Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales: Using the Breakthrough Q4 Approach to Close More Sales
McGraw Hill Professional, Jan 21, 2005 - Business & Economics - 256 pages
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:
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Chapter 11 The Q4 Strategies
Chapter 12 Four Ways of Managing Salespeople
Chapter 13 Motivating Salespeople
Chapter 14 Q4 Coaching for Success
Chapter 15 Whats in It for You?
Does the Dimensional Model Fit the Facts?
Chapter 9 Building Understanding and Commitment
Chapter 10 Planning the Sale