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| Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy | 
 enlarge | Author: Jerry Acuff
Creator: Wally Wood
Publisher: Wiley
Category: Book
List Price: $24.95
Buy Used: $3.41
You Save: $21.54 (86%)
Avg. Customer Rating:  8 reviews
Sales Rank: 127650
Media: Hardcover
Number Of Items: 1
Pages: 272
Shipping Weight (lbs): 1
Dimensions (in): 9.3 x 6.1 x 1.2
ISBN: 0470068345
Dewey Decimal Number: 658.85
EAN: 9780470068342
ASIN: 0470068345
Publication Date: March 30, 2007
Availability: Usually ships in 1-2 business days
Condition: Buy from the best: 4,000,000 items shipped to delighted customers. We have 1,000,000 unique items ready to ship today!
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Product Description
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
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| Customer Reviews: Read 3 more reviews...
 In the running for Sales Book of the Year September 2, 2008
1 out of 1 found this review helpful
From his first questions through to the examples and stories, the author immediately takes you to a very real place in the selling world. This easy to read, insightful and hard hitting book is so far my Book of the Year for sales people. If you want to truly succeed at todays sales game - get and read this book above all else. If you don't , then quit reading now - life is just going to be too tough for you. In his words ( wish I had written these) "great salesmen inform, involve, engage and provoke thought". "People will buy what they want not what you think they need" "You are trying to see if your product is a fit for what they want." Acuff blows the accepted statements about sales out the window, showing you how to really prepare for each call, to setup for success or a quick no. He leads you to understand that this is a sales conversation not ever a sales call.
A great insight on the changing nature of sales leads to day- which we well know of. Prospects, when in their research, knowledge pursuit stage do not want to be "called on' , trial sold or pursuaded. They want information and to learn. Later when ready, they may engage you (if you made the short list) and they want you to have done as much homework on them as they have done on you- to be able to get right down to "what are you and your products going to do for me?" They do not want to sit down and discuss with every salesmen their problems, pains etc. There is no time for this and expect you to do this on your own. So when your website indicates a new lead - the worst thing your sales team could do is to rush and call them up - does sales really know what they are getting into?. Of course not.
Gotta love this stuff!
 stop acting like a seller September 1, 2008
1 out of 1 found this review helpful
Lots of good pearls. It particularly helped me in developing "my story" and in understanding that closing was an interactive process that didn't just happen in the wrap-up.
Practical guide to improving sales July 17, 2008
1 out of 1 found this review helpful
Many authors have written sales books from the seller's point of view. Relatively few take the buyer's perspective. Salesman turned consultant Jerry Acuff (writing here with Wally Wood) provides a refreshing look at sales through the eyes of the buyer. Most salespeople never achieve their goals because they forget to sell in a way that makes people want to buy. Trying to buy from a salesperson with this attitude is almost always a negative experience. Working with the right intent, a demonstrated sales process, proper preparation and a zeal for relationship building, salespeople of all kinds can achieve their goals. Acuff's perspective dusts off some insights you know intuitively and points to many others you may not know. getAbstract recommends this book to salespeople, sales managers, procurement officers, and anyone who wants to sell more goods, services, products or ideas.
Start with Mindset July 17, 2007
1 out of 1 found this review helpful
This book really delivers the framework for how people should conduct themselves in sales today. With how sophisticated customers are, the majority of "traditional" selling approaches of yesterday are merely ways of manipulating the customer...Jerry takes an honest, straightforward approach to helping customers get what they want. His concepts are not as easy as it seems to implement, it takes great effort and commitment to really put yourself in the customers position and start "thinking like a buyer". The best part about this approach is how good you will feel about being in sales-how rewarding and valuable your relationships with customers can really be. A multiple must read for business professionals.
Top 5 Most Useful Business Books Purchased July 13, 2007
2 out of 2 found this review helpful
I consider this to be among the top 5 of the business books in my collection and the most applicable to my day-to-day work. Acuff not only disproves some of the classic tenets of sales interactions but he provides logical alternatives to them that can put into practice on your very next sales call. One of the most engaging aspects of Acuff's philosophy is the idea that "salespeople sometimes think that they must do things on behalf of their companies that conflict with how they see themselves as human beings," but in fact, as Acuff points out, "to succeed in sales, you don't have to be someone you don't want to be."
This book not only discusses the value of pure intent and the right mindset in sales, but also lays out a simple and logical method for creating meaningful dialogue with a customer that results in a commitment on their part.
I believe almost everyone will find that the time taken to order and read this book will be time well spent.
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