Home Advertise Contact Blog Advertiser Login RSS
Newsletter Signup

Business Opportunities to Own
Home-Based Businesses
Choosing a Business Opportunity Growth and Profit Marketing and Sales
Plans and Goals Running Your Own Business Start-Up
Working From Home Entrepreneur Exchange Feature Articles
Opportunity Community Opportunity Focus In The News

Everyone will be hearing a lot from the newest addition to our staff: Digital Marketing Manager Hired Margaret Mallonée! This hire was a strategic move to enhance our staff for the new digital media platform we will be introducing in the weeks and months to come. Chicago,...

Slammed last year by what will surely be one of the most expensive and devastating natural disasters to ever hit the Northeast, millions of individuals, many of whom are work-at-home or other small business owners, are only now years later truly beginning to recover from the damage that Hurricane...

Changing Your Life - Do you look around at your cubicle and dream of the day when you view the world from your yacht? You can do it if you follow the right steps.

Changing Your Life- The dreamer’s road from wage slave to millennial millionaire is paved with hopeful thoughts. The winner’s road...

Sponsors

STARSCAPES®
Imagine making up to $500 to $1,800 a day! Call or click now see how you can get your business for FREE! (602) 679-0257
Promotional Products Home Business
Run Your Own Business. Be Your Own Boss. Earn Great Profit Potential. Start At A Low Cost. Try It For Free! Learn More.
Hurricane Recovery Resources for Business Opportunity Owners
in the wake of a crisis of this magnitude can be especially maddening, DisasterAssistance.gov is good place to start...
How Many Leads Does It Take To Close A Sale?
This article is now live on our blog and I know could be very insightful for many. Read On
Residual Income Business Opportunities
Residual Income is the way that you work once and get paid multiple times—sounds great!... Read On
Productivity Hacks — Our Top 50
Productivity Hacks will help you make more from less this 2016. Here at BusinessOpportunity.com we want to... Read On
Top 7 Reasons to Consider a CMS
The internet loves obscure abbreviations. You can skip over most of them, but not CMS. What is CMS? read on...
The Ideal Length of Everything Online, Including Social Media Posts
When one of your busiest marketing channels limits you to 140 characters, you know that the internet sets its own rules.
It Takes a Hot Voicemail to Land a Warm Lead
If you're a successful entrepreneur who provides others like you the chance to follow in your footsteps... Read On
Low Cost Business Opportunities to Own
Are your right for a Low Cost Business Opportunities to Own? The desire to own your own business... Read On
Sales Hack To Increase Your ROI and Productivity
Sales Hack to make you more money! Sales Hacks are not new, but how you use them is. We receive lots of emails.. Read On
The Top 10 Reasons to Buy a Business Opportunity or Franchise
Starting your own small business is part of the American Dream, right up there with owning your own home. Read On
7 Keys to Leading Highly Effective Sales Conversations
Most people's sales conversations could be better. Not a little better, significantly better. Read On
I Want To Buy a Business Opportunity or Franchise
Who are the types of people who buy a business opportunity or small franchise? According to people in... Read on
 
Resource Center > Article
Book-of-the-Month: Think Like Your Customer
1 Sep 15 Posted by: Kevin James Culp
in Opportunity Community
Share this Article:

Selling is a delicate dance. Success comes when you Think Like Your Customer, the Book-of-the-Month by Bill Stinnett that promises “A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy.” Written in 2004 and published by McGraw-Hill, it offers evergreen advice for anyone engaged in business opportunity sales.

Think Like Your Customer

Put the Emphasis on the Customer

The book offers practical ideas to ace the intricate back-and-forth that constitutes the sales process. For many business people, the focus is on what to sell and what methods to use that work best for the company. Stinnett points out that consistent sales only happen when companies pay attention to what the customer wants to buy, why he wants to buy it and how he want to participate in the sales process.

Customers aren’t buying a product, they are looking for a desired outcome. Make that happen for them, and you have a customer for life. Stinnett encourages sales and marketing staffs to concentrate on figuring out the current state of the customer and where he wants to be in the future, then customize the sales process to that reality.

The Difference Between Buying and Selling

The book also shows how important it is not to assume your company’s sales process is the same as your customer’s buying process. You need to figure out:

  • Where they are in the sales cycle

  • What they want and need to do next

  • Everyone who is part of the decision making process

  • How to help your customer take the next step in the sales process

  • The motive: is the purchase a planned replacement, a new purchase to stay competitive, a new purchase that is part of a new initiative, an unplanned replacement
Once you start thinking like your customer, once you put yourself in his shoes, you can gear your selling to his needs and the desired outcome he is looking for. Without this preparation, you are simply guessing. You may hit the mark, but more than likely you won’t. It leads to wasted time and irritated prospects.

The Importance of Why and How

In the book Stinnett goes through two major areas: why customers buy and how they buy. He helps you identify the company goals and objectives of your prospect. With this information in hand, you can present your product as a key part of his goal strategy.

He helps you figure out how to parse how your prospects make buying decisions. You can use this data to speed up the decision process at his end and improve your own bottom line.

Practical Advice

Bill Stinnett is more than a theoretical sales guru. As the president of his own sales consulting company, Sales Excellence, he has used and presented his ideas at as a corporate speaker and trainer to businesses like General Electric, American Express, Verizon, Microsoft, Lucent, EMC and Accenture.

The book has numerous personal anecdotes based on his own experience in sales, both winning and losing. He outlines specific steps to help you make selling a mutually beneficial exercise for you and your customer. The emphasis is on long-term value when dealing with potential buyers.

Related Blog Posts
25 Sep 17 Posted by: Margaret Mallonée
in Opportunity Community

The Top Young Entrepreneurs in 2017 —Who they are, what they do, and how can we learn from them.

Top Young Entrepreneurs in 2017In Friday's...
5 Oct 16 Posted by: Kevin James Culp
in Opportunity Community

Accelerating Growth - Andy Birol, author of the successful Five Catalysts of Seven Figure Growth, continues his help for struggling companies with this guide. Here the focus is on finding ways to speed up the expansion phase of your business. Accelerating Your Growth: Insights and Examples for Exploiting...

2 Sep 16 Posted by: Kevin James Culp
in Opportunity Community

Book Review of The Small B!G - Are you trying to change the choices people make, get them to alter their behavior in some way? And having very little luck?

Then The Small B!G: Small Changes That Spark Big Influence is the book for you. In 52 short chapters, the experts explain actionable,...
2 Aug 16 Posted by: Kevin James Culp
in Opportunity Community

Getting More Out Of Life: Buying Getting More: How You Can Negotiate to Succeed in Work and Life was an easy choice. When you read that Google used it to train 30,000 employees, you gotta figure it’s got something going for it. I’m always on the lookout for helpful books and negotiation...

3 Apr 16 Posted by: Kevin James Culp
in Opportunity Community

The Richest Man in Babylon is a book by George Samuel Clason which dispenses financial advice through a collection of parables set in ancient Babylon.

"Acclaimed as the greatest of all inspirational works on the subject of thrift and financial planning, these...

 
   

I had the pleasure of setting down with Edwin Shoffner, CEO with Mattress by Appointment for BusinessOpportunity.com's very first Podcast that will be released on our new Digital Platform very soon.  Here is the transcript from that call for...
Read More

Video Spotlight

Virtual Financial A Home Business in Financial Services You are going to want to see this Video!

Virtual Financial Group


Premium Sponsor