Absolutely Australia's Lowest Prices

Shop over 1.5 Million Toys in our Huge New Range

Buying Styles

Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual "buying styles"...and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a "learning adventure," Buying Styles begins with a fictional situation in which a salesperson has just lost a major sale...and decides to find out why. This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.
Product Details

Table of Contents

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.


..".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 "Quick, entertaining, insightful...clears a path for sales professionals to be dramatically more successful...by learning to sell the way their customers buy." -- Hudson Valley Business Journal

Look for similar items by category
Home » Books » Business » Sales » General
Home » Books » Business » Sales » Techniques
How Fishpond Works
Fishpond works with suppliers all over the world to bring you a huge selection of products, really great prices, and delivery included on over 25 million products that we sell. We do our best every day to make Fishpond an awesome place for customers to shop and get what they want — all at the best prices online.
Webmasters, Bloggers & Website Owners
You can earn a 5% commission by selling Buying Styles: Simple Lessons in Selling the Way Your Customers Buys on your website. It's easy to get started - we will give you example code. After you're set-up, your website can earn you money while you work, play or even sleep! You should start right now!
Authors / Publishers
Are you the Author or Publisher of a book? Or the manufacturer of one of the millions of products that we sell. You can improve sales and grow your revenue by submitting additional information on this title. The better the information we have about a product, the more we will sell!
Item ships from and is sold by Fishpond.com, Inc.
Back to top