Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales

Business & Finance, Human Resources & Personnel Management, Training, Management & Leadership, Management
Cover of the book Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales by Victor Buzzotta, R. E. Lefton, McGraw-Hill Education
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Victor Buzzotta, R. E. Lefton ISBN: 9780071465151
Publisher: McGraw-Hill Education Publication: January 21, 2005
Imprint: McGraw-Hill Education Language: English
Author: Victor Buzzotta, R. E. Lefton
ISBN: 9780071465151
Publisher: McGraw-Hill Education
Publication: January 21, 2005
Imprint: McGraw-Hill Education
Language: English

A powerful, behavioral-based approach to closing sales

Called dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert Lefton present this proven sales approach based on behavioral science that is guaranteed to give sales professionals an unbeatable competitive edge. Drawing upon their work with Citicorp, Hyatt Corp., Merrill Lynch, Warner Bros., and other top companies, the authors show readers how to:

  • Pinpoint what motivates individual buyers
  • Work more effectively with customers by understanding their basic behavior patterns
  • Adapt selling strategies on the fly
  • Manage problem customers--regardless of their issues
  • Plan sales calls that optimize the chances of success
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

A powerful, behavioral-based approach to closing sales

Called dimensional selling, the Q4 model evaluates customers' specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert Lefton present this proven sales approach based on behavioral science that is guaranteed to give sales professionals an unbeatable competitive edge. Drawing upon their work with Citicorp, Hyatt Corp., Merrill Lynch, Warner Bros., and other top companies, the authors show readers how to:

More books from McGraw-Hill Education

Cover of the book The Toyota Way : 14 Management Principles from the World's Greatest Manufacturer: 14 Management Principles from the World's Greatest Manufacturer by Victor Buzzotta, R. E. Lefton
Cover of the book Information Technology in Water and Wastewater Utilities, WEF MOP 33 by Victor Buzzotta, R. E. Lefton
Cover of the book Career Reboot: 24 Tips For Tough Times by Victor Buzzotta, R. E. Lefton
Cover of the book Engaging the Hearts and Minds of All Your Employees: How to Ignite Passionate Performance for Better Business Results by Victor Buzzotta, R. E. Lefton
Cover of the book The Patient History: Evidence-Based Approach by Victor Buzzotta, R. E. Lefton
Cover of the book CompTIA CySA+ Cybersecurity Analyst Certification Practice Exams (Exam CS0-001) by Victor Buzzotta, R. E. Lefton
Cover of the book The Bully-Proof Workplace: Essential Strategies, Tips, and Scripts for Dealing with the Office Sociopath by Victor Buzzotta, R. E. Lefton
Cover of the book Fundamentals of Radar Signal Processing, Second Edition by Victor Buzzotta, R. E. Lefton
Cover of the book Thermodynamics and Applications of Hydrocarbon Energy Production by Victor Buzzotta, R. E. Lefton
Cover of the book Faster Construction Projects with CPM Scheduling by Victor Buzzotta, R. E. Lefton
Cover of the book Jeff Immelt and the New GE Way: Innovation, Transformation and Winning in the 21st Century by Victor Buzzotta, R. E. Lefton
Cover of the book Fluids and Electrolytes Demystified by Victor Buzzotta, R. E. Lefton
Cover of the book Breakout Strategy: Meeting the Challenge of Double-Digit Growth by Victor Buzzotta, R. E. Lefton
Cover of the book Reconceptualizing Leadership In The Early Years by Victor Buzzotta, R. E. Lefton
Cover of the book C#: A Beginner's Guide by Victor Buzzotta, R. E. Lefton
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy