Harness the power of information to outsell the competition.In How Winners Sell, internationally recognized sales consultant Dave Stein provides a blueprint for winning business with precision and speed—even during challenging economic times.It has become a buyers' world. Salespeople in today’s marketplace are faced with a proliferation of competitors, commoditization of their products and services, reduced customer budgets, and more complex and longer customer buying cycle...

If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle.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.Beyond the Sal...

The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after ever...