Summary of Beyond the Sales Process

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Beyond the Sales Process book summary
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Rating

7 Overall

8 Applicability

6 Innovation

8 Style


Recommendation

Sales experts Steve Andersen and Dave Stein note that customers seldom deal with salespeople except during the active moment of purchasing. Since customers have little interest in their suppliers, they tend to commoditize their purchases. That makes the sellers’ job more difficult. Smart salespeople learn about their customers, who they are and what they need. They develop useful insights to share with clients to build better relationships, spend more time together, differentiate their products and sell more. getAbstract recommends this smart, practical guide to salespeople, sales managers and anyone selling at any scale.

In this summary, you will learn

  • How to use the “engage-win-grow” sales approach,
  • How it can help salespeople get closer to their customers and make more sales, and
  • How to put its 12 strategies to work.
 

About the Authors

Steve Andersen founded Performance Methods Inc., which provides customized sales management solutions. Dave Stein is the author of How Winners Sell.

 

Summary

The 2% Conundrum
Most customers devote less than 2% of their time dealing with the salespeople who supply the goods or services they buy. This 2% is where competition occurs between you and other suppliers.

To win, you need to increase your share of your customers’ time ...

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