Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales: Using the Breakthrough Q4 Approach to Close More Sales (Google eBook)

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McGraw Hill Professional, Dec 27, 2004 - Business & Economics - 256 pages
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A powerful, behavioral-based approach to closing sales

Called 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
  

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Contents

Chapter 1 Selling People Skills and You
1
Chapter 2 Four Patterns of Behavior
11
Chapter 3 Whats the Difference?
29
Chapter 4 Why People Buy
35
Chapter 5 Motivating Customers
47
Chapter 6 Timing the Presentation
61
Chapter 7 Probing
71
Chapter 8 Building Trust
95
Chapter 11 The Q4 Strategies
143
Chapter 12 Four Ways of Managing Salespeople
163
Chapter 13 Motivating Salespeople
181
Chapter 14 Q4 Coaching for Success
201
Chapter 15 Whats in It for You?
225
Does the Dimensional Model Fit the Facts?
233
Bibliography
238
Index
243

Chapter 9 Building Understanding and Commitment
109
Chapter 10 Planning the Sale
119

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About the author (2004)

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.

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