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

by Buzzotta, Victor; Lefton, R.

• ISBN13: 9780071447331
• ISBN10: 0071447334
• Edition: 1st
• Format: Hardcover
• Copyright: 2004-12-27
• Publisher: McGraw-Hill Education

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