Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales
Language: English
Published by McGraw-Hill Education - Europe, 2005
- Hardcover
- Used
Seller: World of Books Inc, Montgomery, IL, U.S.A.World of Books Inc
AbeBooks seller since March 23, 2026
Condition: Used - Good
US$ 6.98
Quantity: 2 available
Add to basketItem description from seller
In 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. This book provides a science-based approach to closing sales and building customer loyalty.
Seller Inventory # CIN0071447334G
- Title
- Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales
- Author
- Victor Buzzotta
- Publisher
- McGraw-Hill Education - Europe
- Publication year
- 2005
- Condition
- Good
- Binding
- Hardback
- Language
- English
- ISBN 10
- 0071447334
- ISBN 13
- 9780071447331
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:
- Pinpoint what motivates individual buyers
- Work more effectively with customers by understanding their basic behavior patterns
- Adapt selling strategies on the fly
- Manage problem customers--regardless of their issues
- Plan sales calls that optimize the chances of success
"Synopsis" may belong to another edition of this title.
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.
Robert E. Lefton, Ph.D. is cofounder, president, and CEO of Psychological Associates and a leading authority in management and organization development.
"About the title" may belong to another edition of this title.
World of Books Inc
Montgomery, IL, U.S.A.
AbeBooks seller since March 23, 2026
Shipping rates within U.S.A.
| Item | 4 to 12 business days | 3 to 6 business days |
|---|---|---|
| First item | US$ 0.00 | US$ 10.95 |
Payment methods
Store description
Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission …
Specialty
Second Hand - All GenreSeller's business information
SBYB, Inc.
900 Knell Road
Montgomery, IL U.S.A. 60538