Publisher's Synopsis
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."
