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

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.