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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Bill Stinnett's book: "Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy".
This complete summary of the ideas from Bill Stinnett's book "Think Like Your Customer" shows that in order to sell more of your products and services, you need to step into your customers' shoes and learn to think the way they do. In his book, the author explains that doing this will help you to understand why customers buy and how they reach a purchase decision. This summary highlights how you can do this and then use your findings to interact with your customers to increase the likelihood of them making a positive decision.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your knowledge
To learn more, read "Think Like Your Customer" and discover why putting yourself in your customer's shoes will change the way you think about selling.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 37
Veröffentlichungsjahr: 2014
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Book Presentation Think Like Your Customer by Bill Stinnett
Book Abstract
About the Author
Important Note About This Ebook
Summary of Think Like Your Customer (Bill Stinnett)
1. Understand precisely why your customers buy
2. Understand how your customers actually buy
Book Presentation Think Like Your Customer by Bill Stinnett
Book Abstract
MAIN IDEA
To sell more of whatever products and services you offer, step into your customer’s shoes and learn to think the way they do. In practical terms, doing so requires that you understand two different areas of customer thinking:
To understand why customers buy, you have to learn to see the world through their eyes. You have to appreciate how they perceive value, what motivates them and the way they think. In particular, you need to know what your prospective customer wants to achieve. When you know that, you have the key to selling them your products and services. If you can succeed in aligning your product or service with the direction they already want to head, it will be perfectly logical for them to buy. This is why the top performers in any field are usually the people who have been there for 15, 20 or even 25 years. Their experience helps them understand why customers buy better than new salespeople.
Once you understand why customers buy, you’re then prepared to focus more intensively on how they actually reach a purchase decision. The benefit of knowing how customers make a decision to buy is that you can then find ways to interact with them in such a way that you’ll enhance the likelihood of them making a positive decision.
In short, to increase your sales performance, change the way you think about selling. Don’t worry so much about the skills of selling – making smooth presentations, developing an elevator pitch that’s ready to go at a moment’s notice, being able to articulate the key points of a comparative analysis between your offering and those of your competitors. Those skills are nice to have but not essential. What is critical, however, is that you learn to think more like the way your customer thinks. Understand what they’re trying to achieve and how they’re going about accomplishing that. Identify the business problems that are keeping your customers from achieving their goals, help them decide which ones are the right ones to solve and then help them realize their desired business results. When you can do that consistently, you’ll find your customers start looking on you as a valuable resource who just happens to be on someone else’s payroll. From a foundation of earned respect such as that, impressive things can be achieved.
“Learning to think like your customer starts with being willing to think differently than you think right now. It involves learning what your customers think about, how they see the world, and the things that influence their behavior. Once you begin to think from the standpoint of how and why your customers buy, you will never sell the same way again.”
– Bill Stinnett
About the Author
BILL STINNETT is the founder and president of his own consulting firm, Sales Excellence, Inc. He has more than 20 years’ experience in sales and sales management for firms such as Computer Associates, Pilot Software and J.D. Edwards Company. Mr. Stinnett has developed workshops which have been used by a number of corporate clients including General Electric, Microsoft, Verizon, Hitachi, EDS, Boise Cascade and American Express.
The Web site for this book is atwww.salesexcellence.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Think Like Your Customer (Bill Stinnett)
1. Understand precisely why your customers buy
1. Customers think about their problems, not your products
Customers don’t spend their days sitting around thinking about your product or service. Instead, they think about their problems and challenges. If you hope to influence more customers, start thinking the way they do – even if that feels a little unnatural to you. It’s the only way you can hope to influence people.
