think like your customer a winning strategy to maximize sales by understanding ho phần 1 doc

... develop a strategy for influencing how and why the customer buys. Table of Contents Think Like Your Customer? A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers ... http://www.bisenter.com to register it. Thanks. . .Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding How and Why...

Ngày tải lên: 10/08/2014, 07:21

... they are, and what still has to happen before they can buy, then we may be able to ascertain what would be a logical and reasonable next step for them to take. Years ago I heard a sales trainer ... philosophies, Sales and Marketing have largely been left to fend for themselves. Executives and business managers seldom look at a sales organization and ask, 'What is thi...

Ngày tải lên: 10/08/2014, 07:21

... situations our customer could face that would cause a disparity and a motive to buy: A planned replacement of something they already have1. An unplanned replacement of something they already have2. A ... participants think about, 'What are the hurdles that a customer in my market has to get over to buy the products and services I sell?' Please take a look at...

Ngày tải lên: 10/08/2014, 07:21

... common reasons that sales aren't made. Nobody wants a hassle, and most buyers are glad to pay a little more to avoid one. Make sure your customers understand how simple and easy it is to work ... is what I like to call the 'diagnostic approach.' It stands in stark contrast to the outmoded and archaic manner of selling that we have come to refer to as...

Ngày tải lên: 10/08/2014, 07:21

... But as we get more knowledgeable about how business works, we have to guard against assuming that we already know-or that our customer already knows-the major causes of customer satisfaction, and ... in accounts receivable translates into a reduction in what finance managers call Days Sales Outstanding (DSO), which is a critical measure that nearly every finance executive and sto...

Ngày tải lên: 10/08/2014, 07:21

... Thanks. Your Customer& apos;s Strategies By gleaning as much as you can from your reading and research, you can start to build a 'skeleton' of the value model for your case study account. ... example is a 'Supply Chain Management & Collaboration Software' solution, is not what your customer needs or wants. What they need is the ability to improve...

Ngày tải lên: 10/08/2014, 07:21

... present your plan as a tool to help them make the internal sale they will have to make. There are several things that make this approach to managing a sales campaign very effective: 1. It Helps ... individuals involved should be collected and arranged into an organization chart that you maintain and add to as you learn about and meet more of the 'players' who will...

Ngày tải lên: 10/08/2014, 07:21

... before anyone at their company has a chance to call you. You may choose to use mail, fax, telephone, voice mail, e-mail, or whatever, but reach out to them and try to at least make the acquaintance ... process) that connect &apos ;A& apos; to 'B,' and 'B' to 'C.' Give that man a star! This document was created by an unregistered ChmMagic, pl...

Ngày tải lên: 10/08/2014, 07:21

... sales campaign to stop, we are taking a huge risk. It's possible that it will never start up again. I like to think of it as if I am a doctor, and my patient has gone 'flat line' ... average sales cycle-or rather have evidence to show that you've shortened it-you have to measure the length of each sales cycle accurately. Many companies use their Sal...

Ngày tải lên: 10/08/2014, 07:21

... 38-40 Respect for customer& apos;s ideas, 11 2 -13 for customer& apos;s time, 11 2 for gatekeepers and decision makers, 11 3 for space and property, 11 3 -14 trust and, 11 1 -12 for views and beliefs, 11 4 Results, ... contact, 11 7 great conversationalists, 11 8-20 importance of, 11 4 -15 nodding, 11 8 note taking, 11 6 This document was created by an unregistered ChmMag...

Ngày tải lên: 10/08/2014, 07:21