内容简介：
Bookstores are full of books about how to sell. From prospecting to closing, sales people are searching for ways to be more successful. Very few focus on the most important element in a sale--the buyer. "Focus on Buyers" turns the sales process upside down and begins with the end. If you understand how buyers buy, you will sell more effectively. Whether you're in sales, marketing, or customer service, you may find yourself wondering: -Why are my prospects behaving this way? -How do I move someone forward in the sales cycle? -How can I influence my prospects so they believe my product will solve their problem? Jeff and Rebecca Fritzson teach these concepts to sales people worldwide. They find that once sales people understand their buyer's perspective, they increase their personal sales and develop better customer relationships. "Focus on Buyers" will take you on a journey of discovery through your buyer's thought processes. Beginning with change, the starting point of any buying process, and continuing through the individual buying states people navigate on their way to making a purchase, "Focus on Buyers" provides the map that will help you find your way to increased sales.