How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale - Hardcover

Stein, Dave

3.86

7 ratings by Goodreads

9781885167552: How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale

Hardcover

ISBN 10: 1885167555 ISBN 13: 9781885167552

Publisher: Bard Press, 2002

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Sales master Dave Stein shows you how, in today's hyper-competitive marketplace, to outsmart your competition and close the big sales. His 21 strategies with lots of targeted tactics provide in the trenches advice on how to do your research, develop and qualify leads, keep your competition from gaining credibility, skillfully work inside politics, and much, much more.

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From the Publisher:

How Winners Sell is a strategic-selling training manual, geared to increase business strategy, customer satisfaction, marketing, and personal growth skills. It provides practical, relevant, and substantive tools that sellers can use to establish themselves as separate and distinct sources of competitive advantage. The strategies, tactics, and tips (there’s not a lot of theory here) are offered with the goal of helping individuals transform themselves from vendors into business partners, who are able to share and manage risk. It is a partnering that goes far beyond peddling offerings toward: gaining knowledge of the customer and knowledge of where value can be added; uncovering needs and diagnosing problems; designing customer-focused solutions that resolve the prospect’s issues and locks out the competition in the process; and planting perennial "seeds" that not only grow the account over the long term, but that also permit the vendor to reap more accounts throughout the industry.

Thus, Stein manages to provide, in one place, simple business lessons that show how to carve out a unique image (differentiation), create competitive advantage by providing world-class value for well-defined customers (building brand identity), winning desired customers and keeping them forever (relationship marketing), and simply working smarter. In addition, the author reveals a very effective way of adapting to changing technology via his detailed guidelines on how to leverage the Internet to win the sell. It is straightforward, nontechnical, and easy to implement information that even Willy Loman, with all his issues about learning and change, could assimilate quickly and painlessly. However, this book not only holds valuable lessons for beleaguered sales personnel, but also provides key insights for any business professional, in any arena, at all levels of the organization...

Depending upon how much of Stein's guidance you intend to follow...we believe that whatever time you spend, it will be well worth the effort and also a pleasure. Although sales manuals tend to be matter of fact and dry, Stein is an excellent writer who is accessible, compelling and colorful. He knows his subject and he is passionate enough about it to elicit that same passion from his readers. Thus we predict that a great deal of your reading time will be spent just savoring how well the information is imparted.

About the Author:

Before his career in high-tech, Dave earned a living as a professional trumpet player and musical arranger. University-trained and extremely versatile, Dave played everything from chamber music to the Chambers Brothers.

From 1980 until he founded The Stein Advantage, Inc. in 1997, Dave was employed by several leading-edge high technology companies in a number of roles: programmer, systems engineer, sales representative, sales manager, Director of Worldwide Sales Development, VP of Sales, VP of marketing, VP of International Operations, VP of Client Services and VP of Strategic Alliances.

During the early 1990’s, Dave lived and worked in Europe, commencing international operations for the technology company he helped to build.

As a speaker and consultant, Dave has returned to those countries in Europe as well as spent considerable time in Asia, presenting to companies in Japan, Malaysia, Hong Kong, Australia and New Zealand. Dave has successfully presented to and trained sales reps and executives from all over Latin America in English as well as simultaneous translation.

For the past decade, Dave has focused on speaking to and coaching experienced sales teams in 48 states and 20 countries to win business. His unique skills in competitive sales strategies and political positioning have enabled those sales professionals with whom he has worked to win hundreds of millions of dollars of business against what were insurmountable odds. He lives outside New York City with his family.

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