learn more, read "Think Like Your Customer" and discover why putting yourself in your customer's shoes will change the way you think about selling.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateOct 28, 2014
    ISBN9782511020395
    Think Like Your Customer (Review and Analysis of Stinnett's Book)

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      Book preview

      Think Like Your Customer (Review and Analysis of Stinnett's Book) - BusinessNews Publishing

      Book Presentation Think Like Your Customer by Bill Stinnett

      Book Abstract

      About the Author

      Important Note About This Ebook

      Summary of Think Like Your Customer (Bill Stinnett)

      1. Understand precisely why your customers buy

      2. Understand how your customers actually buy

      Book Abstract

      MAIN IDEA

      To sell more of whatever products and services you offer, step into your customer’s shoes and learn to think the way they do. In practical terms, doing so requires that you understand two different areas of customer thinking:

      To understand why customers buy, you have to learn to see the world through their eyes. You have to appreciate how they perceive value, what motivates them and the way they think. In particular, you need to know what your prospective customer wants to achieve. When you know that, you have the key to selling them your products and services. If you can succeed in aligning your product or service with the direction they already want to head, it will be perfectly logical for them to buy. This is why the top performers in any field are usually the people who have been there for 15, 20 or even 25 years. Their experience helps them understand why customers buy better than new salespeople.

      Once you understand why customers buy, you’re then prepared to focus more intensively on how they actually reach a purchase decision. The benefit of knowing how customers make a decision to buy is that you can then find ways to interact with them in such a way that you’ll enhance the likelihood of them making a positive decision.

      In short, to increase your sales performance, change the way you think about selling. Don’t worry so much about the skills of selling – making smooth presentations, developing an elevator pitch that’s ready to go at a moment’s notice, being able to articulate the key points of a comparative analysis between your offering and those

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