Beyond Selling Value: A Proven Process to Avoid the Vendor Trap |
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Beyond Selling Value: A Proven Process to Avoid the Vendor Trap
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by Mark Shonka and Dan Kosch
Sales Rank: 22043
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Discount: 32 %
List Price: $18.95
$12.89
At Amazon
on 6-18-2008.
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Features
Cover Type: Paperback with 320 pages
Published by: Kaplan Business September 16, 2002
Written in: English
ISBN 10 Number: 0793154707
ISBN 13 Number: 978-0793154708
Book Dimensions:
8.9 x 6 x 0.9 inches
Weighs: 13.6 ounces
Book Description
How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity.
Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.
In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships.
For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it ""a detailed, street smart roadmap"".
About The Author
Together, authors and IMPAX Corporation copresidents Mark Shonka and Dan Kosch have tallied more than forty years experience in direct sales, sales management, and sales consulting and training. IMPAX has worked with thousands of sales professionals throughout North America and abroad at companies including IBM, DuPont, AT&T, Eli Lilly, and Microsoft.
Reader Reviews
This is an excellent and clearly written book intended for the Sales Professional. The authors purposely reiterated certain key concepts that for me was a detractor, but for some one new to the subject they are talking about may not be. Taking the authors process in components, there is nothing truly new here. What is new is the process they propose? The tieing together of the different elements to develop critical information to determine a business fit between the customer and your organization and presenting that to the key decision maker. Again, nothing technically new, but well presented in a well designed process of gathering data to prepare for research interviews with people in the customer's organization to gain the necessary coaches and insight to prepare a presentation to the decision maker. Though this process is designed for the sales professional, it is useful for others. How many managers, engineers, accountants, etc, need to propose business solutions, initiatives, or other major projects to senior managers? Many I would suppose. This is an excellent process (with minor adjustments for internal use) for you too. Basically how to present a project top gain the attention and support of a decision maker. I can not make a personal testamonial to any success using this process at this time, but am planning to.
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Beyond Selling Value: A Proven Process to Avoid the Vendor Trap
Available from Amazon
Price: $12.89
Updated on 6-18-2008.
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