How to Sell the Way Your Customer Buys
And Close the Sale Every Time
Des Hunt
How to Sell the Way Your Customer Buys And Close the Sale Every Time
Copyright © 1998 by Des Hunt. All rights reserved.
Published by:
Tick Concepts
PO Box 282 Kensington Park, South Australia 5068
Telephone: (08) 8463 1986
No part of this publication may be reproduced in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior consent and written permission of the author and the publishers.
National Library of Australia
ISBN: 978-0-9942084-0-8 (sc)
ISBN: 978-0-9942084-1-5 (ebk)
Also by the same author:
“What Makes People Tick – How to Understand Yourself and Others.”
“I Love You But How Do I Live With You”
This book is dedicated to my sons-in-law Mark Ryan and Glen Hansen. They are the sort of men I would have chosen for sons.
How to Sell the Way Your Customer Buys
And Close the Sale Every Time
Des Hunt
Des Hunt is an international speaker, trainer and seminar leader based in Australia. He is also the author of the best selling book What Makes People Tick – How to Understand Yourself and Others. He has been selling, and teaching others how to sell, for the best part of twenty-five years. Starting his working life on the workshop floor, he has held senior sales and marketing management positions as well as having run his own business employing over fifty people. He has studies in Marketing and Psychology, holds a Bachelor of Business degree and a Diploma in Training and Development.
For more products by Des Hunt visit:
NOTICE TO TRAINERS AND HUMAN RESOURCE PROFESSIONALS
It is a breach of copyright and illegal to use any of the materials contained in this book including the bird symbols to depict personality styles.
Des Hunt’s range of powerful training and human resource development materials and tools using the ‘What Makes People Tick’ principles and copyrighted bird symbols, are available for use under license to Human Resource professionals.
Part of these materials include the ‘Personal Insight Profile Indicator Questionnaire’ which is a far more comprehensive and accurate questionnaire than the one in this book, and is accompanied by the ‘16 Mini-Profiles Report’ which are sold together as a pack.
Other materials available using the ‘What Makes People Tick’ principles and copyrighted bird graphics include notes on: Communicating, Team Building, Leading, Managing, Selling, Relationship Strategies and more.
For details on how to become a licensed user of the ‘What Makes People Tick’ materials contact:
Tick Concepts
PO Box 282 Kensington Park, South Australia 5068
Phone (08) 8463 1986
Email: [email protected]
Website: www.tick.com.au
Contents
1 A quick word before we kick off
2 People don’t buy things
3 The hidden persuaders
4 The four big WIIFM’s
5 Getting to know the styles
6 How to pick the styles
7 A guide to your own style
8 The seven principles and laws
9 Be the Doctor
10 The art of using questions
11 Selling the way your customer buys
12 A final word before we close
| 1 | A quick word before we kick off |
I hope that this doesn’t look too much like a book. Because the best salespeople I have worked with, and who have worked for me, and whom I have trained over the years, generally don’t like reading books.
In fact, it’s been my experience that you have to threaten them with the gas chamber to even get them to do their paperwork — leave alone read a book.
I hope this doesn’t look too much like a book.
So, my first and foremost job was to create something that was quick and easy to read and didn’t look too much like a book. I hope I got it right.
I have been selling and training salespeople now for longer than I care to remember. Of all the sales training I attended when I first went into sales, and of all the training I have conducted over the years since, I believe that the principles outlined here are some of the most powerful that any salesperson can know and apply.
When I wrote the book What Makes People Tick – How to Understand Yourself and Others, it became a quiet best seller, and I’m happy to say it still continues to sell well and keeps me off the street.
I guarantee that the principles work.
Since writing What Makes People Tick, I have been approached by many people to write the book you now have in your hand, How to Sell the Way Your Customer Buys which is based on the What Makes People Tick principles, but is focused specifically on selling.
I can guarantee that the principles in this little book work.
I hope you read it. I hope you enjoy it.
More importantly, I hope you use it to boost your sales.
You are in one of the most important professions there is, because nothing happens until somebody sells something.
You are in one of the most important professions in the world.
Every time you sell something, you keep another bunch of people in work.
The politicians can talk forever about creating jobs, which is all they ever seem to do, but they will never be able to create jobs like you can.
So, do us all a favour — keep on selling.
Cheers,
Des Hunt
Adelaide 2008
And a word from Andrew Cole
I have been involved in sales for all of my professional life and I believe ‘selling’ to be the key to all transactions between people. You need to sell yourself in a job interview. You need to sell ideas in the workplace, as