Beyond the Sales Process by Dave Stein at Bookstore UAE
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Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World

Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World


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About the Book

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 customer Build a vision with them for their own success Understand your customer's drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial--relationships If you want to successfully sell to your customers, you need to know your customers...beyond the sales process!

About the Author :
STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include many of the world's top companies. DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. He is an advisor to Sales and Marketing Management magazine.


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Product Details
  • ISBN-13: 9780814437162
  • Publisher: Amacom
  • Publisher Imprint: Amacom
  • Language: English
  • Sub Title: 12 Proven Strategies for a Customer-Driven World
  • ISBN-10: 0814437168
  • Publisher Date: 04 Apr 2016
  • Binding: Digital (delivered electronically)
  • No of Pages: 288


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