think like your customer a winning strategy to maximize sales by understanding ho phần 10

This document was created by an unregistered ChmMagic, please go to http://www.bisenter.com to register it. Thanks. Customer goals diagnostic approach and, 20-24 disparity and, 27-28, 31, 152, 160 partnerships and, 7-9 research on, 9-15 understanding, 3-5, 15-20, 82-84 Customer needs. See also Disparity fulfilling, 25-27 vs. results, 27-31 Customer relationships earning trust, 106-8 four customer concerns, 108-14 listening skills for, 114-21 relationship selling, 105-6 trust cycle in, 121-27 Customer Results Model description of, 27-31, 43 reverse-engineering and, 173-75, 178-82 Customer strategies, 84-88 Customer`s business Annual Report, 10-12, 82, 84 imagining yourself in, 5-7 news articles, 10, 13-14 press releases, 10, 13 resources on, 9-10, 14-15 SEC Form 10-K, 10, 12-13, 82, 84 This document was created by an unregistered ChmMagic, please go to http://www.bisenter.com to register it. Thanks. Index D Days Sales Outstanding (DSO), 80 Decision makers eight techniques for reaching, 215-28 gatekeepers to, 113, 212-13 meeting up front with, 183-84 proactive strategy for reaching, 209-10 reactive strategy toward, 210-12 requesting access to, 195-97, 220 right mind-set and, 213-15 selling higher to, 203-9 talking to wrong person, 199-200 Denominations of Value defined, 46, 48-50, 63 Economic Value and Risk, 49, 50-51, 66 Emotional Value and Risk, 49, 56-57 Guidance or Advice Value and Risk, 49, 52-53 Image Value and Risk, 49, 53-54 Quality Value and Risk, 49, 52 Relational Value and Risk, 49, 54-55, 67 Simplicity Value and Risk, 49, 55-56, 66 Time Value and Risk, 49, 51, 67 Desired future state, customer`s, 27, 31, 152 Diagnostic approach, 20-24 Disparity (goal or problem) circumstances surrounding, 152-53 defined, 27-28, 31, 152, 160 identifying, 204-5, 226-27 This document was created by an unregistered ChmMagic, please go to http://www.bisenter.com to register it. Thanks. Index E Economic Value and Risk, 49, 50-51, 66 Elevating buying process accelerated buying and, 235-36 eight techniques for, 215-28 gatekeepers, 113, 212-13 information gained by, 204-9 proactive strategy for, 209-10 reactive strategy for, 210-12 reasons for, 235-36 right mind-set for, 213-15 Equity, defined, 81, 82 Executive decision makers eight techniques for reaching, 215-28 gatekeepers to, 113, 212-13 meeting up front with, 183-84 proactive strategy for reaching, 209-10 reactive strategy toward, 210-12 requesting access to, 195-97, 220 right mind-set and, 213-15 selling higher, 203-9 talking to wrong person, 199-200 Eye contact, 117 This document was created by an unregistered ChmMagic, please go to http://www.bisenter.com to register it. Thanks. Index F Form 10-K, 10, 12-13 Free work, 143, 248 FUD (fear, uncertainty, doubt), 244 Functional capabilities, 88-91 This document was created by an unregistered ChmMagic, please go to http://www.bisenter.com to register it. Thanks. Index G Gatekeepers psychology of, 212-13 respect for, 113 techniques for dealing with, 215-27 Goals, customer diagnostic approach and, 20-24 partnerships and, 7-9 questions on, 19, 20 research on, 9-15 understanding, 3-5, 15-20, 82-84 ... - tailieumienphi.vn