Building Productive Relationships
by V.R. Buzzotta, Ph.D. & R.E. Lefton, Ph.D.

In today's hyper-competitive selling environment, where prices and products are fairly similar, the decision to buy from one company or another often comes down to the difference between salespeople.

That's why it is so important to cultivate and nurture relationships with current and potential customers, and this book shows you how to do it.

The ideas and skills presented in DIMENSIONAL SELLING have been the centerpiece of literally thousands of Dimensional Sales Training Seminars. Written by experts with vast experience in sales, management, and training, the book describes proven strategies that can help you become a more productive salesperson or sales manager.

In concise, candid language, you will learn how to read customer behavior and identify the needs that motivate individual buyers. DIMENSIONAL SELLING explains:

• The basic patterns of customer behavior - so you can work more effectively with every type of customer you are likely to encounter.
• The basic patterns of sales behavior - so you can adapt your selling strategy on the spot, using the approach that is most likely to pay off.
• How to get customers - of all kinds - to work with you during sales calls.
• How to manage "problem" customers - no matter what the problem.

How to plan sales calls that optimize your chances for success.