Why People Buy : Achieving the Selling Zone [Paperback]

Guy Baker (Author), Ken Harris (Illustrator)

Book Description

Publication Date: June 1995

A step by step process to achieving the selling zone. sales people always want to improve. By achieving the selling zone, they can close more sales for larger dollars. How? This book shows that buyer's have a buying process that can be recognized and understood by the seller. Once the seller determines the buyer's process, they have to restrain their need to plow forward with the close. Tather, the seller must match their selling process with the buyer's process to achieve total sales success. Being willing to let the buyer complete their buying process requires the seller to be patient and understanding. The payoff is more sales success. Timing is everything. Discovering the buyer's "rhythm" and then matching the sales process is the key to BIG TIME SUCCESS.

Editorial Reviews

From the Author

The author, Guy Baker - [e-mail] , September 4, 1998

To effectively sell, you must understand the buyer's process (The author is recognized as one of the premier life insurance salespeople in the world. He is one of only 40 agents to have qualified as a member of the Top of the Table more than 21 times.)

Selling, whether it is financial products or tangibles, is more than making a good presentation and offering an excellent product which people want. Selling is all about understanding your buyers needs and then helping them discover why your product meets their needs. Why People Buy explores the selling process and helps the reader understand why they need a repeatable sales process. Once you build your sales process, you need to make it "riskless."

But our sales process is only half of the equation. The other half is what the buyer is thinking, where they are in their buying process. The buyer has a tempo, a pace which is comfortable. If we ignore it, then we do so at our own risk. If we understand it, then we can time our own process to match their tempo.

I have tried to detail the buying process and what these buyers are doing while we are systematically following our process.

I have been told by some of the best sales people in the country that this book hits the target. Veterans have told me they have learned why they have lost important sales. You dont have to be an insurance agent to learn from this book. I hope it helps you achieve your sales goals for the coming months.

About the Author

A Lifetime member of the TOP of the TABLE - a group of 500 life insurance agents who have distinguished themselves through consistent service and sales success. Guy firm also is a money manager with over $250,000,000 in assets under management.

Product Details

• Paperback: 126 pages
• Publisher: Standel Publishing (June 1995)
• ISBN-10: 0964772108
• ISBN-13: 978-0964772106
• Product Dimensions: 8.1 x 5.3 x 0.4 inches
• Shipping Weight: 6.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (14 customer reviews)
• Amazon Best Sellers Rank: #697,349 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

5.0 out of 5 stars Learn an proven system, September 22, 2000

By 

Bob T. Kawabe (Honolulu, Hawaii USA) - See all my reviews

This review is from: Why People Buy : Achieving the Selling Zone (Paperback)

Whether you are new or an veteran in the Financial/Insurance business, this book is a must if you want to increase the odds of turning that "Mr. Big" prospect into an happy client/advocate of yours and take your production to the next level.

Guy Baker introduces us to a proven system, a "track" if you will, we can run on time and time after again to keep us on the right course. What I liked about this book is, Guy shares with us exactly how the system works in "real" life through his own experience and why it works, so we have a proven "Blue Print" to follow without re-inventing the wheel. If you do not know who Guy Baker is, he is one of the Top Life Insurance professionals in the industry so you are getting educated by one of the best in the business on how he exactly does it.

For me, having this process become very important when we are working on larger cases since having that "track" can typically make or break a case. So if you want to learn this proven system from one of the master of our business, I highly recommend for you to get this book.

4 of 4 people found the following review helpful:

5.0 out of 5 stars How to open a new relationship, February 24, 2000

By A Customer

This review is from: Why People Buy : Achieving the Selling Zone (Paperback)

I was amazed to find a simple, easy to understand concept for beginning a sales relationship. This author has crystalized into a short 15 minute interview everything I need to say to move the prospect to the next level. The concept of the MAGIC BOX made me understand for the first time how important it is for me to pick who I am going to deal with. This is a great book.

3 of 3 people found the following review helpful:

5.0 out of 5 stars This is a must read for anyone in Sales, September 9, 1999

By A Customer

This review is from: Why People Buy : Achieving the Selling Zone (Paperback)

A spectacular discussion on selling psychology. It is easy to see why this author has been so successful in sales. The book goes into great detail about the buyer's motives and how the seller needs to recognize those buying signs.