Book details

  • Genre:business & economics
  • Sub-genre:Sales & Selling / General
  • Language:English
  • Pages:172
  • eBook ISBN:9781543996371
  • Paperback ISBN:9781543996364

The Buying Zone

By Drew Pickens and Dave Tonn

Overview

Why is it that when you do everything right as a salesperson, the customer still says "no"? Why do they sometimes say "yes"? What's going on inside a buyer's head when they decide to buy something? The Buying Zone is a journey through the mind of a buyer, when and why they choose to make a purchase and from whom? Whether you are a strategic level sales professional trying to close multi-million-dollar B2B deals or an owner of a local business like a restaurant, fitness studio, or an e-tailer, you're always trying to grow your customer base and establish yourself in the market. This book will help you understand the buyer – at any level – during the buying process. This isn't just another sales book. The Buying Zone is about the buying process.
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Description

Why is it that when you do everything right as a salesperson, the customer still says "no"? Why do they sometimes say "yes"? What's going on inside a buyer's head when they decide to buy something? The Buying Zone is a journey through the mind of a buyer, when and why they choose to make a purchase and from whom? Whether you are a strategic level sales professional trying to close multi-million-dollar B2B deals or an owner of a local business like a restaurant, fitness studio, or an e-tailer, you're always trying to grow your customer base and establish yourself in the market. This book will help you understand the buyer – at any level – during the buying process. The Buying Zone introduces you to a new selling methodology based around the buyer's behavior. It gives you a checklist of things to consider during the sales process before you attempt to close the deal with the intent of increasing the likelihood of success. This book employs real-world examples and application that put you in the mind of today's buyer. This isn't just another sales book. The Buying Zone is about the buying process.
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About The Author

Drew Pickens is a Learning and Development professional with over 35 years of experience in international business and 20 years in corporate training. He started his career in the broadcast television sector and from there, he spent many years in the international transportation industry. After a successful career in airline and ground operations, customer service, management, and sales, he embraced the learning and development profession and has never looked back. Drew has led corporate training teams, designed international learning programs, and he has a passion for marrying learning theory and content with real-world situations and every day challenges. He is a Stevie Award winner for Sales Training Manager of the Year, and he has been recognized for developing innovative and creative methods for adult learning. Drew has a degree in Economics from Wright State University. A resident of Phoenix, Arizona, he loves history, aviation, traveling and spending time with his wife, three daughters and grandchildren.

Dave Tonn has been in the professional selling world for over 13 years.  With a background in pastoral leadership, Dave switched careers early on and found himself learning to sell from scratch.  He has served in various roles such as sales executive, sales manager, sales trainer, training manager, and sales-enablement leader for multiple organizations in different industries from tech start-ups to logistics giants.  Dave's personal passions are writing, fitness, and spending time with his two beautiful children.

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