Getting into Your Customer's Head

8 Secret Roles of Selling Your Competitors Don't Know

by Kevin Davis

Number of pages: 320

Publisher: Crown

BBB Library: Sales and Marketing, Business Classics

ISBN: 978-0812926286

About the Author

Kevin Davis is an award-winning journalist, author and magazine writer based in Chicago. A former crime reporter for the South Florida Sun-Sentinel, his writing has appeared in USA Today, the Chicago Tribune, Chicago magazine, Utne Reader, In These Times, ABA Journal, Reader’s Digest, USA Weekend, Encyclopaedia Britannica and many other publications.


Editorial Review

In Our Rapidly Changing world, selling is becoming more difficult because buyers are changing. The Lives of our best customers, those who have known and valued you the most, have been changed personally and professionally. In today's fiercely competitive marketplace, buyers are slashing costs to get by, which means there's more pressure on them to make better buying decisions. For you to win the sale, you have to be more persuasiveTitle:Getting into Your Customer’s Head    

Book Reviews

“This marketing manual has an imaginative format and a step-by-step strategy to help win that sale in a technology-dominated marketplace” – Publishers Weekly

“Davis shows the more skilled you are changing roles in getting inside your customer's head the more effective you are as a salesperson.” – Mills

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Wisdom to Share

customers these days are becoming less satisfied, more skeptical, and more stubborn than before. Thus, normal sales methods are unable to deal with them.

If you work in the new or developing industries, it is more likely that your customers will be amateurs.

if you work in more stable industries, your customers will most likely belong to the expert group.

Selling the old way does indeed resemble a moving train which the customer can’t control or direct.

In the new sales process, the salesperson puts themselves in the customer’s shoes, in every stage of the sales process

Change doesn’t stop or come to an end; we are always changing.

You reap what you sow

If your customers are satisfied with your product or service, you can ask them to recommend you to their colleagues or acquaintances.

After the customer uses your product or service, they move from being amateurs into being experts.

The longer you can delay the negotiation stage, the stronger your negotiating position is

Don’t start negotiating the price or anything else until your customer shows a real desire to buy your product or service.