How to Mind-Read Your Customers

by Snyder, David P.

• ISBN13: 9780814405994
• ISBN10: 0814405991
• Edition: 2nd
• Format: Paperback
• Copyright: 2001-04-01
• Publisher: Amacom Books
• More Book Details
• Purchase Benefits

Summary

"What's the most important factor in becoming a successful salesperson? Is it ambition and drive? Maybe it's enthusiasm. Or, maybe, success in sales just boils down to good old-fashioned hard work. While all of these things no doubt contribute to sales success, the real key, according to David Snyder, is understanding and knowing how to read different personality types--including one's own. How to Mind-Read Your Customers, which is based on Snyder's popular seminar, shows readers how to use the principles of behavioral psychology (made easy and accessible) to master the art and science of salesmanship. Using the book's wealth of useful ideas and tools, readers will: * Gain insight into their own personalities * Identify their strengths and weaknesses * Gain a better understanding of themselves * Understand and relate better to others * Size up people as early as the first phone conversation * Improve relationships with customers * Enhance teamwork * Eliminate mistakes in communication * Make a great first impression * Increase sales! Innovative and empowering, yet down-to-earth and humorous, this book is an invaluable resource for anyone in sales, marketing, or customer service on how to take selling skills to the next level."

Author Biography

David P. Snyder is Chairman and CEO of Snyder, Inc., and specializes in new business strategy implementation and training for a national client base. He also runs businesses in fields as diverse as marketing strategy, sales training, education research, curriculum development, and entertainment. He resides primarily in North Carolina.

Table of Contents

Preface	ix
Introduction	1	(8)
Part 1: Basic Formulas
Salesmanship as an Art and a Science	9	(17)
The Basics of Customer Psychology	26	(14)
The Two Types of People in This World	40	(11)
Dynamic People	51	(8)
How to Sell to the Driven Person	59	(24)
How to Sell to the Influential/Sociable Person	83	(13)
How to Protect Yourself from Guilt and Anxiety	96	(6)
Discerning People	102	(2)
How to Sell to a Conscientious Person	104	(17)
How to Sell to a Steadfast Person	121	(14)
Part 2: Advanced Chemistry
Portrait of the Artist as a Young Businessperson	135	(28)
How to Integrate Sales, Marketing, and Customer Service: Billion-Dollar Tips from a Guy Who's Been There	163	(13)
A Few More Words about Work, Struggle, and the Real Meaning of Success	176	(9)
Epilogue	185	(4)
Appendix A: A Brief History of the DISC Behavioral Methodology and Competing DISC Products	189	(6)
Appendix B: David Synder's DISC Style Analysis Graphs	195	(4)
How to Contact David Synder and His Associates	199	(2)
Suggested Reading	201	(6)
Index	207