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

By Dave Stein

Book Overview

It has become a buyers' world. Salespeople are faced with a proliferation of competitors, commoditization of their products and services, reduced customer budgets, and more complex and longer customer... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0793185696
• ISBN13: 9780793185696
• Release Date: May 2004
• Publisher: Kaplan Publishing
• Length: 240 Pages
• Weight: 1.08 lbs.
• Dimensions: 6.0" x 0.5" x 9.0"

Customer Reviews

Differentiate Yourself from Your Competitors

Have you been wondering why your competition continues to outsell you or you can't seem to hit your numbers consistently? Perhaps you're not researching your prospect well enough or positioning your product properly. The first step to fixing that is to completely understand your existing and potential customer base and realize it's all about how you can either make them money, reduce their expenses, or minimize risks. If you are "in it" for anything else, your chances at success are greatly diminished. By shifting your focus to conjoin the customer's, you'll have the foundation of future success. Be sure to take an honest and objective inventory of what you do well and what you don't. Figure out ways you can capitalize on your strengths and minimize your weaknesses. Engage yourself in the customer's business to where you take pride in how they perform--your customer will notice and reward you with a solid stream of business. Some of the methodologies outlined in this book may seem like common sense to many, but they bear repeating especially if you're not selling as well as you desire. I'd highly recommend this book primarily for the "solution selling" type of rep.

Eye Opener

I recently read this book that I issued from Chicago Public Library. I am a management graduate & have read lot of books. Though I read management/sales books, I hate them as I find them very generic. So, I picked up this book just for the heck of it. I generally finish books in 3-4 hours but this book is just so different. It made me think & rethink what I am doing as a sales person. It was quite an eye opener. I have been buying things online for the last 6 years but this is the first time when I really felt like buying a bought online. This book is a must READ. I would recommend it to all sales people irrespective of how many years of sales experience you have. Happy reading... Brajesh (brajesh2@yahoo.com)

Dave Stein Writes Another Winner!!

The new second edition of "How Winners Sell: 21 Proven Strategies to Outsell Your Competition & Win the Big Sale" is exceptional in both its clarity and ease of use. I am a former Fortune 50 marketing/sales executive who now teaches professional selling at the University of Central Florida. Our university enjoys an international reputation for its strength in sales training. Dave Stein's book is REQUIRED READING for the students in our Advanced Professional Selling course. Moreover, Dave now assists in coaching our nationally-famous collegiate sales competition teams. Our teaching philosophy is that 'sales is not a performance; it is a response.' Further, we see sales as much as an 'art as it is a science.' Dave Stein's book is fully compatible with our philosophy. It moves the reader to an even better understanding of the entire sales process. They [good sales guides] don't get any better than this.

Something Old, Something New

Selling is a combination of the tried and true with what's happening in our society today. The world has changed since 911 and the collapse of companies like Enron, Global Crossing, et al. Selling hasn't gotten any easier, and you need to remember the basics once in a while.This book gives you a good overview of the basics, but also brings out some new points that I hadn't considered in my own selling. It's also a rather easy read. There are 21 'strategies' or things you need to keep in mind during the sales cycle. And the points he brings up are good. When I've lost a sale and do a post mortem later, I find that I've usually skipped one or more of these points.Not a big book at a little over 200 pages, it is well worth the time if it helps you on one big sale.

Excellent Book

Extremely useful. New edition provides strategies for today's selling market. Highly recommended.