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

~ (Author) "Let's probe into the inventory of skills, attitudes, and behaviors of the consistently effective sales winners..." (more)
Key Phrases: virtual sales team, winners sell, sales winners, Correct Me If I'm Wrong, David Slew Goliath, The Stein Advantage (more...)

Editorial Reviews

Product Description

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 buying cycles. In addition, the endless flow of information available to their prospects over the Internet make them far less dependent on the salesperson for solutions, even further limiting access to decision makers.

How do salespeople transform themselves into savvy professionals who can be counted on to continue to win business even under these tough, seemingly insurmountable conditions? Author and sales consultant Dave Stein has helped thousands of CEOs, VPs, sales managers, marketing directors, and sales teams navigate the most complex opportunities with precision and speed, even during challenging economic times.

In How Winners Sell, Stein shows readers how to plan strategically for scenarios when details are most important-so they never come up short in the eyes of a client. Readers will also discover how to:

• Develop new skills needed to thrive in today’s hypercompetitive marketplace.
• Decide which sales opportunities are really worth pursuing.
• Identify what’s important to top executives to gain and maintain access to them.
• Recruit and influence people within their accounts to sell on their behalf.
• Learn crucial information about the competition that will help win the big sale.
• Use information to increase the size of the opportunity, get prospects to close sooner, and spend fewer resources winning the big sale.

How Winners Sell gives salespeople what they need to position themselves with executive-level credibility, offer greater and more meaningful service to their clients, and know their competitor’s next move-so they can move first!

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.

Product Details

• Hardcover: 240 pages
• Publisher: Kaplan Business; 2nd edition (May 1, 2004)
• Language: English
• ISBN-10: 0793185696
• ISBN-13: 978-0793185696
• Product Dimensions: 9.2 x 6 x 0.8 inches
• Shipping Weight: 1 pounds
• Average Customer Review: 4.7 out of 5 stars  See all reviews (7 customer reviews)
• Amazon.com Sales Rank: #339,980 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

5.0 out of 5 stars Something Old, Something New, June 23, 2004

By	John Matlock "Gunny" (Winnemucca, NV) - See all my reviews (REAL NAME)

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.

3 of 3 people found the following review helpful:

5.0 out of 5 stars Dave Stein Writes Another Winner!!, October 23, 2004

By	Karl Sooder (Orlando, FL USA) - See all my reviews (REAL NAME)

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.

1 of 1 people found the following review helpful:

4.0 out of 5 stars Insightful and Succinct, June 23, 2005

By	Paul Sylvestre "Marketing and Sales Exec" (Silicon Valley, CA) - See all my reviews (REAL NAME)

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.