Regardless of your company’s size or business model, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy delivers exactly what the title promises: detailed steps to better understand your customer and match their buying process so they buy more from you.
The author, Kristin Zhivago, starts the book by guiding you through the steps of actually talking to your customers. When is the last time you actually talked to a customer about your business or products beyond the sales transaction? You’ll be amazed at what you can learn.
The systematic approach Zhivago outlines is clear enough to plan your day-to-day discussions and meetings with your team and customers as you aim to better match your customer’s buying process.
At the end of the book, Zhivago has chapters dedicated to how you can support light, medium, heavy, and intense scrutiny buying processes. These chapters are some of my favorites from the book as they outline what the customer is thinking and going through and what tasks your company should do to match the customer every step of the way. Simply browse to the chapter were you think your company fits and you’ll find at least one idea right away of something you can improve.
This book doesn’t forget that a customer’s buying process is more than the transaction at the cash register. Customers go through a life cycle from the moment they identify a need, through their consideration phase, the buying phase, and then actually using the product. Companies too often focus on just getting the sale and then forget customers have needs after the sale. Don’t let your company fall victim to forgetting the whole customer picture.
Recommendation: Use this Book
Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy is so practical and actionable that you won’t have to read much before you’ll feel compelled to get to work and do something with what you are learning. This is great because if you take action on the steps Kristin Zhivago outlines, your customers will be more successful and you’ll reap the financial rewards.
Go get your copy of Roadmap to Revenue on Amazon.com today.