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.