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Why They Buy
Book

Why They Buy

A Bulletproof Method to Closing Any Sale

Leaders Press, 2018 more...


Editorial Rating

6

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

IT professional David Fuess says the way to remove the pain from selling is to share your positive attitude about your offerings with your prospects so persuasively that – based on their answers to your directed questions – they come to believe that the positive opinion was their own idea. Armed with basic knowledge of human nature and a practical understanding of the author’s method, salespeople can proceed with confidence. Fuess spends a good bit of time here promoting his firm’s B2B services, but his explanation of how to use his method to build your sales is helpful and optimistic.

Take-Aways

  • To sell to B2B prospects, guide them to think that your positive ideas about your offering are their ideas.
  • David Fuess’s sales system depends on making customers happy.
  • The “Fuess Method” involves asking prospects a series of carefully constructed questions.

About the Author

David Fuess is the originator of the Fuess sales system. He is the CEO of Catapult Systems, an IT consulting firm.


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