Praise for stop acting like a seller and Start Thinking Likea Buyer"Stop Acting Like a Seller and Start Thinking Like aBuyer is a book that teaches you emphatically that 'wordsmatter.' If you want to set yourself apart from others, whetheryou're selling a product or a concept, this is a book to read. Notonly will you learn how to prepare for sales success, you willlearn how to be far more effective by thinking like a buyer."--Theresa Martinez, Brand Director, Roche Laboratories"This book shares a great commonsense approach to developing anew sales attitude and mindset that will work no matter what you'reselling. Jerry has successfully articulated a powerful and uniqueformula for sales greatness."--Duggar Baucom, head basketball coach, Virginia MilitaryInstitute"This is a book for people who truly want to have incrediblesuccess in sales. Thinking like a buyer is the most powerful way tohelp customers and prospects think differently about you and yourproduct. This book shows you exactly how to make that happen in astep-by-step way. If you want to learn how to guarantee yoursuccess in selling or influencing, this is a book you mustread."--Dan C. Weilbaker, PhD, McKesson Professor of Sales, NorthernIllinois University"A mind shift takes place when you read Acuff's book and realize'it's all about them.' The book helps you understand humanpsychology and behavior and gives you the practical tips,encouragement, and examples to help you stand out and be valued byyour customers regardless of what you're selling."--Charlene Prounis, Managing Partner, Flashpoint Medica

Acknowledgments viiSection I Start with the Right Mind-setChapter 1 If People Love to Buy, We Should Help Them Buy 3Chapter 2 Eight Laws of Sales Intent 23Chapter 3 Build Your Knowledge, Messaging, and Relationships 47Section II Use a Tested, Effective Sales ProcessChapter 4 Develop Interest so Customers Will Hear You 73Chapter 5 Engage Customers in Meaningful Dialogue 95Chapter 6 Learn the Situation, Problem, or Challenge 123Chapter 7 Tell Your Story 149Chapter 8 Ask for a Commitment 169Section III Implement the Process for Personal ProsperityChapter 9 How to Build Positive, Productive Business Relationships 195Chapter 10 Your Business Development Drives Your Future 233Notes 247Index 249