How Winners Sell
IN THIS SUMMARY
Because technology has changed business so drastically, Stein believes that the sales principles and strategies professional salespeople learned in school, the techniques they read in books, and the tips, tricks, and secrets they picked up when they were new on the job are either too stale to be effective or demand an entirely new perspective. They represent answers that do not fit a selling environment that requires the sales professional to: manage information as working capital, protect their sales proposition from the competition, establish credibility with the prospect, gain and maintain access to key people, and position their offerings as uniquely valuable. How Winners Sell fills that gap by presenting a comprehensive plan with specific strategies and tactics that will give the sales professional an effective and sustainable advantage in outselling the competition in today’s hypercompetitive business-to-business marketplace.