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How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale, Second Edition Hardcover – May 1, 2004


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Product Details

  • Hardcover: 240 pages
  • Publisher: Kaplan Business; 2nd edition (May 1, 2004)
  • Language: English
  • ISBN-10: 0793185696
  • ISBN-13: 978-0793185696
  • Product Dimensions: 9 x 0.5 x 6 inches
  • Shipping Weight: 1 pounds
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #815,969 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Dave Stein is founder of The Stein Advantage, a consultancy that helps companies dramatically improve their sales effectiveness. He has worked with small and large companies, including IBM, Oracle, Bayer, McGraw-Hill, and Pitney Bowes. Previously, Stein worked for several high-tech companies in leading roles, including vice president in the areas of sales, marketing, international operations, client services, and strategic alliances. He is much in demand as a speaker, consultant, coach, and trainer.

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Customer Reviews

4.8 out of 5 stars
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See all 8 customer reviews
A very good advice source.
Fidel Cantu Martinez
Dave Stein's book is REQUIRED READING for the students in our Advanced Professional Selling course.
Karl Sooder
The 21 strategies provide a great foundation for the sales industry.
Amazon Customer

Most Helpful Customer Reviews

5 of 5 people found the following review helpful By John Matlock on June 23, 2004
Format: Hardcover
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.
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3 of 3 people found the following review helpful By Karl Sooder on October 23, 2004
Format: Hardcover
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.
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1 of 1 people found the following review helpful By Paul Sylvestre on June 23, 2005
Format: Hardcover
I love Dave Stein's style. His 21 proven strategies are to the point and broken into manageable pieces. The only gripe I had was with the section on available research tools. The point is well taken that one must spend time researching a company for a sales call, but I felt too much space was given to something so basic. Maybe it's just me because I work in the technology sector, but I was surprised that the company research tools and techniques Dave mentioned are not common knowledge to almost everyone of working age.

One section of the book I find useful over and over again is the Review (Summary) section. Before going on a coaching sales call with a Rep, I sometimes review parts of this section (what parts depends on the Rep's strengths and weaknesses) and find that it can really improve performance.
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Format: Hardcover Verified Purchase
Excellent book for top sells !! A very good advice source. Precise concepts and insights, recomendations for every sell situation !!
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