Get Free Ebook Why They Buy: A Bulletproof Method to Closing Any Sale, by David Fuess Alinka Rutkowska
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Why They Buy: A Bulletproof Method to Closing Any Sale, by David Fuess Alinka Rutkowska
Get Free Ebook Why They Buy: A Bulletproof Method to Closing Any Sale, by David Fuess Alinka Rutkowska
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Product details
Paperback: 178 pages
Publisher: Leaders Press (November 15, 2018)
Language: English
ISBN-10: 1943386323
ISBN-13: 978-1943386321
Product Dimensions:
5 x 0.4 x 8 inches
Shipping Weight: 9 ounces (View shipping rates and policies)
Average Customer Review:
3.8 out of 5 stars
18 customer reviews
Amazon Best Sellers Rank:
#405,546 in Books (See Top 100 in Books)
BE AWARE, this book has almost no value to anyone seeking to understand why someone buys. This book was written by the CEO of a consulting company as a marketing tool to get you learn about the services he can sell you. Page after page is filled with storytelling about the products and services his company offers and VERY LITTLE is actually about selling. Save your time and money; don't buy, download or read this book.
As the author points out, nobody likes to be sold to, and everyone prefers their own ideas than anyone else's, especially in the B2B world. "Why They Buy" takes a slightly different approach to selling than other consultative sales books. By gently leading the prospect towards making conclusions that support your solution as the most obvious, the prospect essentially sells himself or herself on it. This can only happen at the speed at which the prospect is moving. The sales executive must go on the customer's ride, not the reverse. "Why They Buy" takes a servant leadership approach to sales. If you have ever thought that because you aren't naturally charismatic and extroverted that a sales career isn't for you, this book will provide reassurance. Today, selling effectively is about listening, patience, and humility.
Fuess made it sound very easy. The logic presented in Why They Buy is very simple. But the fact is that most of us would instinctively try to SELL TO our customers as opposed to LEAD them to buy. Through the easy to understand writing style and real life examples, Fuess turns the table on traditional sales and convincingly persuades the readers to walk in customers shoes and truly understand their pain. There are enough materials presented in the book that can make anyone into a good salesman and turn any good salesman into an excellent one. A must read for anyone trying to stay ahead of the game.
Imagine working with people and showing them how they are the driving force for where they find themselves. Then imagine sharing this information in such a way that these people believe they came up with the idea themselves. "Why They Buy" gives you the tools to help people with this approach. The information in this book is presented masterfully and draws YOU by this same concept! You gain tools that help people forge through their mazes with clarity and confidence and enable them to achieve the results that they not only want but also deserve.
Full disclaimer, I'm a consultant for Catapult. And though I've worked with a lot of great organizations during my career as a software developer, I've never worked for a place where the vision of leadership and the execution of that vision are so closely aligned. I can actually say I know David, because he spends a whole day with new employees as they go through the company's Bootcamp (yes, there are even push-ups.) What you'll read in this book isn't just lip service to some abstract concept that isn't really followed. The ideas in this book are carried out every day by Catapult employees.
Forget about being a sales 'thought leader', with Why They Buy, you'll be a "results leader" as you learn to uncover what really matters most from the buyer's perspective. You'll learn how to 'co-create' customer solutions by helping them unveil their "why." It's often said that people don't buy products, they buy the solution the product promises. This is the kind of book that teaches you how to set conditions that increase the probability of success...who wouldn't want that?
Previously promoted with the uncatchy title of "What’s Your Digital Transformation ROI?"The author‘s basic premise is that selling is an art. And the art is that by listening to the prospective customer and asking pertinent questions that steer them towards a sale, it gradually sells them on the idea as if they had come to the conclusion by themselves. What David Fuess naturally likes to refer to as the ‘Feuss Method’ is to firstly psychologically analyse the “Why†people want something and then shepherd them towards a conclusion.However, I find the whole book is basically an advert for his company and its services. And he takes forever to gradually get these points across. Much of the content is devoted to the history of the company and how it developed. Page after page is taken up with telling us how good his method is and plugging his offshoot services. By page 30 I was already itching to get to the nitty-gritty of how it all works. But only by about page 60 does the method slowly creep in as a Case Study of how their innovative software handles a selling situation. I confess was unable to finish the reading the book. I skipped through it and found much of the same all the way through. This may be useful for some companies who need their software, but for the lone individual or an author wanting to know how to sell more books digitally, reading this is not a great resource.
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