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The Mind of the Customer | 
 enlarge | Authors: Richard Hodge, Lou Schachter
Publisher: McGraw-Hill
Category: Book
List Price: $29.95
Buy Used: $0.88
You Save: $29.07 (97%)
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Rating:  10 reviews
Sales Rank: 327018
Media: Hardcover
Edition: 1
Pages: 304
Number Of Items: 1
Shipping Weight (lbs): 1.2
Dimensions (in): 9.1 x 5.9 x 1.2
ISBN: 0071470271
Dewey Decimal Number: 658.81
EAN: 9780071470278
ASIN: 0071470271
Publication Date: February 3, 2006
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Condition: No Dust Jacket, Cover Lightly Scuffed / Marked, Otherwise Like New Condition, Tight Binding , Immediate Shipping, Email Notification, Professional Service, MILLIONS Served, SATISFACTION GUARANTEED!
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Product Description
Reinvent the Sales Process in Your Own Organization “Today’s sales professionals have to find a way to contribute to their customers’ ability to satisfy their own customers and achieve their critical business goals.” --Dale Hayes, Vice President of Sales, UPS “The old world of buying them a scotch and having a great dinner is not enough.... The speed of change, the availability of information to your customers, and aggressive global competition has produced a new playing field.” --Rick Cheatham, Sales Director, Information Processing & Systems Division, Avery Dennison Let the world’s best sales forces show you a new way of selling that redefines success. Today’s competitive edge belongs to the salespeople who deeply understand their customers’ businesses and who accelerate the rate at which their customers realize tangible business results. The Mind of the Customer explores the ways leading companies like UPS, Toyota, Nokia, and others achieve exceptional performance. The book builds on the proven performance-improvement training techniques of The Real Learning Company to supply sales and marketing professionals with a dynamic, straightforward plan to: - Improve profitability
- Raise productivity
- Increase customer satisfaction
Rich graphical models illustrate key concepts, while contributions from industry leaders provide eye-opening perspectives on how sales in changing--and how you can create competitive advantage amidst that change.
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| Customer Reviews: Read 5 more reviews...
The Mind of the Customer September 30, 2007
Marc L. Ward (Wichita, Kansas USA)
I really enjoyed this book. It gives the reader some good areas to focus on, when it comes to moving your sales approach, from selling products and solutions, to consultive sales. I have given this book to several of my customers and prospects.
 Covers critical concepts very well August 27, 2007
Srikant Sharma (Los Gatos, CA United States)
1 out of 1 found this review helpful
Marketing, to be done right, is among the most challenging and difficult functions in any enterprise, and particularly in the highly fluid customer environments of today. When done right, it also yield enormous benefit (i.e., profits) to the enterprise.
This book covers very well the three fundamental concepts that lie at the heart of effective and successful marketing - identifying and packaging value, messaging and communication to the customer of that value, and value selling - the ability to follow through on that messaging and convering it into a profitable transaction for both. The book falls behind in not being able to get into the operational aspects of this pocess, but I still think it serves enormous value just to be able to articulate these core powerful concepts really well.
The most valuable sales book you'll ever read April 27, 2006
Nancy Tomlinson
It's all about value, and that is exactly what I took away from this book, a genuine sense of value. The Mind of the Customer brings home the message that success is inevitably linked to your ability to "embrace the interests of your client and make them your own". This book is an indispensable tool providing Best Practices for vital sales skills such as asking high impact questions, presentation preparation, and cooperative negotiation. The focus always remains positive, supportive and straight forward. I would highly recommend this to anyone preparing to advance in a changing sales environment.
A great guide for success in sales April 26, 2006
P. A. Revell (London, England)
1 out of 1 found this review helpful
If only I had this book at the beginning of my selling career!! The Mind of the Customer is a concise guide to maximising success by working in collaboration with your customer. Business relationships have always been important but in today's market they're crucial. This book provides all the tools you need to understand your customer, their business drivers and what will ultimately make you both a success. For anyone looking to move forward in high level sales this is a great book.
The High-Achieving Sales Force Redefined March 30, 2006
E. T. Shineman
1 out of 1 found this review helpful
Challenges sales leaders who think they are already customer-driven to think again. The authors conducted a study of nearly 100 executive level decisionmakers to find out what customers are now expecting as a condition for doing business - and the results are a real indictment of the so-called "needs-satisfaction" and "solutions-selling" approaches that are popularly offered up as best practice. Advocates an almost telepathic customer relationship that's devoid of artifice and self interest. Redefines the "high achieving" salesperson as an individual who is almost manically focused on helping customers achieve business results. Sounds rather altruistic, but includes some pretty convincing evidence and examples around how what's good for the customer is even better for the seller. Also offers some potentially unnerving conclusions around what customers really value in the people who call on them, why product positioning and differentiation frequently fall flat, and how to keep vertical marketing strategies from drifting off course. Capped off by interviews with a handful of world class sales organization like UPS, Nokia and Lexus concerning the lengths they are going to in order to help their customers succeed.
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