Stop Acting Like a Seller and Start Thinking Like a Buyer

Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica

Acknowledgments vii Section I Start with the Right Mind-set Chapter 1 If People Love to Buy, We Should Help Them Buy 3 Chapter 2 Eight Laws of Sales Intent 23 Chapter 3 Build Your Knowledge, Messaging, and Relationships 47 Section II Use a Tested, Effective Sales Process Chapter 4 Develop Interest so Customers Will Hear You 73 Chapter 5 Engage Customers in Meaningful Dialogue 95 Chapter 6 Learn the Situation, Problem, or Challenge 123 Chapter 7 Tell Your Story 149 Chapter 8 Ask for a Commitment 169 Section III Implement the Process for Personal Prosperity Chapter 9 How to Build Positive, Productive Business Relationships 195 Chapter 10 Your Business Development Drives Your Future 233 Notes 247 Index 249