Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. If you want to gain the winning edge for your sales performance, it's time to embrace the entire customer life cycle. Beyond the Sales Process provides readers with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this one-of-a-kind resource reveals 12 essential strategies for the sales person wanting to take their performance to a whole new level, including: • Research your customer • Build a vision with them for their own success • Understand your customer's drivers, objectives, and challenges • Create and realize value together • Leverage your results to forge lasting--and mutually beneficial-relationships • And more! If you want to successfully sell to your customers, you need to know your customers . . . beyond the sales process!
