Beyond the Sales Process: 12 Proven Strategies for a Customer Driven World
- 8h 39m 10s
- Dave Stein, Steve Andersen
- Brilliance Publishing
- 2016
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
In this Audiobook
-
Strategy 1 - Research the Organization: Becoming a Student of Your Customer
-
Strategy 2 - Explore the Possibilities: Giving Your Customer a Reason to Engage
-
Strategy 3 - Vision the Success: Visualizing Future Potential Value with Your Customer
-
Strategy 4 - Elevate the Conversation: Defining and Pursuing Customer Value Targets
-
Case Studies
-
Strategy 5 - Discover the Drivers: Understanding What's at Stake for Your Customers
-
Strategy 6 - Align the Teams: Developing Customer Sponsors and Supporters
-
Strategy 7 - Position the Fit: Competing for Customer Mindshare
-
Strategy 8 - Differentiate the Value: Creating a Customer Preference
-
Case Studies
-
Strategy 9 - Realize the Value: Meeting and Exceeding Customer Expectations
-
Strategy 10 - Validate the Impact: Measuring Success with Your Customer
-
Strategy 11 - Adapt the Approach: Applying Lessons Learned with Your Customer
-
Strategy 12 - Expand the Relationship: Leveraging Your Past Proven Value
-
Case Studies
