Steve Hooker's Radio: kids, war, blogs, gadgets: A Welsh man in the wrong country, going home
04 August 2002
Home:
All categoriesCybersaps:
Blogs style & effectPersonal:
Kids, neighboursWar blog:
WMD, al QaedaBlogFootball service:
Manila colonyMusic:
Rappers delightSpace:
Best religioneBay goods:
Going, going, gone
_____________
Not updated much:Broadband BritainBig Brother blog
;newWindow.focus())
|
Independent web developer. Graphic designer, web designer, Frontier developer, Manila hoster, latest project: intranet build for Government Office of West Midlands (UK), committed blogger since 1999.
See more details on services and more personal background who and where.  email 'spam free' or phone on: inside UK: 0800 849 6413 or outside UK: +44 1952 271 671 or mobile (and txt): +44 7903 940 427
|
Barnes & Noble: The New Conceptual Selling: The Face-to-Face Sales Method That Helps Leading Companies Stay on Top
04 August 2002 
"...understanding your customers' decision-making process makes you a much more effective sales professional than even the most dazzling practitioners of the dog-and-pony method.
The first step in understanding that process is to remember a seemingly simple message we gave:
People buy for their own reasons, not for yours.
The message is crucial because until you know your customers' reasons for wanting÷or not wanting÷to buy, you're selling with blinders on. No matter how many reasons you may have for believing your product or service is a great buy, they will mean nothing unless each individual customer has solid reasons of his own for wanting to do business with you.
538 Also posted to: Telewest backgrounder
. At: 12:18:43 AM . .
Permalink Top Search Google Technorati
Other title(s) for this story: