Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Think Like Your Customer (Review and Analysis of Stinnett's Book)
    Think Like Your Customer (Review and Analysis of Stinnett's Book)
    Think Like Your Customer (Review and Analysis of Stinnett's Book)
    Ebook40 pages26 minutes

    Think Like Your Customer (Review and Analysis of Stinnett's Book)

    By BusinessNews Publishing

    ()

    Read preview

    About this ebook

    The must-read summary of Bill Stinnett's book: "Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy".

    This complete summary of the ideas from Bill Stinnett's book "Think Like Your Customer" shows that in order to sell more of your products and services, you need to step into your customers' shoes and learn to think the way they do. In his book, the author explains that doing this will help you to understand why customers buy and how they reach a purchase decision. This summary highlights how you can do this and then use your findings to interact with your customers to increase the likelihood of them making a positive decision.

    Added-value of this summary:
    • Save time
    • Understand key concepts
    • Expand your knowledge

    To learn more, read "Think Like Your Customer" and discover why putting yourself in your customer's shoes will change the way you think about selling.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateOct 28, 2014
    ISBN9782511020395
    Think Like Your Customer (Review and Analysis of Stinnett's Book)

    Read more from Business News Publishing

    Related to Think Like Your Customer (Review and Analysis of Stinnett's Book)

    Related ebooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Strengthening Yourcompetitive Advantage

      Jun 30, 2021

      • Have you developed an up-to-date profit and loss statement?• Do you understand your current strengths and weaknesses?• Have you clearly articulated what needs to change in your organisation, and why?• Have you clearly mapped your change process? Ar

      2 min read

    • Article

      Improving Your Close Rate

      Mar 26, 2019

      Improving Your Close Rate
      2 min read

    • Article

      Strengthening Your Sales Management

      Jun 30, 2021

      1. Providing clarity and support • Is your team prepared for ongoing volatility and uncertainty in the months ahead?• Are your Managers adept at countering the emotional impacts of stress and its impact on productivity, for themselves and their teams

      2 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      Operationalising Customer Retention & Growth

      May 26, 2022

      IN AN ENVIRONMENT where good Customer Service should be the minimum requirement, most organisations fail to consistently match even this standard. The good news is that for those companies nimble enough to plan and operationalise a competitive advant

      1 min read

    • Article

      Shaping Customer Success

      May 26, 2022

      Consider this: As the sales arm of your organisation, you’re making certain promises to your customers around what your solution can do for them and their company’s success. The problem is that too often, once a sale is made, implementation is handle

      2 min read

    • Article

      Choosing Sales Activity That Determines The Best Outcome

      May 27, 2019

      IN THE NEXT look at our “8 levers of sales growth” series I tackle the decision between doing more volume of sales activity generally or focusing on more targeted sales activity. It seems like a simple answer, but it isn’t always as obvious as you’d

      2 min read

    • Article

      The Thinksales Approach

      Jun 17, 2018

      The Thinksales Approach
      1 min read

    • Article

      Sales Engagement Process Design

      Dec 1, 2017

      Is it time to adapt your sales engagement process to align with today’s evolving buyers & buying processes? • Many sales engagement processes are informal and inconsistently executed • This makes it extremely difficult for sales managers to obtain co

      1 min read

    • Article

      The Global Millennium

      Apr 23, 2020

      Globalisation is a phenomenon that defines and challenges the modern world. Trade, technology, culture, conflict: today, all span continents and hemispheres. And the roots of this global connectedness stretch back much further than we might imagine.

      9 min read

    • Article

      Industry Insights

      Mar 24, 2021

      Industry Insights
      11 min read

    Related categories

    Reviews for Think Like Your Customer (Review and Analysis of Stinnett's Book)

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Think Like Your Customer (Review and Analysis of Stinnett's Book) - BusinessNews Publishing

      Book Presentation Think Like Your Customer by Bill Stinnett

      Book Abstract

      About the Author

      Important Note About This Ebook

      Summary of Think Like Your Customer (Bill Stinnett)

      1. Understand precisely why your customers buy

      2. Understand how your customers actually buy

      Book Abstract

      MAIN IDEA

      To sell more of whatever products and services you offer, step into your customer’s shoes and learn to think the way they do. In practical terms, doing so requires that you understand two different areas of customer thinking:

      To understand why customers buy, you have to learn to see the world through their eyes. You have to appreciate how they perceive value, what motivates them and the way they think. In particular, you need to know what your prospective customer wants to achieve. When you know that, you have the key to selling them your products and services. If you can succeed in aligning your product or service with the direction they already want to head, it will be perfectly logical for them to buy. This is why the top performers in any field are usually the people who have been there for 15, 20 or even 25 years. Their experience helps them understand why customers buy better than new salespeople.

      Once you understand why customers buy, you’re then prepared to focus more intensively on how they actually reach a purchase decision. The benefit of knowing how customers make a decision to buy is that you can then find ways to interact with them in such a way that you’ll enhance the likelihood of them making a positive decision.

      In short, to increase your sales performance, change the way you think about selling. Don’t worry so much about the skills of selling – making smooth presentations, developing an elevator pitch that’s ready to go at a moment’s notice, being able to articulate the key points of a comparative analysis between your offering and those

      Enjoying the preview?
      Page 1 of 1