{"product_id":"9782806243287","title":"Summary: Getting Into Your Customer's Head: Review and Analysis of Davis' Book","description":"\u003cb\u003eThe must-read summary of Kevin Davis' book: \"Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don’t Know\". \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eThis complete summary of the ideas from Kevin Davis' book \"Getting Into Your Customer's Head\" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of each option 3. They make a buying decision and 4. They evaluate whether or not they are receiving value-for-money on an ongoing basis. To be most effective, the sales process requires the sales person to adopt different roles at different times, depending on which stage of the buy-learning process the person is at. The various sales roles provide suggested modes of action that will be appropriate for each of those given situations. Customer-focused selling requires sellers to go through an entire sequence of customer-focused selling roles: student, doctor, architect, coach, therapist, negotiator, teacher and farmer. Each of these distinctive roles are designed to match productive sales techniques with the buyer’s behavior and requirements throughout the overall sales sequence. \u003cbr\u003e\u003cbr\u003e\u003cb\u003eAdded-value of this summary: \u003c\/b\u003e\u003cbr\u003e• Save time \u003cbr\u003e• Understand key concepts \u003cbr\u003e• Increase your business knowledge\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTo learn more, read \"Getting Into Your Customer's Head\" and discover a useful and practical guide for salespeople willing to succeed in today’s marketplace.\u003c\/b\u003e","brand":"Must Read Summaries","offers":[{"title":"Default Title","offer_id":47133001974000,"sku":"9782806243287","price":5.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9782806243287_p0.jpg?v=1763702609","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9782806243287","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}