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How does the corporate customer really want to be sold to? The answer may surprise you, because corporate buyers are humans, driven by emotion not just logic. This book enables you to systematically work out exactly what your buyer wants and needs and then how to use this to create a tailored selling approach to sell more and sell better.

• Know how to profile your buyer using the unique BUYER-ology matrix
• Gain the buyer's attention BEFORE you start selling
• Create the tailored unique value proposition that converts
• Get the best deal for your business by becoming a negotiation ninja
• Deliver on time and in full which has the buyer ordering more and recommending you

Packed with case studies, actionable steps and downloadable templates, this is a practical book for anyone selling B2B who wants to sell more and sell better.

"A deeper understanding of human behaviour is what's missing in most marketing and sales initiatives... Read this book if you want more people to buy from your business."

Daniel Priestley, author of Oversubscribed, Key Person of Influence, Entrepreneur Revolution