Harness the power of information to outsell the competition. It has become a buyers' world. Salespeople are faced with a proliferation of competitors, commoditization of their products and services, reduced customer budgets, and more complex and longer customer buying cycles. In addition, the endless flow of information available to their prospects over the Internet make them far less dependent on the salesperson for solutions, even further limiting access to decision makers. How do salespeople transform themselves into savvy professionals who can be counted on to continue to win business even under these tough, seemingly insurmountable conditions? Author and sales consultant Dave Stein has helped thousands of CEOs, VPs, sales managers, marketing directors, and sales teams navigate the most complex opportunities with precision and speed, even during challenging economic times. In How Winners Sell , Stein shows readers how to plan strategically for scenarios when details are most important-so they never come up short in the eyes of a client. Readers will also discover how * Develop new skills needed to thrive in today's hyper- competitive marketplace. * Decide which sales opportunities are really worth pursuing. * Identify what's important to top executives to gain and maintain access to them. * Recruit and influence people within their accounts to sell on their behalf. * Learn crucial information about the competition that will help win the big sale. * Use information to increase the size of the opportunity, get prospects to close sooner, and spend fewer resources winning the big sale. How Winners Sell gives salespeople what they need to position themselves with executive-level credibility, offer greater and more meaningful service to their clients, and know their competitor's next move-so they can move first!

zlib/no-category/Connie Richardson [Richardson, Connie]/How Winners Sell_12331524.epub

Dave Stein; Ebrary, Inc

Stein, Dave

Dearborn Financial Publishing, Incorporated

Dearborn Real Estate Education

Kaplan Publishing

Kaplan Business

United States, United States of America

2nd edition, May 1, 2004

2nd, PS, 2004

Originally published: Austin, TX: Bard Press, 2002.
Includes bibliographical references (p. 211-212) and index.

Business-to-business selling today is tough. Buyers are more demanding. They know how to get the most out of vendors, and they have more information and options available to them than ever before. As a result, successful selling today requires a breadth of advanced skills and processes that only few have developed -- the winners. How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale, Second Edition, reveals the successful techniques used by savvy professionals whose detailed plans and flawless execution beat the competition every time.

Let's probe into the inventory of skills, attitudes, and behaviors of the consistently effective sales winners.

2021-04-25