Getting into Your Customer's Head: 8 Secret Roles of Se

Item condition:

Good

Price:

US $5.85

Buy It NowBuy It NowBuy It Now

Now watching in My eBay

Shipping:

$3.98Standard Flat Rate Shipping Service See more services

Country:

ZIP Code:

Service and other details:

Service	Estimated delivery*	Price
Standard Flat Rate Shipping Service	varies	$3.98
Expedited Flat Rate Shipping Service	varies	$6.98

*The estimated delivery time is based on the seller's handling time, the shipping service selected, and the payment method selected. Sellers are not responsible for shipping service transit times. Transit times may vary, particularly during peak periods.

See discounts

| See all details

Estimated delivery time varies

Returns:

14 day money back, buyer pays return shipping | Read details

Coverage:

Pay with

and your full purchase price is covered | See terms


A reserve price is the minimum price the seller will accept. This price is hidden from bidders. To win, a bidder must have the highest bid and have met or exceeded the reserve price.

Seller info

powells_bookstore ( 35438

)

99.4% Positive feedback

Visit store:

Other item info

Item number:	320434073413
Item location:	portland, OR, United States
Ships to:	United States
Payments:	PayPal See details


Share this item Email to a friend Share on Facebook Share on Twitter

Report item

Description

Shipping and payments

Item specifics - Nonfiction Books

Author:	Kevin Davis	Edition:	1
Publisher:	Times Books	Edition Description:	Illustrated
ISBN-10:	0812926285	Subject:	Business & Economics
ISBN-13:	9780812926286	Topic:	--
Format:	Hardcover	Language:	English
Publication Year:	1996	Condition:	Good
Special Attributes:	--

See reviews

Detailed item info

Synopsis
This book provides a blueprint for anyone who wants to attain a higher level of sales success. It is invaluable for anyone who has customers, including salespeople, small business owners, professional service providers, managers, and corporate executives.
Size
Length:	308 pages
Height:	10.0 in.
Width:	6.5 in.
Thickness:	1.2 in.
Weight:	20.0 oz.

Publisher's Note
Most people know selling is much more difficult than it was just a few years ago. But do you know what you can do to grow your sales in today's tougher market? Getting Into Your Customer's Head provides the answer. This book will help you anticipate buyers' thoughts and feelings so you can stay in step with them - which is one giant step ahead of your competition. Getting Into Your Customer's Head will help you increase sales by matching new selling techniques to today's tougher buying behavior. Kevin Davis presents eight unique selling roles and a clear plan of action needed for each step of the sale. The student, doctor, architect, coach, therapist, negotiator, teacher, and farmer roles all have specific techniques for moving you and your customer smoothly through the buying process. For example, the student role shows you how change affects your customers and how you can use this knowledge to open closed doors. The doctor diagnoses "little problems" and uncovers "big needs". The architect designs customer-focused solutions that lock out competition. Kevin's advice will sharpen your competitive selling skills. Techniques such as finding the "power broker" (the real decision maker) in a complex sale provide valuable tools for selling smart and winning the sale. Getting Into Your Customer's Head teaches you how you can prevent customers from defecting to the competition with new techniques that build customer loyalty. And the "No Tricks" method of negotiating shows you how to win profitable agreements without cutting price. Today's buyers are tougher, more knowledgeable and more willing to play hardball than ever before. This practical, field-tested guide demonstrates that understanding the customer is the key to making the sale. With an introduction by Dr. Ken Blanchard, co-author of The One Minute Manager, this is a unique book on selling for sales professionals and sales managers. Illustrations.
Industry reviews
This marketing manual has an imaginative format and a step-by-step strategy to help win that sale in a technology-dominated marketplace. Davis, president of a sales training and consulting company, contends that getting inside a customer's head means chucking traditional pitches and adopting eight new roles: student, doctor, architect, coach, therapist, negotiator, teacher and farmer. You study your customer's business until you think you are the customer, prescribe remedies, design bold new systems, direct their use, assuage customer fears, win a fair contract, provide instruction for using the product purchased and tend the soil of customer relations. Davis doesn't pretend this is easy, because each step opens many possibilities, but he comes up with a plan for each of them with specific suggestions for writing letters, telephoning, e-mail and voice-mail communication and face-to-face encounters. He specifies the order of points to raise and questions to ask, and even suggests the words to use. (May) Lopate

payment
shipping rates
returns

Getting into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know

Kevin Davis

Book Notes:
Binding:	Hardcover
Book Condition:	Good
Jacket Condition:	Good

ISBN:	0812926285
Publication Date:	1996-04-09
Publisher:	Times Business

Pages:	320
Height:	1.2000 inches
Width:	6.2000 inches
Weight:	1.4500 pounds

About Powell's Books

From humble storefront beginnings in 1971, on a quiet corner of northwest Portland, Oregon, Powell's Books has grown into one of the world's great bookstores, with six locations in the Portland-metropolitan area. Plus, we've been filling orders online since 1994, so you can be sure your order will be handled in the most experienced and professional manner.

Money Back Guarantee

Your total satisfaction is our goal. If you are unhappy with your purchase for any reason, simply return the book in its original condition within two weeks of order, and we'll credit your account for the full amount of the title. Read more here.

Shipping

Standard shipping	4-11 business days	$3.98
Expedited shipping	2-9 business days	$6.98

All orders are shipped from Portland, Oregon. While the overwhelming majority of packages shipped via Standard shipping arrive within the time specified above, in rare cases shipments can take 3 to 5 weeks to arrive. Please note: At this time, we ship only within the United States. Shipments to Alaska, Hawaii, and APO/FPO addresses are shipped via our Standard option.

Payment

Powell's accepts Paypal and credit and debit cards through Paypal.

Paypal, Mastercard, Visa, Amex, Discover, and your bank card!

For more great books like this, visit our eBay store!

17-9780812926286-G1

Shipping and handling

Item location: portland, OR, United States

Shipping to: United States

Change country:	ZIP Code:

Shipping and handling	To	Service	Estimated delivery*
US $3.98	United States	Standard Flat Rate Shipping Service	Varies Seller ships within 2 day after receiving cleared payment.
US $6.98	United States	Expedited Flat Rate Shipping Service	Varies Seller ships within 2 day after receiving cleared payment.

*The estimated delivery time is based on the seller's handling time, the shipping service selected, and when the seller receives cleared payment. Sellers are not responsible for shipping service transit times. Transit times may vary, particularly during peak periods.

Domestic handling time

Will usually ship within 2 business days of receiving cleared payment.

Return policy

Item must be returned within	Refund will be given as	Return policy details
14 days after the buyer receives it	Money Back
The buyer is responsible for return shipping costs.

Payment details

Payment method	Preferred/Accepted	Buyer protection on eBay
	PayPal Preferred	Pay with and your full purchase price is covered \| See terms

Immediate payment required for this item

Immediate payment of US $5.85 is required.

Seller assumes all responsibility for this listing.

Back to home page | See More Details about "Getting into Your Customer's Head by Kevin Davis (1996,..." | Sell one like this Return to top

Copyright © 1995-2009 eBay Inc. All Rights Reserved. Designated trademarks and brands are the property of their respective owners. Use of this Web site constitutes acceptance of the eBay User Agreement and Privacy Policy.

eBay official time