did-you-know? rent-now

Rent More, Save More! Use code: ECRENTAL

did-you-know? rent-now

Rent More, Save More! Use code: ECRENTAL

5% off 1 book, 7% off 2 books, 10% off 3+ books

9780071447331

Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales Using the Breakthrough Q4 Approach to Close More Sales

by ;
  • ISBN13:

    9780071447331

  • ISBN10:

    0071447334

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2004-12-27
  • Publisher: McGraw-Hill Education

Note: Supplemental materials are not guaranteed with Rental or Used book purchases.

Purchase Benefits

List Price: $19.95 Save up to $8.28
  • Rent Book $11.67
    Add to Cart Free Shipping Icon Free Shipping

    TERM
    PRICE
    DUE
    USUALLY SHIPS IN 24-48 HOURS
    *This item is part of an exclusive publisher rental program and requires an additional convenience fee. This fee will be reflected in the shopping cart.

How To: Textbook Rental

Looking to rent a book? Rent Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales Using the Breakthrough Q4 Approach to Close More Sales [ISBN: 9780071447331] for the semester, quarter, and short term or search our site for other textbooks by Buzzotta, Victor; Lefton, R.. Renting a textbook can save you up to 90% from the cost of buying.

Summary

A powerful, behavioral-based approach to closing salesCalled dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert Lefton present this proven sales approach based on behavioral science that is guaranteed to give sales professionals an unbeatable competitive edge. Drawing upon their work with Citicorp, Hyatt Corp., Merrill Lynch, Warner Bros., and other top companies, the authors show readers how to: Pinpoint what motivates individual buyers Work more effectively with customers by understanding their basic behavior patterns Adapt selling strategies on the fly Manage problem customers--regardless of their issues Plan sales calls that optimize the chances of success

Author Biography

Victor R. Buzzotta, Ph.D., and Robert E. Lefton, Ph.D. (St. Louis, MO) are the chairman of the board, and president and CEO respectively, of Psychological Associates, a sales and management consultancy to the Fortune 100.

Table of Contents

Acknowledgments v
Selling, People Skills, and You
1(10)
Four Patterns of Behavior
11(18)
What's the Difference?
29(6)
Why People Buy
35(12)
Motivating Customers
47(14)
Timing the Presentation
61(10)
Probing
71(24)
Building Trust
95(14)
Building Understanding and Commitment
109(10)
Planning the Sale
119(24)
The Q4 Strategies
143(20)
Four Ways of Managing Salespeople
163(18)
Motivating Salespeople
181(20)
Q4 Coaching for Success
201(24)
What's in It for You?
225(8)
Appendix Does the Dimensional Model Fit the Facts? 233(5)
Bibliography 238(5)
Index 243

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Rewards Program