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Beyond the Sales Process

12 Proven Strategies for a Customer-Driven World

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Beyond the Sales Process

Written by: Steve Andersen, Dave Stein
Narrated by: Jeff Cummings
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About this listen

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 listeners 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.

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your Library section along with the audio.

©2016 Steve Anderson and Dave Stein (P)2016 Brilliance Audio. Published by arrangement with AMACOM, a division of American Management Association International, New York. Marketing & Sales Personal Success Career Customer Service Business
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Not particularly compelling

A little dull. I kept zoning out while listening. Not super easy to digest. The content seemed OK.

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