think like your customer a winning strategy to maximize sales by understanding ho phần 5 docx

... 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

... it.' Anyone can fall prey to this. What starts out as an objective to increase customer retention, repeat business, and top-line revenues, ends up as an initiative to implement a Customer ... 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 Figure...

Ngày tải lên: 10/08/2014, 07:21

... Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy Introduction Part I - Why Customers Buy Chapter 1-What Customers Think About Chapter 2-What Customers Really Want Chapter ... was created by an unregistered ChmMagic, please go to http://www.bisenter.com to register it. Thanks. . .Think Like Your Customer: A Winning Strategy...

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

... want. Then 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. ... 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 wil...

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

... 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 Sales Force Automation (SFA) or Customer Relationship ... 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 ha...

Ngày tải lên: 10/08/2014, 07:21

... Value and Risk, 49, 50 -51 , 66 Emotional Value and Risk, 49, 56 -57 Guidance or Advice Value and Risk, 49, 52 -53 Image Value and Risk, 49, 53 -54 Quality Value and Risk, 49, 52 Relational Value and ... 40-41 decision making and, 161, 162 Economic Value and Risk, 49, 50 -51 , 66 Emotional Value and Risk, 49, 56 -57 Guidance or Advice Value and Risk, 49, 52 -53 Image Value and R...

Ngày tải lên: 10/08/2014, 07:21