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Buying Styles


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Table of Contents


Acknowledgments, vii

Introduction: What This Book Will Do for You, 1

Chapter 1. Looking for Solutions, 5

Chapter 2. Identifying the Behaviors We Hate from Customers, 9

Chapter 3. Recognizing the Four Basic Buying Styles, 15

Chapter 4. Selling to Your Boss, 35

Chapter 5. Identifying the Buying Styles of Others, 61

Chapter 6. Comparing Selling Styles and Buying Styles, 79

Chapter 7. Tailoring Your Sales Approach to

Your Customer's Buying Style, 93

Chapter 8. Recognizing Style Clashes, 109

Chapter 9. Planning Your Next Steps, 121

Chapter 10. One Year Later, 131

Afterword, 135

Appendix: Style Summary, 137

Bibliography, 147

About the Authors, 149

About the Author

Michael Wilkinson is the CEO of Leadership Strategies-The Facilitation Company, a strategic consulting and training firm. He is the author of The Secrets of Facilitation and The Secrets to Masterful Meetings, as well as being a much sought-after speaker, trainer, and facilitator.


"Quick, entertaining, insightful...clears a path for sales professionals to be dramatically more learning to sell the way their customers buy." -- Hudson Valley Business Journal
..".next time your performance evaluation comes up, you'll be able to wow your peers with the impressive numbers gained from reading this book." -- Houston Business Journal

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