Is your competition beating you out on your biggest accounts? Is new account development taking you too long? Do you struggle to reach the "real" decision-makers in the organizations you call on? Have you found that traditional sales methods simply aren't working? In today's market, only the smartest survive. And the smartest, most successful people in sales today are using a fresh approach that revolves around nurturing an ongoing relationship with customers. In this series--"Sales: A Focus on Solutions," you'll discover new ways to analyze your position in the market, identify the best potential customers, approach the first contact, and use the concept of needs assessment. You'll also become more competent in competitive selling and influencing your customer's buying decision by concentrating on providing the solution to a customer's problem. You'll become a master of the implementation and follow-up stages to develop and build long-lasting customer relationships. With practical case studies and examples that are easy to understand and apply, this series will enable you to improve your sales skills immediately.