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
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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:

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