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

Victor R Buzzotta & Robert E Lefton


In Circulation

This title provides a powerful, behavioral-science-based approach to closing sales and building customer loyalty. In today's super-competitive selling environment, trust is often the key to making a sale. But earning your customers' trust and building long-term relationships with them requires a unique set of selling skills based on sound psychological principles. Written by psychologists Victor Buzzotta and Robert Lefton, this book arms you with those skills and much more.

At the core of "Dimensional Selling" is a proven, behavioral-science-centered approach based on tested research into customer motivation and buying trends. This method uses sophisticated, yet easy-to-learn techniques for evaluating customers and tailoring presentations to their specific behavior patterns, letting you forge strong bonds of trust and loyalty with them.

You'll learn how to: quickly and decisively pinpoint what motivates each buyer; zero in on customer behavior patterns and work more effectively with customers; plan sales calls that optimize your chances of success; adapt your selling strategies on the fly, using the best approach for each situation; get customers to work with you during a sales call; manage problem customers, regardless of their issues. You may not be born with the knack for quickly earning customers' trust - but you can learn it. "Dimensional Selling" shows you how, for every sales setting and situation.

What will you learn from this book

  1. Understanding Customer Needs: Expect insights into the importance of understanding the unique needs and preferences of each customer through a dimensional approach.

  2. Customization of Sales Approach: The book may emphasize tailoring sales strategies to match different dimensions of customer personalities, buying behaviors, and decision-making processes.

  3. Building Rapport: Insights into how a dimensional approach can enhance the ability to build rapport with customers, fostering stronger and more meaningful relationships.

  4. Effective Communication: Discussions on how to effectively communicate with customers, taking into account their communication styles, preferences, and the ways in which they absorb information.

  5. Problem Solving: The authors might discuss how a dimensional selling approach can aid in identifying and solving specific problems or challenges that customers are facing.

  6. Adapting to Buyer Behavior: Expect considerations on how buyer behavior can vary across different dimensions and how sales professionals can adapt their strategies accordingly.

  7. Negotiation Techniques: The book may provide insights into negotiation techniques that align with a dimensional selling approach, addressing the diverse needs and expectations of customers.

  8. Long-term Relationship Building: Emphasis on using a dimensional selling approach to build long-term relationships with customers, going beyond individual transactions.

  9. Sales Team Training: If applicable, the book might offer guidance on training sales teams to adopt and implement a dimensional selling methodology effectively.

  10. Measuring Sales Success: The authors may discuss key performance indicators (KPIs) and metrics for measuring success in dimensional selling, allowing for continuous improvement and refinement of strategies.

Language English
ISBN-10 0071447334
ISBN-13 9780071447331
No of pages 250
Font Size Medium
Book Publisher McGraw-Hill
Published Date 16 Feb 2005

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