Think Like Your Customer: A Winning Strategy to Maximize... and over one million other books are available for Amazon Kindle. Learn more
Qty:1
  • List Price: $16.95
  • Save: $3.63 (21%)
FREE Shipping on orders over $35.
Only 11 left in stock (more on the way).
Ships from and sold by Amazon.com.
Gift-wrap available.
Add to Cart
Want it Monday, April 21? Order within and choose Two-Day Shipping at checkout. Details
FREE Shipping on orders over $35.
Used: Very Good | Details
Sold by thebookchamps
Condition: Used: Very Good
Comment: Nice copy! 100% Satisfaction Guarantee. Eligible for Amazon's FREE Super Saver/Prime Shipping, 24/7 Customer Service & package tracking.
Add to Cart
Have one to sell?
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 2 images

Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy Paperback


See all 5 formats and editions Hide other formats and editions
Amazon Price New from Used from Collectible from
Kindle
"Please retry"
Paperback
"Please retry"
$13.32
$0.99 $0.01
Preloaded Digital Audio Player
"Please retry"

Frequently Bought Together

Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy + Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals
Price for both: $30.92

Buy the selected items together

NO_CONTENT_IN_FEATURE

Image
Looking for the Audiobook Edition?
Tell us that you'd like this title to be produced as an audiobook, and we'll alert our colleagues at Audible.com. If you are the author or rights holder, let Audible help you produce the audiobook: Learn more at ACX.com.

Product Details

  • Paperback: 288 pages
  • Publisher: McGraw-Hill; 1 edition (October 25, 2004)
  • Language: English
  • ISBN-10: 0071441883
  • ISBN-13: 978-0071441889
  • Product Dimensions: 9.1 x 6.1 x 0.8 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (25 customer reviews)
  • Amazon Best Sellers Rank: #197,324 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover

"Even after thirty-five years in this business, I found Think Like Your Customer to be loaded with powerful and proven advice, which I began putting to use immediately. This is a very practical guide to better understanding how your customers think."
--Bill Zeitler, senior vice president and group executive, Systems and Technology Group, IBM Corporation

"Page after page, Stinnett manages to connect with your intuition, making you feel like his ideas are your own. The result is enlightening, compelling, and powerfully motivating. You'll want to stand up and go sell something right away!"
--Luc Wathieu, associate professor, Harvard Business School

"Think Like Your Customer offers a wealth of practical solutions for sales executives to develop more profitable relationships with customers. In this climate, where customer relationships mean everything, this book is a must read."
--Melinda Ligos, editor in chief, Sales & Marketing Management magazine

In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships. This book arms you with the strategies and tools you need to:

  • Identify your customer's most important business goals and objectives
  • Tie your product and services solutions to the achievement of your client's goals
  • Understand how executives think and how they make buying decisions
  • Maximize profitability and accelerate your customer's buying process

About the Author

Bill Stinnett is the president of Sales Excellence, Inc. and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express.


More About the Author

Bill Stinnett is the president of Sales Excellence, Inc. and is a highly sought-after speaker, trainer, and consultant in marketing, sales, and business profitability. His clients include General Electric, Microsoft, Verizon, EDS, and American Express.

Customer Reviews

5.0 out of 5 stars
5 star
24
4 star
1
3 star
0
2 star
0
1 star
0
See all 25 customer reviews
This is a book you will turn to again and again.
David M. Scott
If you want to improve your sales and connect better with your customers, buy this book!
C. A. Lewis
This book is a must read for anyone who seeks excellence.
Mark A. Rossini

Most Helpful Customer Reviews

14 of 14 people found the following review helpful By Steve Sanders on November 16, 2004
Format: Paperback
I came across this book while browsing my local bookstore and was immediately blown away with the endorsements. I must own 200 books on business and selling, and I have never seen this quantity and quality of testimonials for any book. The first nine pages are packed with quotes from senior executives of companies like SAP, IBM, Microsoft, EMC, Lucent, Accenture and business professors from almost every major B-School in the country including Harvard, Northwestern, Stanford, Columbia, and Duke.

Once I "dug in" I began to see why so many people were willing to put their name on it. This book is fantastic!! The author has taken every aspect of a complex B2B sales process and presented it from the customer's perspective. I was particularly impressed with Chapter 4, which contains a very powerful but useful construct for understanding how customers see value, and Chapter 6, which redefines the role of the professional sales person as one who leads his or her customer through their own buying process . . . a powerful revelation. If you want to understand what's going on in your customer's head, this book is for you.

The author breaks the material down in two sections: Why Customers Buy, and How Customers Buy. The table of contents says it all:

Chapter 1 - What customers think about

Chapter 2 - What customers really want.

Chapter 3 - How customers perceive value and risk.

Chapter 4 - The cause and effect of business value

Chapter 5 - The value of customer relationships

Chapter 6 - The sales process - redefined.

Chapter 7 - Anatomy of a buying decision.

Chapter 8 - Reverse-engineering the buying process.

Chapter 9 - Elevating the buying process.
Read more ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
13 of 13 people found the following review helpful By David M. Scott on December 23, 2004
Format: Paperback Verified Purchase
As a sales and marketing executive with 20 years experience selling high-end products and services to Fortune 500 customers all over the world, I thought I already knew how customers think. How wrong I was. Bill Stinnett's terrific "Think Like Your Customer" is chock full of practical and easy-to-use techniques to connect with prospects and to sell effectively. The book provided tons of ideas I had never even considered. What an eye-opener!

This isn't gobbledygook from some sheltered MBA professor. Bill presents his essential advice based on decades of practical experience as a highly successful sales rep as well as a consultant and speaker to the world's greatest sales teams. I was particularly drawn to the hundreds of personal anecdotes and stories Bill tells about winning (and losing too) that help to illustrate the points in the book. The book reads like the sales VP you admire most in the world taking you to lunch every day for a month and spilling all his secrets and stories!

This is a book you will turn to again and again. In fact, maybe you should buy three copies: one for the office, one for the briefcase, and one for home.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
7 of 7 people found the following review helpful By Steve Harper on February 2, 2005
Format: Paperback Verified Purchase
Whether you are rookie sales person trying to get ahead, or a veteran sales person looking for some fresh ideas on how to grow your business, this is the book for you. Bill Stinnett has really raised the bar on sales books in my opinion and provides easy to understand strategies and techniques for becoming a valuable partner with your customers.

Think Like Your Customer gives easy to understand processes and strategies for outselling your competition and becoming an invaluable asset to your customers. Unlike most books which share only cute strategies on getting a customer to say "yes," Think Like Your Customer spells out specific strategies on developing value and goodwill towards your prospects and customers. Each transaction must be mutually beneficial for both the customer and your company and often times many sales people forget this. Bill points out the extreme long-term value of developing this kind of approach and ultimately this kind of relationship with the customer and how it pays off in real dollar opportunity for you and your company.

I would highly recommend this book to anyone that is looking for that edge over competition and wants to truly develop a long lasting relationship with their customers. It is a book that is jam packed full of excellent information that will have the mind racing and your heart pounding to get out there and get to work. It is a book that I know I will be returning to over and over again for both inspiration and motivation.

I would say without a doubt this is a must read for anyone in the selling profession!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
5 of 5 people found the following review helpful By John Matlock on December 9, 2004
Format: Paperback
Sub-Title: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy --This is one of those little books that you simply need to buy and read about once a year. Throughout the book there are little hints and tips that turn into wisdom when you think about them. You need to review it every so often because in the pressures of day to day work you find that you forget things. You read it again and all of a sudden you come up with an idea that perfectly fits that sales situation you find yourself in at the moment.

It's important to remember that your customer (or prospect) and you are there to work out a mutually beneficial business relationship. If both of you don't make out well on the deal, you won't have a deal for long. The customer is buying, not to help you out, but to help himself meet his own goals, whatever they may be.

I particularly liked his chapter on the Anatomy of a Buying Decision. For instance, price is important, but price is rarely the most important thing in a decision. It doesn't matter what the price is if you are selling fertilizer and the customer is looking for week killer. But if you find out that he had a weed problem, perhaps you can reach into another part of your sales bag and solve that problem. Then next week, when the weeds are dead....

Another important part is that you really are selling yourself, not the product. He has to believe you when you say that your week killer will solve his problems, otherwise you're doomed.

This book seems likely to become one of those classics that remain around forever. It's simply too good to go away.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Product Images from Customers

Most Recent Customer Reviews

Search
ARRAY(0xa4ac77d4)