Getting Into Your Customer's Head
IN THIS SUMMARY
Davis’s methodology draws the focus away from short-term features and benefits toward a long-term mindset that continually strives to add value over time. It is this mindset that will differentiate one salesperson from his or her competition, and will allow both buyers and sellers to get what they want in terms of value, quality, and benefits.
Getting Into Your Customer’s Head draws a detailed blueprint that matches sales techniques with how most individuals actually buy today. Davis clearly demonstrates that buying, like every other activity in the universe, follows a natural order, and that to be successful, the seller has to understand and utilize that order.