Focus On Buyers

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Focus On Buyers

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Author : Rebecca Fritzson
language : en
Publisher: iUniverse
Release Date : 2003-10

Focus On Buyers written by Rebecca Fritzson and has been published by iUniverse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-10 with Business & Economics categories.

Bookstores are full of books about how to sell. From prospecting to closing, sales people are searching for ways to be more successful. Very few focus on the most important element in a sale-the buyer. Focus on Buyers turns the sales process upside down and begins with the end. If you understand how buyers buy, you will sell more effectively. Whether you're in sales, marketing, or customer service, you may find yourself wondering: · Why are my prospects behaving this way? · How do I move someone forward in the sales cycle? · How can I influence my prospects so they believe my product will solve their problem? Jeff and Rebecca Fritzson teach these concepts to sales people worldwide. They find that once sales people understand their buyer's perspective, they increase their personal sales and develop better customer relationships. Focus on Buyers will take you on a journey of discovery through your buyer's thought processes. Beginning with change, the starting point of any buying process, and continuing through the individual buying states people navigate on their way to making a purchase, Focus on Buyers provides the map that will help you find your way to increased sales.

Buyer Personas Revised And Expanded

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Author : Jim Kraus
language : en
Publisher: John Wiley & Sons
Release Date : 2024-07-30

Buyer Personas Revised And Expanded written by Jim Kraus and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-07-30 with Business & Economics categories.

A fresh look into understanding your prospective customer's buying decisions to influence them and win more business Building on the groundbreaking success of the first edition, this newly revised and updated version of Buyer Personas enables marketers to stop wasting time and resources on their best guesses and start drilling down to understand what buyers truly care about—then harness this newfound knowledge to create strategies and messages that break through the clutter and reach buyers on their level. In a world where buyers frequently struggle to get the information they need to evaluate competitive alternatives and feel confident in their choices, this book lays out a step-by-step approach used by hundreds of companies to understand what buyers want to know and experience as they search for a solution to meet their needs, weigh their options, and make a buying decision. In this book, you'll learn: Why understanding the buying decision is far more important than knowing a few things about the individuals or roles involved in that decision How to develop a modern Buyer Persona based on five types of buying insights that will inform nearly every marketing and sales decision you make Why interviewing recent buyers is the best way to develop your Buyer Persona and how to do it effectively How to use AI and quantitative survey research to enhance your Buyer Persona Ways to use Buyer Persona insights to increase awareness of your products and services, drive consideration, and convert more business The revised and expanded Buyer Personas is a complete guide to go beyond benefit-heavy, undifferentiated marketing and focus only on what buyers care about most. It earns a well-deserved spot on the bookshelves of entrepreneurs, executives, marketers, and other business professionals looking to influence their prospective buyers.

Buyer Personas

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Author : Adele Revella
language : en
Publisher: John Wiley & Sons
Release Date : 2015-02-24

Buyer Personas written by Adele Revella and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-02-24 with Business & Economics categories.

Named one of Fortune Magazine’s “5 Best Business Books” in 2015 See your offering through the buyer's eyes for more effective marketing Buyer Personas is the marketer's actionable guide to learning what your buyer wants and how they make decisions. Written by the world's leading authority on buyer personas, this book provides comprehensive coverage of a compelling new way to conduct buyer studies, plus practical advice on adopting the buyer persona approach to measurably improve marketing outcomes. Readers will learn how to segment their customer base, investigate each customer type, and apply a radically more relevant process of message selection, content creation, and distribution through the channels that earn the buyers' trust. Rather than relying on generic data or guesswork to determine what the buyer wants, the buyer persona approach allows companies to ask the buyer directly and obtain more precise and actionable guidance. Buyer personas are composite pictures of the people who buy solutions, services or products, crafted through a unique type of interview with the people the marketer wants to influence. This book provides step-by-step guidance toward implementing the buyer persona approach, with the advice of an internationally-respected expert. Learn who buys what, and why Understand your buyer's goals and how you can address them Tailor your marketing activities to your buyer's expectations See the purchase through the customer's eyes A recent services industry survey reports that 52 percent of their marketers have buyer personas, and another 28 percent expect to add them within the next two years – but only 14.6 percent know how to use them. To avoid letting such a valuable tool go to waste, access the expert perspective in Buyer Personas, and craft a more relevant marketing strategy.

Understanding The Professional Buyer

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Author : Peter Cheverton
language : en
Publisher: Kogan Page Publishers
Release Date : 2010-11-03

Understanding The Professional Buyer written by Peter Cheverton and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-11-03 with Business & Economics categories.

Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship. In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techniques used in previous years are no longer working. This book shows how to understand this new breed of buyer, in order to interact with them on a more level playing field. Contents include developments in the industry; purchasing organizations; types of buyers; purchasing analysis; and crucially, buyer-seller relations.

How Home Buyers Seek Information

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Author :
language : en
Publisher:
Release Date : 1989

How Home Buyers Seek Information written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1989 with House buying categories.

Focus

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Author : R E Vaughn
language : en
Publisher: Independently Published
Release Date : 2021-01-16

Focus written by R E Vaughn and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-01-16 with categories.

Are you still using last century's "Worst Practices" to Sell Your Consulting Services?If you are a consultant, agency owner, or B2B service provider and want to get better clients and close bigger deals in less time without using pushy sales tactics, FOCUS Selling can help you increase win rates by 20% or more, shorten your sales cycles and increase your average deal size and profit margins.Traditional sales methods don't work well for selling your consulting services. Let Rev Vaughn show you a better way to sell. FOCUS Selling gives you expert-level, professional sales skills so you can have the kind of sales confidence and success you've always wanted. FOCUS Selling will help you: ● Master a simple sales framework that positions you as an expert and trusted authority. ● Establish your sales leadership in the first minute of a call.● Use the Four Ways to open any sales call, so you are never left guessing what to say or do.● Qualify every opportunity, so you never waste time chasing bad deals.● Discover, uncover and develop a buyer's goals, opportunities, and challenges.● Qualify every deal, so you know you are working on a real opportunity.● Qualify resources to know the buyer has the time, people, and money to implement your solution. ● Understand the buyer's decision-making process to know how they make decisions. ● Use Fact Questions to get key information about your buyer's current situation.● Ask Opportunity Questions to understand a buyer's biggest goals.● Use Challenge Questions to uncover a buyer's most difficult problems.● Ask Uncover Questions to understand the true payoff of achieving the buyer's goal.● Master Solution Questions to create the "buying urge" before you introduce your service.● Build the business case for your service or solution with the buyer.● Experience more sales confidence and feel better about the way you sell.This FOCUS Book lives inside the Conversion function of your business and is centered on the "Discovery" phase of your sales process. Most consulting deals are created by conversations with the client, either in person, over the phone, or online. We call our complete selling process "The FOCUS Selling Blueprint."The FOCUS Selling Blueprint has three major stages or phases:1. Plan To Win: The Plan to Win stage includes everything we do before we meet with the buyer that sets us up for success.2. Discovery: In Discovery, we Qualify the Opportunity and decide if we can help the buyer achieve an important goal or solve a big problem.3. Win: In the Win stage, we present our solution, provide proof, and gain the buyer's commitment to move forward with our service or solution.Discovery is the "heart of selling." In this book, we cover expert ways to:1. Opening the Call This step helps the client see you as a peer and valued advisor and not just as a service provider. We use The Four Ways to open any call to establish your sales leadership in the first minute of a call.2. Qualify the OpportunityQualifying the Opportunity is the "heart of selling." We go from the uncertainty of chasing after bad deals and unqualified buyers to the certainty that comes from spending your time with your best clients. We discover, uncover, and develop your buyer's goals and challenges. We Qualify the Opportunity so you know you are working on a real problem or opportunity. We uncover hidden problems, costs, connections, and constraints that are "invisible" to your client.3. Solution LinkingMaster Solution Questions to create the "buying urge" before you introduce your service or solution. Ask questions that directly link your solution to solving the client's problem or achieving their goal. Get your client to agree to your solution before you ever formally present it. Even experienced consultants, agency owners, and sales pros will learn something new to get better clients and close bigger deals.

Selling Is Hard Buying Is Harder

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Author : Garin Hess
language : en
Publisher: Greenleaf Book Group
Release Date : 2020-06-16

Selling Is Hard Buying Is Harder written by Garin Hess and has been published by Greenleaf Book Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-16 with Business & Economics categories.

Enable Your Buyers for Faster B2B Sales ​What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often. Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.

Velocity Selling

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Author : Bob Urichuck
language : en
Publisher: Morgan James Publishing
Release Date : 2014-02-01

Velocity Selling written by Bob Urichuck and has been published by Morgan James Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-02-01 with Education categories.

The Bottom Line Sales are the lifeline to your bottom line. To succeed in sales, you need to do the opposite of selling. Most organizations today realize the economy has brought on a shift from selling during the boom times to attracting, engaging, and empowering the new economy of buyers to buy. One absolute fact is that traditional and consultative sales methods no longer work. Businesses are experiencing slower sales, sales cycles are too long, sales professionals lose control of the sales process, and businesses’ bottom lines are behind projections. Velocity Selling will help you learn a non-traditional “buyer-focused” sales system that will boost your sales volume while contributing to your bottom line. As opposed to teaching selling skills, it teaches you how to facilitate the buying process by putting your focus on the buyer and how to attract, engage, and empower them to buy. As simple as A, B, C, D, it starts with building a solid foundation: Attitude: belief in yourself, your organization, and the buyer Behavior: effective habits toward yourself, your organization, and the buyer Competencies: a systematic approach to engaging and empowering buyers to buy, if they are qualified Disciplines: practices that need to be maintained for continuous success Yes, you can increase your bottom line while shortening your sales cycle; you can be in control of the sales process while building and maintaining relationships that will become your secondary sales force. Without buyers there are no sales, no revenue, no organization, no jobs. But buyers are everywhere. What are you doing to help them buy? Sales Velocity ~ Your Bottom Line ~ Our Passion

Trust Based Selling

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Author : Charles H. Green
language : en
Publisher: McGraw Hill Professional
Release Date : 2005-12-08

Trust Based Selling written by Charles H. Green and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-12-08 with Business & Economics categories.

Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.

Stop Acting Like A Seller And Start Thinking Like A Buyer

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Author : Jerry Acuff
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-28

Stop Acting Like A Seller And Start Thinking Like A Buyer written by Jerry Acuff and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12-28 with Business & Economics categories.

Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica