Stop Acting Like a Seller and Start Thinking Like a Buyer

Filed Under (OP Sales Training, Suggested Reading) by Don on 04-03-2008

Jerry Acuff in his book Stop Acting Like a Seller and Start Thinking Like a Buyer (Wiley, 2007) makes five very good points.  Knowing that people love to buy but hate to be sold, these five rules will help you to have a greater understanding of how your prospect/customer is thinking and help you become a better seller.

Rule 1: You will sell significantly more if you think like a buyer than if you act like a seller.

Rule 2: The success of your business is linked to the desire of your customer/prospect to want to have a conversation with you.

Rule 3: The size of your business is directly affected to your ability to ask a customer/prospect questions that provoke thought and analysis.

Rule 4: A lack of meaningful dialogue is the result of many high-pressure environments that tend to create little exchange of ideas.

Rule 5: A low-pressure environment will create greater dialogue and customer receptivity.

Take a moment and place yourself in the customers position and you will begin to understand the issues that confront them and then you can begin to meet their needs and expectations.

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