Steve Andersen, Dave Stein Beyond the Sales Process

Annotation

If you want to gain the winning edge for your sales performance, it's time to embrace the entire customer life cycle.Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers.Beyond the Sales Process provides you with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this resource reveals 12 essential strategies for salespeople wanting to take their performance to a whole new level, including:Research your customerBuild a vision with them for their own successUnderstand your customer's drivers, objectives, and challengesCreate and realize value togetherLeverage your results to forge lasting--and mutually beneficialrelationshipsIf you want to successfully sell to your customers, you need to know your customersbeyond the sales process!