Buying Zone

Why is it that when you do everything right as a salesperson, the customer still says "no"? Why do they sometimes say "yes"? What's going on inside a buyer's head when they decide to buy something? The Buying Zone is a journey through the mind of a buyer, when and why they choose to make a purchase and from whom? Whether you are a strategic level sales professional trying to close multi-million-dollar B2B deals or an owner of a local business like a restaurant, fitness studio, or an e-tailer, you're always trying to grow your customer base and establish yourself in the market. This book will help you understand the buyer – at any level – during the buying process.The Buying Zone introduces you to a new selling methodology based around the buyer's behavior. It gives you a checklist of things to consider during the sales process before you attempt to close the deal with the intent of increasing the likelihood of success. This book employs real-world examples and application that put you in the mind of today's buyer.This isn't just another sales book. The Buying Zone is about the buying process.

De ce atunci cand faci totul bine ca agent de vanzari, clientul inca spune „nu”? De ce spun uneori „da”?