A powerful, behavioral-based approach to closing sales
Called dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert Lefton present this proven sales approach based on behavioral science that is guaranteed to give sales professionals an unbeatable competitive edge. Drawing upon their work with Citicorp, Hyatt Corp., Merrill Lynch, Warner Bros., and other top companies, the authors show readers how to:
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A powerful, behavioral-science-based approach to closing sales and building customer loyalty
In today's super-competitive selling environment, trust is often the key to making a sale. But earning your customers' trust and building long-term relationships with them requires a unique set of selling skills based on sound psychological principles. Written by psychologists Victor Buzzotta and Robert Lefton, this book arms you with those skills and much more.
At the core of Dimensional Selling is a proven, behavioral-science-centered approach based on tested research into customer motivation and buying trends. This method uses sophisticated, yet easy-to-learn techniques for evaluating customers and tailoring presentations to their specific behavior patterns, letting you forge strong bonds of trust and loyalty with them. You'll learn how to:
You may not be born with the knack for quickly earning customers' trust--but you can learn it. Dimensional Selling shows you how, for every sales setting and situation.About the Author:
Victor R. Buzzotta, Ph.D., and Robert E. Lefton, Ph.D. (St. Louis, MO) are the chairman of the board, and president and CEO respectively, of Psychological Associates, a sales and management consultancy to the Fortune 100.
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Book Description McGraw-Hill, 2004. Book Condition: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service!. Bookseller Inventory # ABE_book_new_0071447334
Book Description McGraw-Hill, 2004. Hardcover. Book Condition: New. 1. Bookseller Inventory # DADAX0071447334
Book Description McGraw-Hill, 2004. Hardcover. Book Condition: New. book. Bookseller Inventory # 0071447334
Book Description McGraw-Hill Education, 2004. Hardcover. Book Condition: New. Bookseller Inventory # P110071447334
Book Description Book Condition: Brand New. Book Condition: Brand New. Bookseller Inventory # 97800714473311.0