Home Advertise Contact Blog Advertiser Login High-Yield Investments
Newsletter Signup

Business Opportunities

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

Drug-free Work Program - Drug, alcohol abuse, and addiction is growing more and more common as the years go by, yet I still see more businesses and companies that do not enforce strict drug rules than companies that do.

Drug-free Work Program - This is silly to me, especially since employed...

Buy Business Opportunity Franchise - Owning a business is as popular as every in the U.S. Thousands buy a business or Business Opportunity or Franchise each year. Will you be one of them?

Buy Business Opportunity Franchise - Here is a look at who is currently buying new businesses, the hottest...

Expanding Opportunity Services - It has always been our mission to provide the best customer service possible and have recently added no cost training and coaching sessions for all active advertisers. Now, we are going a step further to address the one major problem faced by opportunity owners–lack...


Paid2Save Click or Call Bill Toth (716) 345-1888
If you could Travel more, Have Fun, and get Paid doing it, would you want to know more about it?
Molecule Minions Team
Need To Fill Positions Fastest Growing, All Inbound Call, Direct To Consumer Distribution Team In The USA! 217-718-4744
Be A Distributor
Small Business
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.

Live On Your Own Terms
Related Blog Posts
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...

Live On Your Own Terms
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,...
Live On Your Own Terms
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...

Live On Your Own Terms
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...

Live On Your Own Terms
1 Feb 16 Posted by: Kevin James Culp
in Opportunity Community
Live On Your Own Terms
Featured Listings
Be Your Own Boss

The Billion Dollar Salesman -Serving the World for 28 Years! I’ve truly lived a blessed life and I have also been fortunate to have many mentors that provided me with guidance and motivation. As a result of learning how to do things the right way the companies that I’ve owned have generated just...

Read More

Opportunity Video Spotlight

If you could Travel more, Have Fun, and get Paid doing it, would you want to know more about it?

Premium Sponsor