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

Andersen, Steve ; Stein, Dave

ISBN 10: 1511370947 ISBN 13: 9781511370943

Verlag: BRILLIANCE CORP, 2016

The average customer spends less than 5% of their time engaged in the buying of products and services�meaning that sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.

Featuring instructional case studies from companies including Panasonic, Hilton, Merck, and Honeywell, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals twelve essential strategies including:

� Study your customer
� Give them compelling reasons to engage
� Build a vision for them of their own success
� Understand your customers� drivers, objectives, and challenges
� Achieve alignment
� Create and realize value
� Learn from your results to cultivate lasting�and mutually beneficial relationships

Reinforced by research from DePaul University, CSO Insights, Aberdeen Group, SAMA, and others, this book will help you to grow with your customers�and take your sales performance to a whole new level.

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