Selling for the Long Run

When the buyer perceives you as an advocate for his or her needs, trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you:

• View the sales process from the customer's point of view

• Align your offering with the buyer's needs

• Perform proper due diligence before creating your strategy

• Gain clearer vision into revenue pipelines and forecasts

• Deliver on all promises made--both explicit and implicit

Selling for the Long Run is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage--and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value--bottom line. In the end, he or she wants to make a purchase from a trustworthy partner--which is why you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with Selling for the Long Run.