Stop Acting like a Seller and Start Thinking like a Buyer

Improve Sales Effectiveness by Helping Customers Buy

By: Jerry Acuff, Wally Wood

Narrated by: Matthew Porter

Length: 6 hrs

Publisher's summary

People love to buy. They love taking home a great product, and they definitely love getting a great deal. But, unfortunately for anyone in sales, people hate being sold. They hate feeling like they've been convinced to buy something or tricked into a purchase - even if they want the product you're selling. That's why sales is harder than ever, and that's why you have to change the way you operate if you want to sell more and keep your customers coming back.

This one-of-a-kind sales guide takes a revolutionary perspective on the art of selling: that knowing how to sell isn't enough. You need to learn to think like a buyer in order to sell more effectively. You have to understand the buying process and what your customers want—not from a salesperson's perspective, but from the customer's.

When you sell, you're usually trying to overcome the customer's natural aversion to being sold. Stop Acting Like a Seller and Start Thinking Like a Buyer offers a "buying" model that changes the focus from hard-sell tactics that convince people to buy what you're selling to new relationship-based strategies that help them buy what they need and want. It changes the adversarial buying experience into a positive and rewarding encounter for the customer - and that's invaluable if you want your customers to come back and remain loyal.

If you were trained in traditional sales methods and you're struggling to stay ahead of the competition, this is the only sales guide you need. It will help you rebuild your selling methods from the ground up, leading to a higher level of achievement and much happier customers. You'll master a new mindset for dealing with customers, learn a new and more effective sales process, and learn to build valuable business relationships with customers that will last forever. Combine those elements, and you'll start selling more than ever - without having to sell at all.

©2007 John Wiley & Sons, Inc. (P)2014 Jerry Acuff

Read too fast!

The information presented in the book was very good, but I found the reader to be too fast and use the same enthusiastic inflection all the way through. He barely took a breath at the periods, let alone at the change of concepts so it was hard to follow and hard to extract the most important points. It became annoying to listen.

One of the best

This is one of the best sales books I have read. As someone that manages sales people, this will be required reading

The worst narration possible.

This book was read like a giant run on sentence from at least chapter 4 on. The narrator makes no pauses for periods and it's impossible to follow and comprehend. I had to slow down the speed for the first time ever and it still didn't help. Absolutely the worst narration I've ever witnessed.

The book itself has a good theme but nothing revolutionary hiding within, unless i just completely missed it due to the second rate narration.