Customer Reviews

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

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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.

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.

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.

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

Very good methodology. Gives you a great understanding of the sales process. The 21 strategies provide a great foundation for the sales industry. I recommend.

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.

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)