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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
The Psychology of Selling: Why People Buy

Chapter Overview

Why People Buy-The Black Box Approach

Psychological Influences on Buying

A FABulous Approach to Buyer Need Satisfaction

How to Determine Important Buying Needs-A Key to Success

The Trial Close-A Great Way to Uncover Needs and SELL

SELL Sequence

Your Buyer's Perception

Perceptions, Attitudes, and Beliefs

The Buyer's Personality Should Be Considered

Adaptive Selling Based on Buyer's Style

You Can Classify Buying Situations

Technology Provides Information

View Buyers as Decision-Makers

Satisfied Customers Are Easier to Sell to

To Buy or Not to Buy-A Choice Decision





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