TY  - BOOK
AU  - Acuff,Jerry
AU  - Wood,Wally
TI  - Stop acting like a seller and start thinking like a buyer: improve sales effectiveness by helping customers buy 
SN  - 9780470068342 (cloth)
AV  - HF 5438.25 A28.2007
PY  - 2007///, ©2007
CY  - Hoboken, N.J.
PB  - John Wiley
KW  - Selling
KW  - Ventas
KW  - Customer relations
KW  - Relaciones con los clientes
N1  - Incluye referencias bibliográficas (páginas 247-248) e índice; Start with the right mindset -- If people love to buy, we should help them buy -- Eight laws of sales intent -- Build your knowledge, messaging, relationships -- Develop interest so customers will hear you -- Engage customers in meaningful dialogue -- Learn the situation/problem/challenge -- Tell your story -- Ask for a commitment -- How to build positive, productive business relationships -- Your business development drives your future
ER  -