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.