Beyond the Sales Process Audiobook By Steve Andersen, Dave Stein cover art
Beyond the Sales Process Audiobook
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Beyond the Sales Process Audiobook

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by Steve Andersen

  • Narrated by: Jeff Cummings
  • Length: 8 hrs and 39 mins
  • Release date: 04-04-16
  • Language: English

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.

 

Additional information

Author

Dave Stein, Steve Andersen

Language

English

Length

8 hrs and 39 mins

Narrated by

Jeff Cummings

Release date

04-04-16

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