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 Community and Clinical Pharmacy Services: A step by step approach. by Victor Buzzotta, R. E. Lefton
Cover of the book Insider Secrets to Financing Your Real Estate Investments: What Every Real Estate Investor Needs to Know About Finding and Financing Your Next Deal by Victor Buzzotta, R. E. Lefton
Cover of the book Beyond the NICU: Comprehensive Care of the High-Risk Infant by Victor Buzzotta, R. E. Lefton
Cover of the book How to Do Everything NetObjects Fusion 11 by Victor Buzzotta, R. E. Lefton
Cover of the book Small Business Taxes Made Easy, Third Edition by Victor Buzzotta, R. E. Lefton
Cover of the book Lange CURRENT Pediatrics Flashcards by Victor Buzzotta, R. E. Lefton
Cover of the book Winning with Transglobal Leadership: How to Find and Develop Top Global Talent to Build World-Class Organizations by Victor Buzzotta, R. E. Lefton
Cover of the book Pediatric Emergency Medicine: Just the Facts, Second Edition by Victor Buzzotta, R. E. Lefton
Cover of the book Body by Science by Victor Buzzotta, R. E. Lefton
Cover of the book Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time by Victor Buzzotta, R. E. Lefton
Cover of the book All About Market Indicators by Victor Buzzotta, R. E. Lefton
Cover of the book Tail Risk Killers: How Math, Indeterminacy, and Hubris Distort Markets by Victor Buzzotta, R. E. Lefton
Cover of the book Social Psychology And Health by Victor Buzzotta, R. E. Lefton
Cover of the book Practice Makes Perfect: Complete French All-in-One, Premium Second Edition by Victor Buzzotta, R. E. Lefton
Cover of the book The Social Entrepreneur's Handbook: How to Start, Build, and Run a Business That Improves the World 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